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ENSR International

Team 7

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Company Background Established in 1968, ENSR is an Environment Consulting

firm, having 70 offices worldwide, including 45 in the US Has 1200 employees having expertise across 60 different

technical disciplines Service Lines

Air Quality Water Quality Process Engineering

Due Diligence Environment Health and Safety Remediation/Integrated Site Closure Capital Permitting/Impact Assessment Other

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Problem Identification

Due to flat sales and expectations of a tightmarket ahead, the management had to takesome action to improve the prospects of thecompany

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Webers Suggestion

To recruit Business Development Officers, BDOs

Their sole job would be to sell

The compensation would be given solely on thebasis of the sales targets achieved

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Kellehers Suggestion

To improve the incentive system

The current system exerts more emphasis onspecific, objective aspects such as sales, leads andbillable hours

The incentive system must reflect the other tasks

carried out by the consultants, hence making itmore subjective

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Andersons Suggestion

To abolish the CSC system or to build a keyaccount program

The key account program will integrate the CSCsin order to make them work together with theircommon clients

Teams will be formed with consultants acrossthe CSCs dedicated to each of the commonclients

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EvaluationWebers suggestion Pros

BDOs will be completely dedicated to selling and canhence improve the sales

The compensation would be linked directly to the salesand prevent any downside risk

Cons The compensation does not provide for motivating theBDOs in maintaining relationship management

The BDOs compensation plan does not focus onprofitable Account Retention

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Evaluation (contd)

Kellehers Suggestion

Pros

The subjective compensation plan might help inmotivating the employees by integrating varioustasks done by the consultants

Cons It does not consider clearly defining the sales tasks

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Evaluation (contd)

Andersons Suggestion Pros

The formation of teams across the CSCs will helpENSR have dedicated teams to concentrate onspecific clients from which good revenues aregenerated

Cons This is a huge task and involves high amount of

risk Assessment has to be made on the feasibility in

integrating the various CSCs

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Recommendation Partially integrate CSCs by forming teams to

concentrate on the common clients and also share

the workforce capabilities The employees need to be motivated by a moresubjective compensation system which reflects thevarious tasks performed by theconsultants/employees

Since the latest trends indicate that the RPFs comefrom the firms with which the relationships havealready been made, changes must be made toimprove the client satisfaction and accountretention

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Thank You