Baria Case Analysis Essay

1031 Words May 3rd, 2013 5 Pages
OM Assignment II
Baria Planning Solutions, Inc: Fixing the Sales Process

Submitted to:
Prof. Sachin Jayaswal
By
Group B12
Kavita Bakrewala
Shwetank Dave
Priyesh Ranjan
Sabir Kumar Samad
Prithvi kumar A

Situation Analysis:
Baria Planning Solutions (BPS) is a consulting firm serving manufacturers with $95 million in annual sales. BPS analyses its customer spending categories and identifies various sources of potential savings. It carries out various change management, supplier consolidation and purchase standardization initiatives to attain its objective. It specialises in “Spend Analysis”. In order to expand, BPS acquired various niche service providers. BPS practised a solution selling process which was essentially a
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As Dee rightly pointed out “Since some of the sales support teams are shared across sales divisions they don’t feel the urgency or the ownership that is necessary to push proposals across the goal line”. b) Addition of a new team member and cross training of two members:

Utilization level | 1st Quarter | 2nd Quarter | 3rd Quarter | 4th Quarter | Energy | 84.85% | 67.27% | 75.15% | 77.58% | Government | 54.55% | 70.30% | 76.36% | 65.45% | Manufacturing | 55.27% | 65.45% | 65.45% | 86.23% | Retail | 70.91% | 83.64% | 58.18% | 58.18% |

Here, we can see that the utilization levels have dropped below the infeasible region. Now, we can consider the cost impact of this particular option.

Cost Calculation:

Cost of adding 1 member = Annual salary of 1 member in the Proposal support department = $ 105,000
Cost of cross-training 2 members = 3 week salary and benefits = 2*(105000/12)*(3/4) = $13,125
Total Expenditure: $118,125

If we evaluate the new revenues, then we would consider the original win rates. Since the new win rates have been contributed by the delay of sales support group. | Opportunities | Latest Win rate | Original Win rate | Duration | Annual Revenue | New Sale | 250 | 15.50% | 17.50% | 3 | 1,06,70,625 | Renewal | 117 | 83.80% | 90.00% | 3 | 2,63,25,000 | Expansion | 60 | 90.00% | 90.00% | 3 | 33,39,000 | Pilot | 80 | 22.00% | 25.00% | 1 |

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