Case study — Engineering
From expertise to revenue engine
A multi-disciplinary consultancy known for technical excellence rebuilt its commercial function around segmentation, account programmes and automated proposal content.
Client
International engineering consultancy, 2,400 staff
- qualified opportunity pipeline
- 0xqualified opportunity pipeline
- higher major win rate
- 0%higher major win rate
- shorter proposal cycle
- 0%shorter proposal cycle
Case study
The challenge
Growth depended on inbound referrals and the personal networks of a handful of senior engineers.
Proposal production consumed billable capacity, with content rewritten from scratch for every pursuit.
No shared view of which clients, sectors or frameworks actually drove profitable revenue.
Case study
Our approach
- 01Rebuilt segmentation around delivered outcomes, sector credentials and framework eligibility.
- 02Launched account-based programmes for the 40 accounts representing the majority of addressable spend.
- 03Introduced a governed proposal content library with AI-assisted first drafts reviewed by technical leads.
- 04Connected pursuit data to delivery references so win/loss reasons became measurable.
Case study
Results
- Qualified opportunity pipeline increased 2.4x within four quarters
- Win rate on major proposals improved by 28 percentage points against baseline
- Average proposal cycle shortened by 18%, releasing senior engineering time
“For the first time our commercial function is as engineered as our delivery.”
Group Commercial Director
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