Boart Longyear

Learn About Our Client's Success

Boart Longyear Logo

A worldwide leader in drilling services and products to the mining, construction and environmental sectors.

Company Industry

Mineral Exploration

Revenue

Estimated $2 billion + public

Location

Salt Lake City, UT

Boart Longyear and OneAccord | Business Situation

 

Business Situation

  • Significant challenges associated with managing up and down cycles of mineral commodity sectors
  • Macro economic situation of significant growth cycle coinciding with corporate transformation from subsidiary to independently traded public company
  • Business strategy, process and cultural changes necessary for successful transition to improved customer management focus.

 

OneAccord Solution

  • Client company requested OneAccord focus on two main areas:
    • U.S. product store strategy
    • Key worldwide account development
  • Significant to both areas; necessary: both were necessary
  • How helped: focus strategic priorities:
  • People
  • Customers
  • Product & Service
  • Transform sales organization from transactional to relational account management approach
  • Key idea was to justify the company’s margin of value to customers by: Its commitment to help customers with products and service availability to address their needs and pain issues over extended relationships in different cycles.
Boart Longyear and OneAccord Solutions.jpg
Boart Longyear and OneAccord Highlights.jpg

 

Engagement Highlights

Working with the CEO and senior management, OneAccord’s work included:

  • Products distribution and retail business strategy
  • Strategic rollout plan
  • Creating an outlet operations manager manual
  • Customer insights development to ascertain need requirements of global customers
  • Development of company’s value proposition approach to selling higher value solutions to top customers
  • Worldwide sales development workshops for the products sales organizations to nurture account management approach
  • Customer problem solutions and relational sales
  • Building long-term account plans and sales deals
  • Core metrics

Results

  • Greater account management focus with higher revenue and margin value
  • Re-energized sales organization motivation for improved customer relationship selling
  • Revenue gains from 2005 to 2008 exceeding 25% to nearly $2 billion — this revenue achievement is a 5x increase over 2000