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Engineering Sales EnablementWinning complex engineering deals is a unique situation

Unlike many other sectors, highly technical big players win a massive amount of work from RFPs.  Interestingly, another huge segment of work emerges from the negotiation of rework which is often part of every major project.

It is critical for engineering teams to know when and how reworks may emerge and how to negotiate those steps.

For Beacon’s engineering and technology focused clients, we focus on strategies and tactics to pre-empt RFPs whenever possible while simultaneously ensuring when they are required, the probability of winning goes up dramatically. 

Additionally, Beacon works with engineering teams to know when and how reworks may emerge and how to negotiate steps to maximize revenue opportunities.

In our first training session which included Beacon coaching real deals, we restructured how to approach change orders on large projects and recovered over $1.1M more than we would have asked for previously.

Beacon's balance of good business sense and fair positioning with clients made this effort extraordinarily easy.

Lead Partner – Global Engineering Firm

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