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Customer-Driven New Product Development

A leading process control manufacturer was concerned that it was losing market share, and its products were becoming outdated. Executives met internally to discuss potential product development ideas. They put together a wish list of potential product enhancements...

Hearing What Customers Are Telling Us

A leading, industrial controls company was struggling to grow its sales in certain regions and market segments. At first, they assumed they were in a low point of an economic cycle and tried to wait it out. Later, however, it became apparent that competitors’ sales...

Customer Intelligence and Consultative Selling

A leading industrial automation company was seeking to grow its business by offering a suite of services to existing clients and to penetrate competitive strong hold accounts with new services. The Client was already a leading product supplier to the process industry,...