Manufacturer in Shipbuilding Industry increases sales by 200% through Major Process Re-engineering

An international mid-sized ship-building solutions provider for HVAC, ventilation, refrigeration, piping, and fire control systems

Faster Bidding Process
Increase in Sales after 18 Months


Our Client was struggling to complete projects (often 3 to 7 years in duration) on-time, on-budget, and on-spec/requirements. Major setbacks and failure modes occurred on every project, which combined with declining sales and corporate financial health led to a need for consulting support. 


Working closely with the client, we determined that the existing processes were being neglected and had not been improved for some time We addressed the variety of ‘failure modes’ through a number of strategic performance improvement planning workshops. These workshops allowed us to understand the respective value and prioritize these improvement opportunities. Our team led several initiatives and capitalized on existing competencies to build internal capabilities that would support growth for the short and long term. A few of the projects involved: 

  • Implementing change management strategies and creating a leaner organizational structure 
  • Improving Customer Relationship Management through Customer Relationship workshops with the sales teams 
  • Building the organization’s management tools by consolidating and developing tools such as a sales pipeline management system as well as cash flow management tools 
  • Increasing efficiency by improving engineering processes and integration with other departments 

Value Created

As a result of this transformation, this organization realized immediate and long-term financial and strategic benefits: 

  • 25% faster bid process after 100 days 
  • 200% increase in sales after 18 months 
  • Systematic reduction of failure modes, end-to-end in the Enterprise Value Stream 

Improve internal processes and capabilities to increase sales