Situation:

                                 Lockwood Greene faced intense competition and was continually forced into price
                                 bidding situations, forcing them to compromise their margins to win the deal. Many of
                                 Lockwood Greene’s customer relationships existed primarily on a project-to-project
                                 basis, revolving solely on the product they delivered. This was a common trend in
                                 the architectural engineering industry. Lockwood Greene was searching for a way to
                                 gain market dominance by differentiating themselves within this industry.

                      Solution:

                                 CRD designed a solution that closed the gap between Lockwood Greene’s current
                                 state and its desire to increase client retention, sell new business at higher margins
                                 and land premier projects. CRD collaborated with Lockwood Greene to create a
                                 proprietary process called Outcomes by Designâ that enables them to deliver superior
                                 levels of value for customers and increased margins for Lockwood Greene by selling
                                 economic as well as engineering outcomes to senior level managers.

                      Impact:

                                 One of the first successes of Outcomes by Designâ was landing a
                                 multi-million dollar uncontested contract with a major manufacturer. With its
                                 new brand identity and relationship building model, Lockwood Greene bypassed the
                                 standard bidding process and developed a relationship with senior managers that
                                 resulted in several additional contracts with the manufacturer.

                                 Outcomes by Designâ helped Lockwood Greene significantly increase its
                                 annual sales. They were able to develop more long-term relationships at
                                 executive levels because they were utilizing the value of agenda alignment
                                 between themselves and their customers.


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