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REVENUE ENHANCEMENT SERVICES CREDENTIAL SERVICE OFFERING: Integrated Customer Management CLIENT: Large Industrial Distributor AA OFFICE: Minneapolis INDUSTRY: Industrial Distribution ENGAGEMENT PARTNER: William V. Byars, Jr. REVENUES: $8 Billion OFFICE: Minneapolis PHONE: ENGAGEMENT MANAGER: Sandra Keaveny OFFICE: Minneapolis PHONE: 612-334-4844 ENGAGEMENT DESCRIPTION: Arthur Andersen performed a market opportunity assessment identifying $26-45 billion in incremental revenues for the company focusing on its potential for selling products, key needs from a service side and the value proposition. Secondly, best practices and delphi studies were reviewed to identify the company’s strengths and weaknesses from a delivery perspective. PROJECT APPROACH/WORKSTEPS: 1. Conducted an assessment of the market potential identifying industry by two digit SIC codes and products with greatest potential 2. Customized Best Practices Knowledge Base including selecting appropriate best practices from NAW, NPTA, GBP and Andersen Industry Experts, Mapped Best Practices information to the company’s Business Process Reengineering Process Classification Scheme 3. Conduct Best Practices Assessments including site visits at St. Louis, Quincy, Jacksonville, and SAP Canton, interviewed users at the process levels to determine readiness to implement best practices with respect to people, process and technology, interviewed business leaders to determine business requirements to maintain, grow and differentiate the business 4. Analyzed Assessment Data including relative rankings of NADS, legacy systems, and JD Edwards at SAP versus best practices and ability to support business unit requirements 5. Overall assessment of critical gaps, concerns, risks RECOMMENDATIONS: Identified markets which were currently not being served so sales efforts could be targeted Generate reports for key accounts to assist sales reps in developing call plans Define and develop a standardize business model -D