Way of Selling and Way of Buying
Context
Howden is a multi-national manufacturer of large industrial compressors, fans and heaters. It is a 150-year-old business with a massive presence and legacy in the oil and gas and petrochemical industry, as well as a host of other industries that use heaters, fans and compressors.
Challenge
They needed a learning and development partner to create, manage and deliver all of the sales, negotiation and customer centricity development in their many global locations across Europe, Middle East, Asia and North America.
The Solution
Alchemist developed and deliver the Howden Way of Selling and Way of Buying.
These are critical global business training programmes which lay down the whole approach which Howden now uses towards winning and keeping business and ensuring best value in all the business’ procurement practices.
They also use the full suite of Alchemist services from the online systems and programmes through to a range of accredited Learning Journeys.
The impact
Alchemist has become a key component in Howden’s approach towards change management and the integration of newly acquired business.
In addition to this, Alchemist has helped Howden to increase revenues and margins across all its business units and to simultaneously drive down cost by developing the commercial and negotiation skills of the procurement teams.
