Senior Project Manager Laila Krytz feels she has learned to “break down professional borders and think outside the box” after taking part in the business matchmaking course, a oneyear internal training programme at COWI:“I used to find it difficult to think outside my own area – namely roads – when trying to come up with new ideas for consultancy services for existing or potential customers. Now, however, because I met colleagues from other business areas during the course and got to know the skills they possess, I automatically think consultancy services such as environment, planning, visualisation and economics into a tender.”
The aim of the business matchmaking course has been to bring employees together across COWI’s seven business units in order to get them to collaborate on new or combined services. Participants were also trained to improve their direct sales techniques.In addition to expanding her professional network at work, Laila Krytz has become far bolder in her approach to customers. “I have had a tendency to wait for customers to call me. And whenever I was the one doing the calling, I would have prepared carefully in advance what I could offer customers in terms of services in my own area of expertise. Now, I start with the premise that I can’t know everything. By talking to customers, however, I can get a feel for their needs and then draw on my expanded network to prepare a proposal containing a broad offering of consultancy services.”
She has put her new skills to the test with a new potential customer: “I have overall responsibility for road projects in Africa. I contacted a previous customer in Zambia to learn more about their plans in the country. As a result of this, we have agreed that they will visit our Zambia office to discuss potential collaboration opportunities.”She believes the business matchmaking course has had a huge effect. “I have become a better consultant, and I believe our customers see us as even more competent players.”