Computer Sciences Corporation: "Pioneering" New Business Opportunities

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Computer Sciences Corporation: "Pioneering" New Business Opportunities

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Research Abstract

Business development does not occur in a vacuum. Customers’ expectations keep rising, competition is fierce, and services providers vie for mind-share and the opportunity to showcase their unique merits. In 1995, Computer Sciences Corporation’s (CSC) Consulting Group set out to create a more focused and selective business opportunity assessment process. Its U.S.-based consulting organization designed a program called Pioneer to help it qualify, prioritize, and win opportunities. Over the next six years, a global initiative at the corporate level has led to each of CSC’s business units adapting Pioneer for its own needs, while adopting the global standards necessary to create a new company-wide operating model. This Services Sales Effectiveness (SSE) Best Practice Case Study illustrates the steps CSC took to elevate a business-unit initiative into a global program from which the whole company benefits.