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Companys Background:
Schnabel Engineering is a midsized ESOP (Employee Stock Ownership Plan) which was started
by Jim Schnabel in 1956, It was one of the first firms in the Mid-Atlantic region to offer services
in soil mechanics engineering. They have the most advanced engineering techniques in
tackling challenging subsurface conditions. Schnabel has saved clients millions of dollars
through risk management, creative design, and construction solutions. They provide
specialized expertise and design for geotechnical, dam, and tunnel engineering projects
across the United States and worldwide. They have over 300 diverse professionals and a ENR
Top 250 engineering firm, Schnabel serves both public and private sector clients. Their
supportive workplace environment has earned recognition by CE News as one of the Best
Engineering Firms to Work For. (1)
Interviewees Background:
Mary Anderson is Senior Vice President in Schnabel Engineering working in the area of
Business Development. Mary Anderson has over 30 years of experience in Business
Development within the professional services industry. She is a Senior Associate and has
been with Schnabel Engineering for over 17 years. She is the Business Development
Champion for Schnabels U.S. State Department Bureau of Overseas Building Operations
(OBO) program, which has taken their staff to all corners of the globe and has generated
millions of dollars in revenue for Schnabel. (2)
Role:
Mary Anderson is the prime person who identifies the opportunities and tries to make the
best out of it. Recognising an opportunity sometimes may be a difficult task because of the
present comitative market. She relies on networking and also research which would result for
a better outcome. She also contributes to decisions on whether a client or pursuit is suitable
for Schnabel Engineering or not.
Approach:
Schnabel conducts research and networking to identify out teaming partners and
opportunities up front before solicitations are advertised. They rely on networking and also
Clint Management System (CMS). It can be an important tool for any company to maintain a
rigid relationship with their clients. CMS is an approach to managing a company's interaction
with current and potential customers. It uses data analysis about customers history with a
company and to improve business relationships with customers, specifically focusing
on customer retention and ultimately driving sales growth. (3)
Methods:
DELTEK CRM: Customer relationship management (CRM) refers to strategies, technologies
and practices, that companies use to analyse and manage customer interactions and their
data throughout the customer lifecycle. It is based on the goal of improving business
relationships with customers and helping in customer retention and to increase/ drive
forward the sales growth. (4) The firm Schnabel uses DELTEK CRM to better manage their
opportunities in order to win more projects and accelerate productivity.
It helps Schnabel to increase opportunity visibility, improve capture system and also ensures
operational efficiency. Their key benefits are to Easily update information with web-based
tools. View new prospects using proactive business development resources and Keeping a
centralized capture processes.

ONVIA: Schnabel also uses ONVIA which provides enterprise, mid-market and small business
customers with the most comprehensive set of federal, state and local government
contracting leads. Using this the company attempts on growing their sales pipeline with
access to bids, RFPs and future spending data, along with agency contacts, competitor
information and market analytics. (5) It also provides CRM integration and expert support.
Legal steps followed:
Schnabels services are usually selected based on qualifications. Schnabel have in house
counsel that reviews all contract documents. They also have teaming agreements that allows
one or more companies combine resources to bid on a government contract. They also have
Non- Disclosure agreements in which multiple parties agree that they will not disclose
confidential information that they have shared with each other as a necessary part of doing
business together. To avoid flaws Schnabel has in house attorney and all documents go
through the attorney.
Competing in the market:
As discussed earlier Schnabel relies on networking and to stay in track in this ever-challenging
market and its important to stay updated and maintain good relations to compete in the
market. Schnabel has highly skilled qualification to investigate or study to target a particular
project. They have very good local geographic and client knowledge which helps them to
generate better results.
Successful projects:
The firm has a great reputation in the eastern us and overall mid-Atlantic region and also
received projects from the same client more than once. They have many successful projects
going on and there are many completed in the past. One of the most important project was
the Pervari dam in turkey where the main agenda of the country was to leverage hydroelectric
power to help fulfil the need of electricity. The project presents a number of substantial
challenges. This part of Turkey is situated in the East Anatolia seismic zone, where large
earthquakes occur frequently. The dam would be located in extremely rugged terrain just
downstream of two immense historic landslides measuring over 200 meters high. The slides
were identified during the initial project feasibility study, and Schnabel evaluated their impact
on the dam and devised necessary measures and technical developments.
challenging aspects:
Some of the most challenging aspects faced by the firm were Commoditization of
construction and project management industry by both owners and some competitors. The
fall of energy and commodities markets is a major consequence of the failing economy
worldwide and particularly USA, which had been an important driver of global economic
activity and infrastructure projects over the past decade which brings the entire consulting
engineering down to a lower playing field.
Conclusion:
Schnabel doesnt usually bid, they rely on relationships and networking which can be
considered as a prime factor of success for this firm. The high skilled qualifications of the
employees, local geographic and client knowledge can also be considered as prime factors for
the success.
References:
(1) https://www.schnabel-eng.com/about-us/
(2) https://www.schnabel-eng.com/sutw2016presenterbios/
(3) https://en.wikipedia.org/wiki/Customer_relationship_management
(4) https://www.deltek.com/en/products/business-development/deltek-crm
(5) https://www.prnewswire.com/news-releases/new-winning-proposals-service-from-
onvia-gives-companies-a-unique-competitive-edge-300497016.html

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Companys Background:

Engineering Firms to Work For. (1)

Business Development. Mary Anderson has over 30 years of experience in Business

millions of dollars in revenue for Schnabel. (2)

for Schnabel Engineering or not.

company and to improve business relationships with customers, specifically focusing

on customer retention and ultimately driving sales growth. (3)

DELTEK CRM: Customer relationship management (CRM) refers to strategies, technologies

opportunities in order to win more projects and accelerate productivity.

centralized capture processes.

Legal steps followed:

through the attorney.

Competing in the market:

generate better results.

on the dam and devised necessary measures and technical developments.

engineering down to a lower playing field.

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