About Great Lakes Dredge and Dock (GLDD)
GLDD is the premier dredging contractor in the United States. The company works worldwide to create, maintain, and restore a wide variety of port and coastal assets, including harbors, waterways, rivers, wetlands, beaches, and storm-eroded shores. GLDD’s work can remove accumulated materials from the ocean floor, thereby improving shipping lanes and waterways, and deepen or create new harbors. The company can also form new landmasses by removing soils from approved offshore borrow areas to then enforce and expand shorelines or construct new islands.
As a major player on the global scene, GLDD orchestrates an extensive array of dredging equipment and workers at sites worldwide. It was essential for the GLDD team to be able to forecast work flow, predicting what types of work and how much would need to be done in a given time frame. The company possessed the raw data needed to make these predictions, but didn’t have a system in place to organize it meaningfully. GLDD also needed to be able to coordinate incoming work, and minimize transportation distance and time lag between jobs at sites worldwide.
The global scope of GLDD’s work represented another inherent challenge, obligating the company to track and comply with federal qualifications imposed on work done abroad. These regulations varied by country and over time, requiring GLDD to constantly update its practices and generate new lists of rules for each foreign country it worked in.
Great Lakes also needed a method for streamlining requests for proposals (RFPs) and following them through the bidding process. With staff scattered across the globe, at times proposals didn’t move through the cycle in a timely or consistent manner.
CRMCulture first created a customized Salesforce report that aggregated GLDD’s raw data, organizing information by year and summing material and type that would have to be transported during that period.
Next, CRMCulture used Sales Cloud to create a list of countries where GLDD works and interfaced this with the federal regulations for working in those locations. The list also weighed other country-specific information, such as corruption indices and stability.
Finally, to address unevenness in the proposal process, CRMCulture set up an approval workflow in Salesforce. To ensure efficient routing of RFPs, each proposal became an individual record containing all pertinent project information, which could be passed from one individual to the next through the approval process, and was accessible to staff in the field.
With a clearer grasp of workflow, the Great Lakes team was able to improve their overall efficiency, matching amount and types of equipment to demand, and eliminating excess costs by improving geographical coordination.
With a single list containing all updated rules and requirements for US companies working outside the country, GLDD was better prepared to address the complexities of managing work sites worldwide. The company could also filter and, where appropriate, eliminate up front any RFPs that didn’t meet its minimum requirements.
CRMCulture’s workflow helped GLDD track, streamline, and accelerate the approval process. Bidding is now completed and delegated to the sales team in a timely manner, resulting in more winning bids and improved earnings for the company.