A firm full of energized and smart people. Great place to learn.
Applications Support & Corporate Account Manager (Former Employee) – Boston, MA – 4 November 2015
Cabot is a leading specialty chemical and materials firm. As such, it is highly dependent upon the "value add" proposition gaining traction to the customer. This business model, when applied universally, translates to better margins especially in growth markets seeking more efficient product solutions. However, in a stagnant World economy as we are currently experiencing, customer decisions shift to overweight economics compared to value. This paradigm will over time lead to purchasing decisions being viewed as more commodity based especially in price sensitive markets such as energy.
In a Technically based Sales function, proving the efficacy of one product versus the other is difficult. Especially when the customer views minor points of differentiation between your offered material and the competitors product as minor and has data to prove it. It becomes a price and service competition with price being the key entry and decision point. We struggled to compete on price as it ran counter to our business model. Unfortunately, the market does not discriminate toward models and eventually reaches equilibrium. This led to major conflicts internally culminating in Operational Cost cutting. This required massive lay offs.
Intelligent and experienced workforce, Open and helpful culture
Our protracted adherence to a faulty business model was discouraging.