Pavi has been a Business Graduate at the company for over a year now. In that relatively short time, he's had the opportunity to interact with numerous clients and gain real-world experience. Here, Pavi recounts a recent site visit he had with Etienne Arman, one of the Scientific Area Sales Managers at Veolia Water Technologies UK, sharing his perspective on that professional encounter.
As a business graduate fresh to the company, I was fortunate to accompany Etienne on a rare and valuable opportunity – a sales meeting with a pioneering start-up company producing cultivated meat. This innovative venture aligns perfectly with our company's focus on ecological transformation, offering an alternative to conventional meat production methods that prioritises animal welfare, environmental sustainability, and food security.
From the moment we arrived, it was evident that Etienne had built a positive relationship with this client over the past couple of months. His prior experience in R&D within the food and beverage industry proved invaluable, allowing him to speak the client's language and comprehend their specific needs.
The tour of the facility granted us a behind-the-scenes look at the laboratory where the meat is cultivated and the intricate bioreactor systems responsible for providing the controlled environment necessary for animal cell growth and proliferation. This firsthand experience was invaluable, enabling us to better understand the client's operations and tailor our solutions accordingly.
Etienne’s commitment to consultative selling was further exemplified when he proceeded to analyse the customer’s feed water quality by testing for conductivity, hardness, dissolved CO₂ and chlorine. This will enable him to select the appropriate pretreatment modules, thus optimising the efficiency and lifespan of the membrane systems he will later recommend.
However, the true value of this visit was found in Etienne’s leading open questions, which allowed the customer to discover how our solution would fit into their work processes - something they could not describe without our help. Rationalising their daily work pattern and demand for pure water, the key design requirements for water storage and distribution became apparent. These now form a strong basis for system dimensioning, leading to a solid proposal with tailored installation and minimal running costs.
Throughout the meeting, Etienne's customer-centric approach shone through. He actively listened to the client's vision, considered their specific requirements, and fostered an environment of collaboration and trust. This exemplary display of customer service reinforced the importance of truly understanding and prioritising the needs of our clients, as it is the foundation upon which lasting and mutually beneficial relationships are built.
In an ever-evolving business landscape, where innovation and sustainability are paramount, our ability to adapt and cater to the unique needs of our customers will be the key to our continued success. Experiences like this sales meeting serve as a powerful reminder of the importance of cultivating strong customer relationships, delivering tailored solutions, and maintaining a client-centric approach in all our endeavours.
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Author | Pavi Srikaran
Pavi has been working as a Company Business Graduate for Veolia Water Technologies for a little over 3 months. Pavi's educational background is in Mechanical Engineering, combining Physics, Maths and Business. Currently, he is using his Mechanical Engineering knowledge to apply to his role on a daily basis at Veolia Water Technologies.
