Airbus Customer Affairs

Airbus Customer Affairs

Technical Offer Management

Restructuring and optimizing the sales processes for new aircraft, especially for the A320 program.

The business challenges

  • Aligning the Engineer-to-Order (ETO) process to increasingly reflect an Assemble-to-Order (ATO) process.
  • Capturing sales knowledge and technical dependencies in a formal, yet understandable graphical model.
  • Packaging single items into groups that can be sold together.
  • Detecting both up and cross selling potential.


  • Highly modularized and more efficient sales process.
  • Running a prototype that shows the main principles of the concepts.

Scope of our solution

  • Scoping
  • Consulting
  • Requirements analysis
  • Prototyping