Customer Profile
Europe’s leading designer, manufacturer and specifier of specialist storage solutions.
Challenge
With a brand well-known throughout the UK and Europe, Client B needed to refresh their contact database and create a flow of leads to drive an increase of £2m in new business sales across the government, heritage, and commercial sectors.
In addition, the client wanted to boost their chances of winning business, by finding and engaging with decision-makers and influencers much earlier in their planning process.
Solution
It made sense to utilise the data assets the client was already subscribing to, but not fully exploiting, from Glenigans and Museum Insider.
The high-level information provided on each project was used to prioritise telephone research and email activity, which further informed the qualification process.
Where a project appeared to fit the criteria, the Fast Track team nurtured relationships with influencers such as Project Leads, Architects, and Surveyors until the point when it became appropriate to advance the dialogue through a sales meeting.
Results
- £4M pipeline opportunity value (estimated) with initial sales wins recorded at £248k
- Sales opportunities with 97 prospect organisations
- Introductions to organisations including English Heritage, The V&A Museum, Royal Borough of Kensington and Chelsea, University of Winchester, and Fittleworth Medical.
