Building Service Provider

Main_Building Service Provider

Customer Profile

One of the UK’s principal building services providers, delivering innovative, high quality, life-cycle solutions for their customers.

Challenge

To find new opportunities in sectors with multiple site developments and develop relationships with buyers at the very start of the construction project life cycle, in order to lock out competition and secure more lucrative contracts. Our client sought both to develop a more structured approach to its marketing and relationship management, and also to build and protect its strong brand.

Solution

Partnership working with the client’s sales and marketing team to distil the key messages in a format powerful enough to persuade strategic decision makers to share their time and problems. The preparatory phase was key, ensuring every touch with prospects early in such fledgling relationships would make maximum impact and at the same time would help us to evaluate the opportunities uncovered.

Results

  • £50 per £1 spent realised
  • Revenue potential identified in excess of £2.5m per £20k spent
  • Pro-active approach uncovered tender opportunity which turned into £1m of new business
  • Qualified sales appointments with companies including HSBC, Lloyds Pharmacy, Comet Group, Halfords and Tesco.

Clients View

“We are really happy with the results so far, and consider the value for money to be very, very good. Outsourcing our prospecting to Fast Track has proven much more cost-effective than the in-house alternatives, and the team has met every expectation thus far. We really value the way they have investigated not just the opportunity, but also the background structure of the prospect’s organization – this has provided a path to conversion with the benefit of accelerating the sales cycle.”
Head of Sales & Marketing, on our New Business Development project