Worldwide Supply Chain Management

Main_Worldwide Supply Chain

Customer Profile

An organisation which designs and operates smart globally integrated supply chains.

Challenge

The company enjoy a strong brand worldwide, one associated with service quality, reliability and operational excellence. They needed a trusted partner to help them to expand their market place by identifying potential buyers and arranging for them to meet with their new business development specialists. This would free up their team to convert new opportunities into sales and to attend to the smooth transition of new accounts. The driver for change was a desire to accelerate growth in the UK – particularly among the more prestige FTSE brands – and at the same time raise sales their game to lower the overall cost of sale.

Solution

Working in partnership, Fast Track Solutions drew up a specification of likely “best-fit” buyers and sourced suitable contact data. Using a research-led approach Fast Track Solutions identified the buying team members within strategically-targeted organisations, and began a regular communication programme to introduce the client’s value proposition to them. Along the way, they sought to uncover any concerns, needs and goals, planned reviews and interest in market benchmarking. In addition, the two companies worked together to review and improve the client’s overall sales process and practices to ensure alignment and optimisation throughout. This included running process and skills workshops, attending sales meetings and providing individually tailored coaching.

Results

  • Sales appointments arranged with qualified buyers in three of the UK’s top retailers, as well as globally renowned automotive brands, technology and manufacturing companies
  • New business wins with potential account values of £1,200,000
  • A robust sales pipeline which will generate opportunities for the next three years

Client’s View

“I was happy to find a specialist agency that focussed on sales outcomes right from the outset, and understood how to get the prospect relationship off to a good start. Ours is a long sales cycle market, but this investment is paying off and it’s been really helpful to work together with the Fast Track team on improving the process we share. 18 months in, around half of our new business pipeline in the UK is a result of this programme and I look forward to rolling out our relationship with Fast Track into the rest of Europe.”
Regional Commercial Director EMEA, on our New Business Development project