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.
Crown House Technology 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 CHt’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.
