Case Study 2:
Design & Construction (Specialist controlled environments):
Supply on-going sales and support, generating quality sales prospects, for a specialist design & build contractor supplying bespoke clean rooms, laboratories & controlled environments .
Client Overview:
The client is a specialist design and build contractor, providing total turn-key solutions from concept to completion; working within a broad range of sectors with a requirement for clean rooms, laboratories and other controlled environments. These include healthcare and the NHS, higher education, pharmaceutical, automotive and electronics industries.
Campaign Objective:
To generate high quality sales leads and to provide a full internal sales support service. The client approached SMART through the Lloyds TSB Prospect Finder service. They were keen to streamline their sales process yet still ensure regular customer contact and follow up on tender.
Campaign Implementation:
Due to the nature of our client's business, many of the projects can take anything from 6 months to 4 years from initial tender to completion on site. SMART implemented the following:
- Investigate and target by market sector - providing support services including market intelligence, new project opportunities in the long and short term, project stake holders, timescales and budgets.
- Diary maintenance, creating appointments and further development of opportunities for speculative calls geographically.
- Fulfil information requests and develop a pipeline of future opportunities.
- Actively follow up on quotations and identify future opportunities to support potential clients over the sometimes lengthy tender to completion process.
Campaign Outcome:
"From a close to empty prospect list, after a short consultation/training session, SMART have now generated 115 future prospects in 32 days (6 weeks) for us. The quality of the prospects is good and the geographical location of each prospect is further exploited by gaining additional introductions to companies within that area. We have been extremely satisfied with the performance of SMART and with their flexible approach. We would not hesitate to recommend their services to a third party and it is likely that we shall maintain a relationship with SMART for the foreseeable future."
Client Company's Managing Director.
View other SMART case studies:
Case Study 1 |
Case Study 2 |
Case Study 3 |
Case Study 4 |
Case Study 5
