Scoping out sales
EDGE, a successful, well-established consultancy with a fantastic reputation, wanted to adopt a more planned approach to delivering business growth. After understanding the value of client relationship management they had seen from Nicola on previous projects, EDGE began working with us to go through an audit process of assessing and understanding their potential future client base in relation to their strengths and limitations as an organisation.
By mapping out sectors where they had specific expertise or solid case studies, we could identify new business opportunities where they had greater chance of success when bidding for work.
After defining key target sectors, reviewing marketing messages along with the mission and values of the business, we worked together to define EDGE’s point of difference and focused on the core offers that would resonate with both existing clients and prospective customers. This led to the creation of stories, narratives and connections that would define the basis of a business development strategy.
Building a business development plan
Through research, market insight and mapping out EDGE’s client portfolio across each sector, the team identified areas for growth but also potential risks. A 12 month business development plan was created in line with the overall business plan and strategy and wider business objectives. This aimed at expanding accounts by geographic area, sector expertise and discipline, while reducing risk by spreading profitability across accounts.
By mapping clients, creating a focussed plan, delivering training, mentoring and practical examples, we encouraged the team to think in a less linear way. The EDGE team has built confidence in their own abilities and knowledge, learning to use insight and intelligence to highlight the relevance of work for other projects. They are now connecting dots and creating an awareness and association of the wider capabilities of the business as a whole, to the benefit of everyone.
Sales and marketing tactics
Using a mix of direct and indirect sales, marketing and client management input, networking and introductions we have upskilled the team across all sectors and levels to enhance and supplement their professional abilities.