Business Consultancy Telemarketing New Client Engagement for the Professional Advice Sector

The Objective

This consultancy business specialises in the UK hospital sector, advising on the implementation of Lean Principle techniques and training and implementing this within the key client facing teams within each hospital. Working with hospitals and health centres throughout the South of England the business has grown with the help of Projects and become a market leader in their field. 

Projects were chosen as the company to assist in the development of new customers, using telemarketing, research and emails to establish the key contacts within each hospital. 

Often the hospitals and trusts had many sites and multiple decision makers, causing appointment setting to be a complex and time consuming process, however the success rates and conversion levels gave the client a significant boost to their growth plans and allowed them to generate new clients in each quarter of the year. 

The Brief

Projects' role was to identify new business opportunities within hospitals, care centres and hospital trusts in the South East and Midlands regions. 

With a blank database at the start of the campaign the first element of the introduction calls involved detailed research identifying the sites, and establishing the correct decision makers within each location. As most of these organisations have multiple sites and many decision makers it was a complex process of linking people, job roles and their responsibilities. By custom designing the data filed within the Projects CRM system this information is stored and traceable for both telemarketing, email marketing and if required postal campaigns too. 

The campaign requires a detailed knowledge of the challenges faced by the Health Service, and the Projects team have built this knowledge and enhanced it with regular feedback sessions with the client. 

The campaign targets are consistently exceeded and the additional sales revenue comfortably covers the fees charges by Projects. It gives the client a manageable flow of high quality sales opportunities, within their chosen business sector and has enabled them to become a market leader in their chosen field.

Telemarketing success icon 41 Opportunities
Telemarketing success icon 22 Future Interest
Telemarketing success icon 17 New Customers
Telemarketing success icon 63 Meetings
What we did
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Identified Target Customers

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Established Correct Decision Makers

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Introduced the Consultancy Services

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Built Decision Maker Authority Trees

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Generated Appointments

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Tracked Future Opportunities

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