Alongside the market intelligence gathering, a dedicated telemarketing team targeted the most senior staff ideally aiming at finance directors, introducing the services of the FM contractor, discussing the options of bundling contracts to save money and having a business needs based discussion about how to use FM companies in the best way.
The building of client relationships prior to tender was an important element of the campaign, discussing any issues they are having with their incumbent company and the features and services that are most important.