Case Study
Global Environmental
Established in 2001, Global Environmental provides a comprehensive range of property risk services to support landlords, property managers and contractors. Operating from a Head Office in Central London and satellite office in Bristol, the company provides asbestos surveys, fire risk and energy assessments, water hygiene management and disability compliance audits of residential, commercial and industrial premises.
SECTOR:
Surveying
THE BRIEF:
In 2011 as much as 80% of Global Environmental’s turnover came from just 2 clients. To reduce its reliance on these key clients and its risk exposure the company needed to expand its clientbase. They approached Handmade Marketing to devise a marketing campaign to introduce the company to refurbishment contractors and property managers in the South East.
THE SOLUTION:
After a series of meetings to gather background information about the company, its services, attributes and profile of its typical customers our marketing experts were able to devise a prospecting campaign. We identified a number of key selling points i.e. responsiveness, flexibility and client satisfaction which formed the basis of marketing content prepared. We prepared a hit-list of 25 key clients that the company were particularly keen to do business with. These were typically contractors operating in the South of England.
THE RESULT:
Our researchers used online sources and telemarketing techniques to generate a list of key contacts within the hit list. We then set about methodically contacting them using email, mail and telephone to introduce them to Global and attempt to set-up an introductory meeting. The 3-month campaign generated two meetings, a number of enquiries and two invitations to tender. Following the success of the prospecting campaign we were retained to handle all of Global’s marketing which includes: website development, brochureware, PR. We also provide Global with a comprehensive bid management service that encompasses identification of suitable opportunities, registration of interest, completion/submission of PQQs and ITTs. We have helped the client to acquire a major contract with an NHS Trust and recently pre-qualified for a major programme of asbestos surveying at Bath University.