A $40M+ construction company was seeking strategic assistance in building their annual business development and marketing plan, particularly in determining how to most efficiently and effectively allocate their selling resources.
- Conducted a thorough time management study of all selling energies to determine the current state of sales effort allocation.
- Analyzed all proposals from the past three years to track lead sources and link major projects to the originating sales and marketing activity.
- Developed a list of key contacts, referral sources, marketing influencers, and other marketing efforts to focus the client’s business development activities.
- Identified the critical “VIP” sales sources for the organization and determined the dollar value of time spent with the VIP contacts.
- Reprioritized executive-level sales planning based on the determined ROI of each sales activity.
- Invested in the development of an on-going rolling marketing calendar to allocate sales time and energy against categories with the highest ROI.
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