The client:
Tricostar Education, a UK-based provider of online self-evaluation services to
schools and Local Education Authorities. |
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The challenge:
As a newly-launched company with a small team, Tricostar Education needed to
develop a database of relevant contacts at Local Education Authorities
throughout the UK and secure sales appointments with the key personnel. As
Local Education Authorities don’t have a set structure, the challenge was to
get to the right people in each one. |
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The solution:
To use the skills of the Prospects 4 Business team
to develop an existing database of available contacts from the education
sector. Once this was completed, the aim was to create appointment
opportunities for sales staff at Tricostar Education. They began by focusing in
the South East of England as a trial before extending activity nationwide. It
was quickly realised that the unique nature of LEAs meant that more than one
contact was required for each. |
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The key outcome:
The Prospects 4 Business team were able to
quickly build a database of relevant contacts at LEAs across the country. They
also created 10 opportunities in the South East, four of which were meetings
with key personnel. By spending time developing the right contacts, they
ensured that all future marketing activity at Tricostar Education will be
specific and targeted. |
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The final word:
Ben Lawler, sales manager at Tricostar Education said: “As a new company, with
a very small workforce, we simply didn’t have the time or the resource to
develop this database ourselves. Prospects 4 Business
were able to act quickly and set up some initial meetings with our target
audience in the South East. They were also able to give us feedback about the
sector which will help us shape our future marketing activity.” |