To boost sales in short, medium and long term

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Description

Experience Level: Expert
Business Sector - Construction
Business Type - Mechanical Services Commissioning of large projects(niche area)
Needs - To act by agreement with GM/MD on securing immediate, medium term and long term sales. To agree on strategy for same. To define the amount of input, to agree on same, to sign off on same, to put measurables against these or part-of.
Short term strategy - atend at our offices,dig out all our estimates and follow through with telecalls on sales leads
list all these and follow through with arranging meeting with clients regarding same. Take GM to relevant meetings to get into negotiations on immediate sales
MEdium Term Strategy - Identify all projects quoted above a certain sales minimum value (the butter beans projects rather than the sesame seed projects) from our tender book. Follow these tenders, find out about them all, log all notes, conteacts etc on something like Goldmine system. Home in on the 'good feel' ones, pick out the one most needed in terms of timing of continuity of work. Make the shortlist, agree the targets from the list with GM. Do the necessary communication techniques to win same (tele-calling, meetings, consultant discussions, client contact etc)
Long term Strategy
Make a master schedule of all contacts from previous projects over the last 10 years.
Make a schedule of all potential clients in our sector
Make same of all potential projects in our sector
Select the ones we want to target
Contact them all find out what we need to do to get on their tender lists
Phone all contacts disclosed to us along the way
Carry out all protocol required of us to ensure we get on peoples approved lists and tendering schedules.
Refresh this list 6 monthly, review quarterly to match it in with the medium strategy.
Reflect on benefits of same after first 6 and 12 months
Define additinal marketing needs along the way, trying to avoid late night sessions etc.
Link these in with our existing client annual outings (primarily golf and charity events)
monitor benfits of this whole strategy after 1 year.
Summary - This company is small (£2.3M turnover),. This would not be a full time post. It would have to flow and ebb with it's own progression, we would have to have that level of objectivity for someone to know when they are needed and or being effective.
A strategy for mentoring some engineeers in the organisation to carry out these functions say for 2 months each year on rota would also be worthy of exploration.



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