Business development for Information Security Consultancy

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Experience Level: Intermediate
I have a small information assurance consultancy that concentrates on the Government Sector, and is trying also to move into the financial sector. I currently have a small customer base of a few government departments and large IT service providers. I currently 5 consultants working for me. However my business plan is to grow this to 20 within the next year. My current growth has been through word of mouth and exiting cusomers, however to ensure that I sustain my workload and grow it I need to bring in new custmers. In order to do this I would like to use a telesales targetting campain to generate new leads. I have a sales consultant who can do on site visits, however I do not currently have enough appointments. I would like to be generating an average of at least 4 meetings a week. The telesales would involve identifying the appropriate resource within a targetted list of Government Departments, Non-departmental Government Bodies, Services Providers, and Financial Organisations. I would envisage a starting point of two days a week. This would last at least three months, but if successful there is scope to extend the period and number of days worked

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