Developing a blueprint for future sales success

CLIENT: WorkRite – a division of Posturite Ltd

SECTOR: E-learning, training, consultancy

PROJECT: The development of a comprehensive business development and lead generation strategy.

OUTCOME: A clear sector plan and uplift in new business opportunities and revenue.

Situation

Posturite is a successful and highly respected brand in the world of ergonomic solutions and curative products. WorkRite, a division of Posturite that specialises in health & safety e-learning, assessment and compliance software, has seen considerable doubt-digit growth year on year. However, the management team can see the opportunity for triple-digit growth and wanted an independent view on how this could be delivered.

Approach

This followed on from a business development review we carried out a few months previously. The new challenge was to create an actionable strategy that the WorkRite team could implement and self-manage to generate more leads, more opportunity and more revenue.  This led to the creation of a series of blueprints or step-by-step guides covering sector strategy and subsequent lead generation and appointment setting.

Output and Outcome

The output was a detailed actionable plan and presentation – the ‘steps to a dance’ as it became known. So far the outcome has been a very close adoption of the recommended strategies including further sector research work for EMC. A pilot campaign targeting the education sector produced 50 new appointments from only 300 targets and generated expected revenues in excess of £120k. But this is merely the tip of the iceberg as the WorkRite service is relevant to many thousands of organisations across a large range of sectors. The key to the success of the initiative is to find a lead generation process that creates suitable interest and to then industrialise it so that it can be turned on and off as required.

What the client said

Chris [White] has worked with us to create a comprehensive strategy that combines his fresh perspective on our business with previous extensive experience. The resulting business development plan is a practical blueprint for how we will generate leads and new revenue for WorkRite through a series of sector-based campaigns. Chris has engaged with the sales team, listening but also providing presentations and training sessions at our meetings. It’s been great to have Chris on the team. Geoff Thompson, Sales Director, Posturite