Outsourced Business Development
Would you like to accelerate your sales pipeline?
Our expertise lies in generating qualified appointments for you.
Outsourcing prospecting and setting up business meetings has several advantages:
- Your sales cycles will speed up,
- Your sales force is relieved of a time-consuming task,
- The results of your salespeople become more regular.
In summary, we create real « lead generation machines » for our clients that feed their sales pipeline smoothly and regularly.
We rely on a network of experienced business development consultants, especially in the field of commercial prospecting.
They are used to working in various environments (Consulting, IT, Services, but also industrial) and are well-adjusted to the environments and processes of our customers.
They accompany you on the following missions:
To be effective, your sales forces need a continuous flow of commercial appointments.
We generate qualified meetings for our clients with decision-makers in industry and services, as well as with financial institutions in Europe.
We identify the decision-making circuits of major accounts in order to target and qualify the best contacts.
To ensure a successful transformation of prospects and the loyalty of existing accounts, our clients ask us to support them in the management of prospect follow-up.
Today’s buying and decision cycles are such that often it’s not enough to just push the door once to make a sale.
We therefore carry out, in collaboration with your sales forces, a rigorous follow-up of your prospects.
You can thus maintain contact over time and create a connection with your prospects. And above all: contact them again at the right time to finalize the sale!
In a constantly changing economic environment, the management and qualification of your databases are more crucial than ever for your business development.
Convinced that data reliability is one of the success factors of a prospecting process, we use state-of-the-art tools to create, populate and update your databases.
Large accounts have very complex decision-making circuits.
Nowadays it is essential to be able to map these groups, in order to identify the affiliates, the various interlocutors and their functions in the organization.
This mapping of decision-making circuits makes it possible to systematically address the right proposals to the right interlocutors.
As part of their business development strategy, some of our clients wish to internalize resources in charge of telephone prospecting.
We set up the appropriate systems internally to structure your Business Development process.
We support you in the selection and recruitment of internal resources and subsequently teach them our advanced prospecting methods.
Pilot phase
In order to reassure you of our ability to drive results, all our interventions begin with a so-called « pilot » phase.
Statistically we know that based on 250 contacts/suspects contacted, we generate 10 appointments that turn into 2 hot leads, including 1 commercial proposal over a period of one month (part-time).
Over the course of our missions, we approach many key accounts in sectors that are difficult to reach, such as: aeronautics (aircraft manufacturers and subcontractors), banking and insurance, the luxury sector, energy, pharmaceuticals, transport, retail, automotive suppliers, airlines…
Our customers are our best ambassadors to express their level of satisfaction.
Case studies
OPEX - France - Belgium
Operational Excellence
Context
A French consulting company specialized in improving operational performance (35 people) mainly present in Industry, wishes to strengthen its presence in the Aeronautics, Defense and Energy sector.
Objectives
Generate qualified appointments with decision-makers (CEO, Industrial Department, Director of Operations, Division Director) of Key Accounts in France and Belgium.
Results
- 1 Consultant in charge of piloting the project for a period of 6 months. Accompaniment of observation of the Associates in the appointment prospect and debriefing. Restitution of a usable qualified contact base of + 650 interlocutors.
- 67 Key Account decision-makers met, 2 new customers processed, €1.8M in revenue generated and 3 potential projects identified (repeat business).
France
CFO Advisory
Context
A French management consulting company specialized in managing the performance of Financial Functions (90 consultants), wishes to sustain its strong growth on the French market and develop its Controlling and Transition Management offer.
Objectives
Research of the main database providers and creation of a suspects/prospects file. Arrange meetings to present its offer to the Finance Departments of major French groups, mainly listed on the CAC 40 and CAC All-Tradable.
Results
- Completion of the pilot phase in 2 weeks, and detection of a short-term opportunity during the test phase. Continuity of the mission for 24 months. Provision of a database of qualified contacts of + 1200 suspects/prospects.
- 138 contacts met and 6 new customers gained.
France
Supply Chain Management
Context
A German management consulting firm (340 consultants), specialized in supply chain performance. To capitalize on its sector expertise, its French subsidiary wishes to set up a cold-calling approach similar to the one in Germany.
Objectives
Define the priority targets of the CAC All-Tradable and identify the affiliates. Initiate a commercial pipeline by generating several monthly appointments for the MD France and its Senior Managers.
Results
- Creation of a database of qualified contacts of + 300 interlocutors (SCM, COO, VP Industrial). Completion of a pilot phase in 3 weeks and generation of 10 appointments. Continuity of the mission for 9 months.
- 53 interlocutors met, 4 proposals issued and 2 transformed.
Because our customers are our best ambassadors
