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Improved Efficiency of Business Development Efforts

Challenge

A $40M+ construction company was seeking strategic assistance in building their annual business development and marketing plan, particularly in determining how to most efficiently and effectively allocate their selling resources.

Actions

  • Conducted a thorough time management study of all selling energies to determine the current state of sales effort allocation.
  • Analyzed all proposals from the past three years to track lead sources and link major projects to the originating sales and marketing activity.
  • Developed a list of key contacts, referral sources, marketing influencers, and other marketing efforts to focus the client’s business development activities.

Results

  • Identified the critical “VIP” sales sources for the organization and determined the dollar value of time spent with the VIP contacts.
  • Reprioritized executive-level sales planning based on the determined ROI of each sales activity.
  • Invested in the development of an on-going rolling marketing calendar to allocate sales time and energy against categories with the highest ROI.

"Through this in-depth time management study, DataKey was able to quantify and demonstrate the true value of all of our different marketing activities.  The findings were so dramatic that we have now reprioritized all of our future marketing activities."

- President

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Contact

Address:    100 South Bedford Road
Suite 110, Mt. Kisco, NY 10549
Phone:    914-945-8808
Email:    contact_us@datakeyconsulting.com