OnCall Global Marketing :: New Business Development

The Challenge
An international RFID technology solutions provider required a rapid and effective method for building a strategic sales pipeline of prospects to gain momentum its RFID Compliance & Integration suite of products and services. Their desire was to leverage the vendor compliance mandates of large retailers and the Department of Defense (DoD) in these two fast moving and competitive market segments.

The Solution
After analyzing their internal capabilities, the client decided to outsource the lead generation function to our team of business development professionals. Our team developed an initiative focused on developing sales opportunities within Wal-Mart’s top 300 suppliers and a second focus was aimed at the government sector among large defense contractors. Our team deployed a high touch process involving phone, email and direct mail, reaching out to senior supply chain, manufacturing, operations and IT executives. The OCGM team's working objective was to introduce our client’s capabilities, create interest in next-step discussions and deploy their subject matter expert teams in as many strategic opportunities as possible.

The Result
As of last year, the OCGM process has assisted our client to successfully secure business and implement solutions in over 40 of Wal-mart's top 100 suppliers. Additionally, this year has marked the signing of a multi-year contract to commence design and deployment of a specialized solution within the Department of Defense (DoD), valued in excess of one million dollars over the course of the agreement.

New Business Development Success #2

The Challenge
A global healthcare software and solutions company was challenged with speeding the adoption of their Patient Safety Solution within hospitals and health networks throughout the U.S. They found that when engaged at the right level with senior decision makers, their solution’s benefits and cost savings out-classed competitive offerings, leading to a productive sales cycle. But they consistently found their field sales team was unsuccessful engaging the appropriate senior decision makers in the sales process.

Our Solution
A strategy was developed to assist the client’s field sales team with sales funnel building. Our team conducted an eight month campaign of teleoutreach to senior level (C, SVP, VP levels) decision makers, introducing our client and the value proposition surrounding their Patient Safety Solution. After successfully engaging senior level prospects and documenting the current pain points in their institution, we orchestrated follow-on conference calls to engage the client sales team into a discussion around solving the prospect’s patient safety problems.

The Result
Over an 8-month period of time, our executive outreach approach to new business development created in excess of 125 highly qualified new business opportunities, yielding an overall Campaign ROI of 90:1.

The Challenge
An international HR technologies and Business Process Improvement consultative services firm, requires C-level and SVP-level involvement in their sales process to assure successful sign-off to their enterprise engagements. With a relatively small sales team covering the globe, they do not have time to conduct effective funnel building sales efforts.

Our Solution
Our team created a business development program utilizing brand awareness building introductory mailers, targeted email communications, followed by executive phone outreach. After successfully engaging senior level prospects and documenting the current business process bottlenecks, our team coordinated follow-on conference calls with our client’s team members to begin framing a potential solution for the prospective client.

The Result
Over a 12-month period, our client has successfully engaged with nearly a dozen Fortune 1000 level clients like Cisco, NASA, Northrop Grumman and VISA conducting enterprise-level consulting engagements to streamline and improve their recruiting and talent management initiatives.