Industry: Consulting

Client:

A top five international consulting firm focused on helping clients to build sustainable competitive advantage through their organizations, leadership teams, and people.

Challenge:

The client needed:

• More qualified, worthwhile leads with c-level and VP level prospects
• Consistent flow of qualified leads entering the pipeline
• Increased conversion of leads to new business
• Messaging that clearly articulated services and offerings with explicit value to the client

Intervention:

Wellesley Hills Group engaged a detailed analysis of the firm's value proposition. Our consultants delivered specific recommendations to improve upon the impact of the value proposition in a cold call environment and implemented a phone-based lead generation program. Specifically, Wellesley Hills Group:

• Changed the client:
• Practice area value proposition and messaging
• Lead generation process and tactics
• Initial new business development meeting process and discussion topics
• Built a sales and marketing tracking system
• Implemented a lead nurturing system
• Trained and coached firm leaders on business development
• Implemented Services in DemandSM Lead Generation plan
  

Implementation of recommendations and Services in Demand resulted in:

• 15 meetings with financial executives of Fortune 500 companies
• 24 additional leaders who were interested in the consultancy's services and were potential for meetings in the future
• 5 second, more in-depth conversations from the 15 initial meetings