| 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
|
| Results: |
Implementation of recommendations and Services in DemandSM 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
|