Case study: How we created qualified leads into multinationals for a global end-to-end supply chain consultancy

CLIENT

An industry leading end-to-end supply chain consultancy that specialises in operations transformation.

CAMPAIGN

Chartered Developments were given the task of establishing contact and building rapport with prospects that held the position of Director and/or Head of:

• Supply Chain
• Procurement
• Logistics
• Planning

within organisations that have a minimum annual turnover of $1bn and operate in either Europe and/or Asia within the following sectors:

• Manufacturing
• Distribution
• Pharmaceutical
• Technology
• Engineering
• Retail

OBJECTIVES

• Proactively nurture prospects through to fully qualified meetings, including the management of
  consultant diaries in order to directly book appointments;
• Identify and capture the details of key decision makers and influencers;
• Increase awareness of brand proposition through informed conversation and follow-up literature via email and post;
• Gather intelligence on current arrangements, including review dates and any future plans prospects may have;
• Create a pipeline of prospects who have agreed to future contact in order to arrange a meeting later in the year;
• Ensure any follow-up activity is completed in a timely manner;
• Provide timely reports that contain a high-level analysis of the outcome of each call;
• Store intelligence gathered in a database which remains the property of, our client at all times.

RESULTS

The following is a summary of our results to date:

• 70 appointments have been made
• One in four conversations with a decision maker resulted in a fully qualified meeting
• In more than half of all calls consent was provided for future contact
• In three out of four calls prospects agreed to either a meeting or future contact