B2B Services adapted to suit your specific requirements

The company needed to attract larger accounts with higher individual revenue yields whilst at the same time maintaining its existing customer base. The briefing for Cliveden Consulting was to approach organisations that had not previously been contacted and discover when they were likely to replace/upgrade their voice and data services.

A business case was established to provide a high bandwidth data network that could cope with a considerable daily fluctuation in demand. Following a detailed needs analysis and vigorous examination from commercial buyers, plus stiff competition from national carriers, the winning bid was signed off six months after the initial meeting. It became the highest single monthly billing account in the selling company’s history.

A means of gaining greater control of the sales process was required by project managers whose principal experience and involvement was confined to the start of a new bid or tender until the contract was finally awarded. New business opportunities were therefore being lost because of the power being exerted by procurement professionals in preventing external access to business decision makers.

Cliveden Consulting designed a series of bespoke two day workshops that consisted of the effective canvassing methods needed to re-direct senior executive attention away from just product based discussions within potential buying organisations. By aligning to business related issues first, the project managers soon became more proficient at gaining executive credibility – and on occasions managed to obviate the tender procedures altogether and still win new contracts.