FACILITIES AND ENGINEERING SERVICES IN 2024: THE MARKET OUTLOOK AND COMMERCIAL TRENDS

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UK Government Strategic Supplier Restructured Its Presales and Commercial Intelligence Team to Secure 100% Retention and 20% Additional Growth Through Account Mining the Client

Industry:
Central Government, Facilities Management, Justice, Education, Healthcare, Retail, Pharma, Real Estate and Commercial Sectors.

Services:
Strategy Consulting,  Account Growth, NPS, Customer Development, Pre-Sales, Sales Reporting.

The Client:
UK Facilities Management company, providing outsourced managed services, including project management, health and safety, CCTV & energy services managing 400 public and private sector contracts.

The Challenge:
Due to change in strategy the presales and commercial intelligence need to be restructured. The board felt the immediate need to integrate the team with sales team to position one solution to the target market.

The Solution:
Our lead consultant worked closely with the Group Sales Director in developing a joint programme of 5 key workstreams and set the 2019 – 20 roadmap for the function. We restructured structured the team to Projects, Pre-Sales, Customer Experience, Account Mining and Sales Reporting. He conducted diagnostic workshops with team and designed the new team structure around the priorities. He assessed the team members capabilities, prioritised key projects and rebranded the team setting the new vision for the team

The Results: Within 4 months, the projects team generated 20% upsells and cross sells within existing clients and the Customer Experience and Account Mining Team assisted operations and sales team to secure 3 critical renewals safeguarding £90m of forward order book

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