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Facilities Management Case Study

CASE STUDY

THE CLIENT

PDT's client is a facilities management company who are one of the largest and most successful building engineering service companies in the UK. They operate as both manager and provider of a full range of facilities services for example:

  • Facilities Management
  • Risk Management
  • Legislative and Statutory compliance
  • Property Management
  • HVAC
  • HS & E
  • Mechanical and Electrical Maintenance & PPM
  • Energy Management & Energy Performance certification

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THE CAMPAIGN

PDT primary objective was to arrange qualified face-to­ face high level decision maker appointments for the client's sales team, in the identified target market sectors situated throughout the UK. The secondary objective was to identify and penetrate new market segments for the client. In most cases the initial challenge was to identify who would be the most relevant decision maker within each organisation.

As well as arranging appointments for the client's sales team, PDT managed the diaries of each of their sales representatives. It was important for each caller to pay specific attention to the location of each appointment and therefore plan around this when scheduling further appointments for that day. This was to ensure that the sales representative's time was used effectively and resources were not wasted by way of inefficient diary management.

THE RESULT

Following a successful  'proof of concept' pilot campaign where compelling return on investment was proved, PDT and the client agreed to an on-going project arrangement. The project performance demonstrated a lead rate of 1 every 16.7 hours of telemarketing activity. PDT has built a potential business pipeline of £70m.

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