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New Sales Prospects Management for a Fence Rentals Company

Customer Background

The client is a leading manufacturer/distributor of fencing products in the US. Their products include upscale decorative vinyl, steel and aluminium ornamental, chain link galvanized aluminized, colour vinyl coated systems, physical perimeter security Rent-A-Guard temporary panels and crowd control barricades. Headquartered in Beltsville, Maryland, the company has a presence in the East coast.

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I first want to thank you and your team for a great job this year. Your team has been excellent at filling the top of our sales funnel and providing good leads, which we are now using to grow our customer base.

Project Objective

  • Track construction projects in the US and identify new sales opportunities
  • Source details related to each opportunity
  • Generate quotes for the screened construction projects
  • Daily Follow-up with client sales team to review bid quotations.

Process Improvement

  • Standardised the process of updating new prospect information into the client’s CRM ensuring data consistency.
  • Redesigned the process to identify new prospects. The new prospect identification time reduced 40 minutes compared to 1.5 hours averaged earlier.
  • Created project user Manual and SOP document to be followed by the Brickwork and client teams

Results

Impact on Client

  • Averaging 590 quotes / month since Mar’19, compared to 450 quotes generated by the client sales team
  • 8136 quotes generated in 18 months
  • Saved $397,971 over the last 18 months. Client spend reduced to $11.2 per prospect compared to $53.3 spent per prospect

Impact on Brickwork

  • The POC project in Jan 19 converted to an ongoing project.
  • 1 FTE increased to 3 FTEs
  • Two new projects in pipeline

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