Professional Services Firm
Dealing with many of Australia’s top companies in Banking, Telecommunications and Retail, our client provides temporary staffing solutions within the HR and Learning and Development sector. Over the years they had built a strong reputation within the niche and had a large pool of experienced consultants on the books.
Regardless of the talent pool they could tap into, the biggest challenge facing them growing the business was how to effectively and professionally connect with more high-value prospects. The sales efforts to date had relied heavily on the use of digital direct marketing and B2B social media. Both of these methods were losing effectiveness.
We recruited and trained a team of experienced appointment setters with excellent client servicing skills. Mastery of written and verbal communication, especially in the Australian idiom, was a key factor here. To maximise their ‘time on target’ with the high-value prospects, each business development person in Australia was assigned a ‘team-mate’ in India. The Indian team-mate worked on developing and expanding the prospect base and made the initial contact, handing over a warm prospect for the Australian team-mate to meet and develop the business relationship, face to face.
This ‘remote support’ of the Business Development team allowed them to maximise their skills and available time in the local market, essentially being free to do what they do best. Having a ‘partner’ in India, working Australian hours and taking care of the ‘cold calls’ to supply ‘warm prospects’ at a fraction of the cost of using locally based employees.
The bottom line? This organisation doubled their sales over the first 12 months of this initiative.