Global Corporate Banking

Targeting Finance Directors across all sectors

Context:

This London based global corporate bank came to us as through word of mouth and a member of their Corporate Marketing team contacted us. Corporate Marketing wanted to outsource appointment setting at Finance Director (FD), Group FD and Group Treasurer level; but the Senior Team were sceptical. They couldn’t perceive that a telemarketing campaign would capture strategic and highly qualified leads; nor reach such senior executives and be successful in setting appointments. After much discussion and research, they agreed to a Pilot programme.

Solution:

Initially, we worked for 3 regional Business Managers in key UK business cities. The pilot called for a minimum of 20 qualified appointments – and we easily achieved this. The bank were astonished. A number of the businesses they suggested we target were businesses they had been targeting themselves for some time. As a result, over 14 different business sectors were outsourced to us and we created Senior Executive sales appointments, for Business Managers, within each sector geographically.

Outcome:

The project was extremely successful. Our “no result, no fee” guarantee enabled the Senior Team to trust that they could outsource the risk of appointment-setting at such a senior level to us. Over 18 months, we consistently hit the targets set and provided qualified leads across sectors with PLC’s and limited companies at FD, Group FD and Group Treasurer level. Feedback from the client confirmed their perception - it was our “assertive but not pushy” approach that enabled us to reach a level of seniority, beyond that usually pitched by a Business Manager. Proof that as an outsource partner, we can often go further than the internal sales team.