Andy Waterman | October 27th, 2008
Category: Sales Leads
Region: South East
Barbour ABI, suppliers of construction contract information and planned projects, continue to lead the way as we launch another new service this month – a fully integrated CRM solution. This advancement in our product offering means that clients no longer need an expensive or time consuming separate CRM service to utilise with Barbour ABI’s project or company leads.
An optional part of the Evolution product suite, ‘Core CRM’ is one of the most cost effective services available for construction industry professionals. It’s simple and easy to navigate, and available with none of the additional set up or ongoing maintenance costs associated with running a separate CRM system. The main benefits this unique service are:-
- After identifying leads, users can easily track and manage them throughout the sales process.
- No need for labour intensive procedures to export Barbour ABI leads and import them into another system.
- No need for any additional development work, meaning cost and time savings for organisations.
- One integrated system avoid issues with project updates being missed or overlooked and give one view of potential business to a sales team.
- Like other Barbour ABI services, Core CRM users can easily be added to customers existing subscription accounts.
The key elements of Evolution Core CRM are the Diary and Opportunity/Pipeline Forecasting. The Diary gives you the ability to create meetings or calls related to all project or company leads being monitored, setting reminders and keeping track of the outcomes of meetings.
Opportunity/Pipeline Forecasting is an easy and straightforward way to track and forecast future potential sales from introduction to close. Whether your sales department is small or large, forecasting revenue relies on a team being able to understand the facts about a potential sale quickly and Core CRM enables this to happen.
David Andrew, Director at Barbour ABI says: “Introducing this new bolt-on service is a major step forward that capitalises on our already highly successful Evolution service. It offers a compelling mix of the key elements of a ready-tailored CRM tool with the ease of use that our customers have come to enjoy and expect.
We believe this unique product marks a significant step forward in the provision and management of construction sales leads within the marketplace, and once again highlights why Barbour ABI continues to excel.”
Evolution Core CRM is one of many solutions in Barbour ABI’s product portfolio. Other services available such as ‘List Track’ which allows de-duplicating and tracking of marketing lists, and our ‘Management Pack’ and ‘Analytics’ functions provide vital services for mid to senior level professionals.
CMG Member | June 11th, 2008
This is a case study by CMG members Results Global.
Company Overview
Waco Premier Interlink provide a market leading modular construction solution, supplying modular buildings as classrooms, healthcare facilities and office environments to organisations throughout the UK.
Target Areas
Main Contractors, Local Authorities, Healthcare & Education
Overview of Projects
Since early in 2006 Results has worked in various capacities on behalf of Waco Premier Interlink and our relationship continues to evolve with Results active in numerous areas of the market. After completing a successful pilot designed to create high volumes of sales leads for the reps to follow up, our relationship has developed to a point where Results is used as a strategic resource to develop specific types of opportunity in designated market sectors or areas of the construction industry supply chain.
Detailed below is a summary of the different projects delivered by Results on behalf of Waco Premier Interlink following the successful completion of the pilot scheme:
In October 2006 Results carried out a profiling exercise targeting every Local Authority in England. Our remit was to approach these organisations with a view to identify and contact senior individuals aligned to framework agreements. The objective of the project was to gather specific intelligence and set specific meetings that would lead to Waco Premier Interlink becoming approved suppliers of modular solutions to those Local Authorities looking to embrace and utilize this method of construction.
In October 2006 Results carried out a higher level profiling exercise targeting a small group of pre selected main contractors. The solution provided by Waco Premier Interlink is by its very nature extremely versatile and can therefore be utilised throughout multiple end user markets such as construction, healthcare, education, pharmaceuticals, defence and many more. With this in mind it was decided that an effective route to such a broad market place would be to build relationships with senior individuals working within some of the UK’s leading main contractors and to leverage these relationships to create awareness and demand within the end user customer base.
This project delivered significant success and provided Waco Premier Interlink with a profile of each target organisation detailing the business structure, key areas of activity, key points of contact at board, divisional and supply chain levels and an overview of the decision making units and there subsequent decision making processes. In addition to detailed company profiles Results also provided a number of well-qualified meetings with senior decision makers able to influence the use of modular building solutions on a sector wide basis.
On the back of the above Results was asked to carry out a similar exercise looking at two of the worlds leading pharmaceuticals companies and the UK’s Atomic Weapons Establishment (AWE) and this project delivered similar levels of results.
Results has recently entered in to a new 9-month agreement with Waco Premier Interlink that will see the development of new business opportunities throughout the healthcare and education sectors with specific focus being applied to PFI and Procure21 within healthcare, and Building Schools for the Future (BSF) within education. Our role sees us targeting a combination of end user clients throughout both sectors in addition to main contractors active in the delivery of relevant projects.
Projects & Samples of Opportunities Created
Main Contractor Profiling
Bovis Lend Lease, Costain Group PLC, Davis Langdon LLP, Bluestone PLC, Taylor Woodrow PLC
Local Authority Profiling
Every County, City, Borough, Metropolitan Borough and District council in England
Pharmaceutical
GlaxoSmithKline, AstraZeneca
Healthcare
Birmingham & Solihull PCT, North Lancashire PCT, West Midlands NHS Trust, Northamptonshire NHS Trust, Pennine Acute Trust, Bolton Hospitals NHS Trust, Salisbury Healthcare NHS Trust, Kier Western, Laing O’Rourke, Sir Robert McAlpine Limited, Kier South East
Education
University of Newcastle, University of Keele, Cardiff University, University of Reading, Exeter University, De Montfort University, Skanska Bristol Schools Joint Venture, Balfour Beatty Procure21, Willmott Dixon Construction, HBG Construction, Kier Western.
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Construction and Property
