Waco Premier Interlink

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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