Lead Generation – for a niche Oil and Gas Technology Advisory Business
Remit:
To create consultancy leads amongst the firm’s target market of cross-sector European + US service companies / equipment providers seeking to access the oil & gas market.
Service:
Initial 15 day Pilot, with Partner/Senior Consultant.
Target:
16 Accounts within Oilfield, Offshore and Cross-industrial equipment providers and service sectors across EMEA and US were targeted.
Approach:
As with all campaigns, the G2M process focused upon gathering a clear understanding of the proposition, pain points, USP’s, competition, references, target firms/titles. Our knowledge and ability to understand complex propositions meant the G2M were quickly productive and contacting the market. Given the small number of accounts, the focus was a more qualitative exercise to open as many divisions/accounts as possible.
Results:
G2M managed to secure multiple meetings in four of the accounts which quickly progressed to opportunity stages, including one piece of new business converted within 2 months of the initial meeting. Three (3) further accounts have had at least one meeting held but still require prospecting to develop to the opportunity stage. Plus an additional five (5) accounts where the G2M team have multiple conversations and have identified one of more good contacts to follow-up/nurture. The client was very pleased with this initial pilot results, especially with the fast ROI! We are now planning 2018 campaigns.
