Identifying new business opportunities can be difficult in a good economy and near impossible in a slow one. When a business services company needed to generate new leads for its sales force, it turned to David Harkins Group to identify the best targets, and create and manage new business development programs.

Our Approach

David Harkins Group developed a business development machine, fueled by data and information. The goals were to build a streamlined process to identify, capture, segment, verify and follow-up new business leads using primarily internal resources.

To achieve these goals, DHG worked with the client to: identify key target segments and relevant selection criteria; find external sources for leads which could be obtained through reading or networking; and develop a procedure to capture; apply segment classification, and; verify the leads. In addition, DHG created a process to manage lead distribution and continuity of contact for the company's new business staff. To assist in managing these processes, DHG also re-designed the company's existing contact management system to improve data capture, decrease redundancy and duplication, and enhance reporting capabilities.

Finally, DHG Group worked hands-on with new business team, providing education and training on account development, cold-calling techniques, and personal networking.

Results Delivered

Within sixty-days more than 2,500 new qualified leads had been added to the pipeline, resulting in a number of face-to-face meetings that ended in new business for the firm. The pipeline continues to provide opportunities for the company. The continuity of contact program has provided the company the additional long-term benefit of allowing for increased quality and frequency of communication with its prospects.