Client Background A European consultancy firm specialising in connecting manufacturers with sales outlets in the UK sought assistance in identifying and securing clients for its manufacturing partners. The consultancy needed a reliable and efficient method to identify UK based importers capable of handling full-container load shipments monthly.
Challenges
The consultancy did not have the necessary internal resources or market knowledge to effectively identify and connect with potential UK importers.
Identifying the right decision makers in target companies was a time intensive process that demanded thorough research.
Expertise in lead generation and sales conversion was essential for cold outreach to potential clients.
Coordinating both online and in-person meetings presented logistical difficulties because of geographic disparities and scheduling limitations.
Solution: Partnering with an On-Demand Business Support Service
The consultancy brought in Kellie from Complement, a business support service provider offering on demand assistance, using her expertise in market research, lead identification, and business development to support the following key activities.
Market Research and Identification
Conducted thorough research to identify UK based companies with the capacity to import full container loads on a regular basis.
Filtered prospects based on industry, financial capability, and logistics infrastructure to ensure alignment with the European manufacturers’ requirements.
Contact Person Identification and Outreach
Used advanced research techniques and professional networks to identify key decision makers within target companies.
Created a tailored outreach strategy, ensuring messages were relevant and compelling to potential UK importers.
Direct Engagement and Introduction
Contacted decision makers via phone and email to introduce the opportunity.
Communicated the value proposition of working with European manufacturers, highlighting competitive advantages such as product quality, cost efficiency, and supply chain reliability.
Meeting Coordination
Scheduled virtual meetings between the consultancy and interested UK importers to discuss potential business collaborations.
Facilitated follow up discussions and arranged in person meetings in the UK, ensuring seamless coordination.
Results
The consultancy successfully connected with multiple UK based importers capable of handling full container load shipments.
Several UK companies expressed strong interest, signing agreements to import European manufactured products.
The consultancy expanded its network and enhanced its credibility as a reliable intermediary for European manufacturers.
The efficiency of the process reduced the consultancy’s business development costs and accelerated its market entry strategy.
Author - Kellie Dodds | Over 20 years working with global companies.
After moving on from senior commercial roles, Kellie now shares her expertise with small businesses, helping them save time, reduce costs, and boost efficiency with on-demand, multi-disciplinary business support.
If you need ad-hoc support to boost your business development please get in touch for a pressure free chat.