Sixteen years of partnership with an office design specialist
Facility & energy

Sixteen years of partnership with an office design specialist

Projects came mainly through real estate agencies, and that channel was drying up. The challenge: feed the pipeline and turn contacts into projects.

Mission
B2B prospecting
Period
2004 – 2020
Languages
FR · NL
Area
Brussels
1,040Companies approached
1,670Conversations with decision-makers
193Qualified meetings
12 %of conversations lead to a meeting
The context

Wellbeing at work, a complete project

This specialist redesigns workplaces for wellbeing and productivity: change management, design and delivery. Its references include major names in Brussels.

The experienced sales team favours relationships. It needed more qualified first meetings.

The challenge

Arriving before the project

An office redesign is decided every four to five years. We had to find companies whose headcount was changing and who hadn't refurbished recently, and talk to them before any tender.

Our approach

Clearly defined buying signals

  1. Analysing past projectsWhere the best projects came from and what they looked like.
  2. Concrete signalsHeadcount growth or reduction, owner-occupier, no works for three or four years, more than 50 people.
  3. Avoiding dead endsShops and production sites excluded, except headquarters and coordination centres.
  4. Challenge meetingsNoise, under-used desks, cost per workstation: starting from daily irritations.
A PHCom prospecting campaign is prepared with the client
Every campaign is prepared with the client: targets, pitch and meeting criteria.
The results

From company list to meeting

Companies approached
1,040
Conversations with decision-makers
1,670
Meetings booked
193
Quotes issued
38

1 conversation in 8 leads to a meeting

Free diagnostic · 3 minutes

Where do you stand in your business development?

9 questions to get your score, your sales profile and your 3 priority levers.

Take the diagnostic
More cases

They trusted us too

All our case studies