SBS Bolster outsourced Accountancy Services.

SBS, Sundaram Business Services, is global outsourcing and BPO service for the financial services sector, specialising in supplying the financial services and accountancy firms with outsourced, ‘back office’ bookkeeping and accounting services.

In the summer of 2012, SBS appointed JMB to launch and establish the SBS brand within the UK market through a comprehensive lead generation campaign.

Through a highly targeted research and data collation, the objective was to target financial services and accountancy firms to arrange and increase uptake of a free trial where potential clients could see how the process would work in practice and to assess the quality of the accountancy work undertaken.

Our Approach

JMB held several meetings with SBS and Senior Managers to define the proposition, identify the key objectives and gain knowledge of the organisation – a key part of our process when planning new client campaigns to ensure the JMB team are fully equipped with knowledge of the product or service offering enabling JMB to become an extension of the SBS team.

Our next step was to commence a comprehensive lead generation campaign to communicate SBS’s capabilities and offering whilst increasing upsell and uptake of the free trial with a few to converting to paying clients.

Challenging perceptions and overcoming barriers

Although a global organisation servicing clients internationally, many of SBS operations were preformed from India. Therefore questions were raised about the confidentiality of clients’ work once outsourced overseas, as a lot of these Accountant firms had life-long clients. We reassured them that SBS have joint ventures with Royal & Sun Alliance as well as BNP Paribas and so are certified to the highest security levels, therefore addressing any concerns which potential clients had and positioning SBS as leading suppliers.

The Results

  • UK market penetration
  • Secured over 21 trails
  • Secured launch within the UK Market

During the project period JMB successfully secured over 21 free trial, which enabled SBS to demonstrate their capabilities, overcome any misconceptions and successfully bolster their presence in the UK market within the financial services and accountancy sector.