Rubicon Heritage is a major archaeological firm serving the UK and Irish markets.
Looking to accelerate their growth and capitalise on the construction boom, Rubicon appointed JMB as their sales partner to identify and secure new commercial opportunities, contracts and introductions.
The JMB Approach.
As with any new client, JMB conducted a comprehensive briefing session, enabling JMB to become a vital extension of the Rubicon Heritage team.
JMB then developed a comprehensive pipeline of targets including architects, planning consultants and developers.
Through telemarketing JMB’s objective was to introduce Rubicon Heritages expertise and secure 1-2-1 meetings with potential clients, whilst also obtaining tenders and framework opportunities for sustainable growth.
This was achieved by building a direct rapport with relevant decision makers and securing 1-2-1 appointment, but also by optimising the use of the portal Glengians to identify active and forthcoming tenders.
Through Glenigans, JMB would identify contract opportunities and consequently approach the prospect to acquire the relevant contact information for completion. An exercise which if managed internally can be a drain on managements resource.
The Results.
Within the first 9 months, JMB secured over 60 valuable meetings, along with multiple framework and tender opportunities.
The value created also supported Rubicon Heritages’ ability to open a further two UK regional offices to service their growing client base.