The need

Haines Watts is a UK Top 20 firm of accountants, with offices nationwide providing all round business advice and accounting services to over 35,000 business owners.

Over the last three years they have implemented plans to enhance their business development success through dedicated sales training for key partners in their South East region offices. Alongside this, they wanted to increase the number of ‘leads’ in their pipeline though a targeted outbound lead generation campaign.

What we did

  • The Haines Watts marketing and business development team created a pool of prospects for each of their six offices in the region. These were identified as suitable targets for us to call and email, based on matching specific criteria.
  • Since the start of our outbound activity in early 2019, we have made contact with decision makers in these businesses by phone and by personal email.
  • In each interaction we have sought to identify their needs and convey information about the Partners at Haines Watts and their experience and expertise in providing suitable solutions.

The outcome

From many hundreds of hours and thousands of dials, so far we have held one-to-one conversations with over 500 relevant individuals. Through nurturing these new relationships we have secured more than 70 opportunities for the decision maker to find out more from their local Haines Watts Partner.

As the new financial year for 2022 approached, we discussed and agreed an even more refined approach to the work, involving deeper research of prospects, closer alignment with wider marketing activity, and a focus on matching specific prospect profiles to timely and compelling solutions.

“We have been impressed by the tenacity and focus of The BD Consultancy in making steady progress to help strengthen our pipeline of opportunities. Over the last three years, we have gained immediate and long-term instructions that have provided significant return on our investment. We are keen to continue our success by working closely with the team in the months and years ahead.”

Lucy Danon, Regional Head of Business Development

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