Learning Partners

Situation

A training company traditionally dependent
on referrals had contracted due to market
decline and personnel changes in client
organisations.

Objective

Devise a proactive programme to engage
with 'cold' prospects.

Action

Focus on most resilient market sectors where company had demonstrable
strengths. 'Repackage' sector-relevant services and promote them as
specialisms to targeted individuals via direct mail, new literature, PR
and telesales.

Result

New business is developing.