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Exigent Serves Clients Across the United Kingdom
Grant funding is now being provided through the national Growth Accelerator programme, access to the programme is focusing on high growth businesses.
In order to get access to the funding you will need to apply to join the scheme. To do that you must demonstrate the will, opportunity and capacity to grow your business. The initial stage is to assess whether training or coaching is best suited to your needs.
We are both an registered coach and training provider under this programme.
Exigent Consulting
Industrial Consumables Supplier
An international distributor of abrasive products required customised training for
their sales staff to up-
Franchise Sales
A franchise operation was performing poorly in converting prospective franchisees. Our analysis identified that they had no sales process to enable them to qualify and close such prospects. We developed an effective and robust sales process which enabled them to substantially improve their closing success of new franchisees.
Software Products
A software products business has hit financial difficulties because its sales function was misfiring there were no new prospects appearing and an audit of the “current” list showed it was poorly qualified and unrealistic. Working with the owners we put in place a multi threaded programme which included developing their current sales team to be more productive and using other members of the management team as an adjunct to the sales team to identify opportunities and close short term business. The business is now back on track and growing.
Security Services
A security services company needed to re establish its sales activity. We analysed the company’s requirement and identified a multi layered approach to winning business in this very competitive market. This involved using carefully targeted mail shots to prospects together with coordinated cold calling activity to generate short term sales. For longer term business we focused on public sector tenders and formulated a process that would minimise the amount of work for each response by developing template responses for initial qualification requests. We also established qualification process to make sure we weren't wasting our time on sales we couldn’t win. Having put these processes in place we handed the activity back to the client.
Sales & Marketing Business
A marketing business was struggling to find the necessary growth it needed despite having over 29 channel partners, and delivering to them over 200 qualified leads, conversion rates were very low. It asked Exigent Consulting to investigate and implement a solution. We reassessed all partners and only kept those who would commit to spending time selling the marketing services. We undertook a recruitment drive to attract properly qualified partners. At the same time we instigated a training programme to ensure they followed the sales process. To support this we implemented a number of measurement tools to ensure effective monitoring of leads and sales. This led to an increase in sales by 200% in 6 months with 75% fewer partners. We also made lead generation self funding by charging partners lead contribution fees.
Aluminium Framing Manufacturer
An aluminium window company had lost sales momentum because of the retirement of two senior sales staff. The remainder of the sales team were under performing, and in an increasingly competitive market. We were asked to help increase sales. We undertook some outsourced sales work to qualify the opportunity in the market area and identified potential customers and pricing. We then took their product information and worked with them to create an ordering system for their customers and prospects to use which would provide all the necessary information for our customer to build straight from the order sheet. Our objectives achieve we hand control back to our client to take forward.
Industrial Clothing
A work wear company was striving to grow but had hit a plateau and the owner was looking for a way to break through to the next level. Over a period of 9 months we worked with the owner to establish a business plan, which included a marketing and sales implementation plan. This included a review of his current sales and marketing activities. We identified that key members of his team were in the wrong job. We reorganised the sales team and immediately saw a benefit of increased sales and improved moral. We then put in place a formal targets for activity and business won and implemented regular monthly reviews.
As newly promoted directors we had a variety of pressing issues facing us. However overhauling the sales function was the most urgent. We had for too long lurched from one crisis to another.
We chose Exigent because they had a practical approach to helping us solve our problems. They quickly grasped the underlying issues and have helped us overhaul our sales process from objective qualification to pipeline management. We are now able to move sales forward and provide reliable revenue forecasts for the future
Tony Couling, MD
