Given the success of the project aimed at driving business to the construction side of the business, Brilliant Blu was engaged to act as lead generator for the steel structures element of our customer’s business.

The remit was to make and renew connections with project managers as well as senior members of the procurement and engineering teams, across all the major suppliers to the defence sector. To get us back on the necessary/pertinent frameworks. Business during the test period of 3 months would be a bonus.

After receiving a brief on the history, ethos and previous work of this elements of the business and having been set up with our own personalised email address, we were good to go.

We began by targeting the major suppliers we had lost touch with, with a view to identifying the key individuals and teams involved in the process of ordering our very niche set of products. All contacts – and progress – were carefully logged into the CRM we set up for this purpose as we plotted our way through the various organisations. Through a process of intelligent research, investigative contact, perseverance and tenacity, we gradually made personal contact with all the necessary individuals – from Project Managers right up to Global Heads of Departments including Procurement, within huge, global, multi £bn organisations notoriously difficult to reach.

We then started digging into the proposed future order potential, plotting this against each organisation. This was necessary given the long lead times on this particular product set.

Once the key targets – and contacts – had been established and contacted we began looking at additional markets applying the same process; planning the structure of these new organisations and working out how best to inform them how we could help them.