Case Study: CEL

CEL is a Commercial Cleaning company that provides a range of services throughout Essex & London. These services encompass commercial, industrial, and specialist cleaning, as well as grounds maintenance and complete facilities management.

Overview

Company had got to size through excellent service delivery, company culture/ethos and organic growth.

Company Owners (Directors) wanted to grow their business and found that the only way that they could compete for bigger contracts was to start responding to open Tenders.

Issue/s to be resolved

The owners knew that they did not have the experience or bandwidth to enable them to respond to open Tenders and continue to run the company on a day-to-day basis. Their options were to either hire a Salesperson or buy in the skills, as and when needed.

Action taken

Took over end to end management of open Tender that CEL was in the process of responding to, reviewed and reworked existing content, which led to a significant win.

Worked with Directors to develop a plan to implement the following set of initiatives:

Changes to team structure
Lead identification/qualification from existing client base and open Tenders
Sales planning for targeted campaigns
Creation of sales collateral
Company growth strategy, aligned with personal goals
Existing account planning and management
Budgeting and forecasting

Results

Four open Tenders responded to
One significant win
Finished 2nd; lost on price as CEL was unwilling to reduce price and impact on service quality
Two unsuccessful