PME, now part of Carillion plc, has been taking a professional approach to maintenance and facilities services for over 40 years. Their capability extends from mechanical, electrical and fabric maintenance, to office services, to support for full facilities management contracts.
PME's challenge was to facilitate the development of two of its key staff working in a business development capacity. This included the development of tender and proposal writing for the business, as well as telephone (cold calling) and face-to-face sales.
The programme, Innovation in Business Development, worked with the two key staff to develop new and uniquely effective ways to approach PME's sales, and increase return on investment for the time spent on new tender opportunities and proposals.
The programme, including a full needs analysis workshop of the staff, ran over a two month period, based in their offices in Bristol.
The number of successful new business calls increased dramatically within the two months of the programme, and the entire tendering process of the business became more streamlined, innovative and effective.
Additionally, the staff became more confident and empowered with not only their customers, but also internally with each other, positively increasing the levels of team work and support within the business itself.
What they said..
"I am dropping you a line to remark on the noticeable improvement I am experiencing from Michelle and Chris since the completion of the Innovation in Business Development programme.
Since the first session they both improved their work, showing enthusiasm and confidence that had knock on results in the way they interacted not only with PME staff but also potential customers. By the fourth week and beyond both are carrying on with the good work and we are delighted with their progress, which I am sure is down to the business development course.
I look forward to hearing about the other courses you run and would recommend you to other departments within PME and any external organisations."
Ben Scott Thomas Manager, North and South West Region, PME