National Business Development Manager, Coffey Environments – Sales process
National Business Development Manager
June 2008 – February 2009
Coffey Environments business need:
As a deliverer of a technically complex service offering, we had traditionally focused more on the service itself and less on our account management function. As a result, we found it difficult to coordinate our various stakeholders involved in managing key accounts, and our clients often saw us as uncoordinated in our approach to them. This meant we were not capitalising on all our “lock-in” and business development opportunities.
The Next Level Business Solution:
The Next Level diagnosed and defined our business need, and devised a sophisticated variation of their suite of farming tools (visit types, account plans, partnership plans etc) to create our multilevel account management model, which often involves multiple players from both organisations at varying levels of seniority.
The Results So Far:
The system developed by The Next Level has been implemented, and we are well equipped to manage and maintain it ourselves.
We plan to utilise The Next Level as an active business partner we can call on as the need arises.