Increased Sales Revenue from £4M to £8M in 2 years - specialist instrumentation manufacturer in the energy sector.

Our client

A leading designer and manufacturer of specialist instrumentation for energy industry customers, designing, developing, and selling equipment and systems worldwide recognised it could achieve more.

The Challenge

Keen to identify opportunities for growth and expansion, our client reached out for specialist manufacturing and business development expertise to help grow their pipeline of opportunities.

Following an in-depth review of the ‘project cycle’ from end-user to maintenance, Rathbone Results identified three key areas for improvement/opportunity:

1. To shift the business from selling via distributors direct to B2B business.
2. To significantly grow revenue within the sector.
3. To take market share from the competition.

How we helped address the challenge

Rathbone Results carried out a full review of the ‘project cycle’ from end-user to product maintenance, auditing effectiveness and identifying where improvements could be made.

As a result, we developed a plan to design and implement a bespoke CRM system for the sales team:

• Hosted online for easy and convenient access by the global sales team
• Linked to web-based information systems
• Enabling live tracking and update of opportunities

The results

The outstanding outcomes are:

• An increase in project market sales revenue from £4m to £8m within 2 years
• Increase in and tracking of over 1500 global pipeline project opportunities

Conclusion

Rathbone Results has supported our client over the past 3 years to develop the sales strategy and the sales team, and design and implement this CRM based solution, which has enabled our client to identify, forecast and win major global projects that continue to make a significant impact on their bottom line.

If you are ready to take the next step in unlocking your business potential, please get in touch.