Equinox Partners is a small executive recruitment business looking to transition from our small and specialized market base to a more broad based volume business model. Key to the strategy is to move from being account management focused to becoming a sales driven business.
The changes that we had in mind were a radical departure from what we had traditionally done and meant that the way we looking at marketing and selling our products and services had to change.
We engaged Ballistix initially to conduct a feasibility study from which we hoped to get an idea as to hope we might be able to improve the products that we were offering the market as well as the way we went about selling the product. Justin Roff-Marsh met with us for two days, and by listening to our ideas and thoughts as well as providing his own insight and experience, was able to devise a pathway forward for Equinox.
Together we engineered a Sales and Delivery process that was to be used to underpin our business. As well as the process, we put together strategies to increase our chances of getting new business and more importantly keeping it.
At that point we had the clear choice to go it alone or alternatively hire Ballistix to build on what we had devised and implement the project.
For a small business like Equinox, to implement this type of project involves a significant leap of faith as the costs are not insignificant. We decided that the Ballistix expertise was too valuable to miss out on and took steps to engage them on our implementation. This is a decision for which we have no regrets.
Rebecca Stokes was appointed our consultant and she quick built a working relationship
with both management and our new sales coordinator. Her professional approach and calm style worked well with our team and before long we had the frame work of the project working within our business. Though we took on a limited project, nothing was ever too much trouble and we certainly felt that all was done to ensure our projects success.
And it had undoubtedly been a success. In the 3 months since we implemented the project, we have visited over 100 new prospective customers and about 10% of those have trialed our service with another 20% making some level of commitment to trialing in the future. To put this into perspective, this has all been done with just one Sales Rep and one Sales Coordinator. In the previous 12 months we would not have visited 10 new prospects. We feel confident going forward that our sales will grow to reflect our sales efforts and the sales model in place means that all sales efforts are forward looking and productive.
We have found Ballistix a pleasure to work with and the results they have brought our business speak for themselves.
Level 7, 51 Queen Street
MELBOURNE VIC AUSTRALIA