New Business Generation Proposal

Prepared by Rohan Tailor, 24th January 2019

Overview
Strategic
Tracking
 Background
Strategic Tracking is a consultancy that works
with manufacturers, helping them identify and
stop illegal and unethical diversion of their
products.
Their experience in technology, security and
analysis makes them uniquely qualified to meet
the challenge of tackling product diversion which
is an ever growing concern for product
manufacturers.
Strategic Tracking implement a 4 stage process
to the service: Planning, Implementation,
Monitoring and then Analysis. Subject to the
volume of shipments and the global spread, this
can run over a 3 month period or much longer.
James is confident enough to offer a guarantee
that any issues the client is facing, will be
resolved.
01 Strategic Tracking
Overview
Matthew is looking to target large manufacturing
brands, specifically in food, drink, cosmetics,
electronics, medical and fashion. With the volume
of shipments and value of items, these are primary
sectors for product diversion to take place.
Matthew currently has no proactive marketing in
place but is keen to reach out to the market to offer
his services.
MarketMakers will be required to target the relevant
DMC and create awareness of the problem and the
solution that exists. The objective will be to
generate a no obligation free telephone consultation
that Matthew will take forwards.
If successful, Matthew will then provide a more
detailed plan and if all goes well, lead into the
implementation phase of the process.
Matthew is investigating partnering with an
alternative professional telemarketing agency
that is skilled in the prospecting phase of the
new business process and can deliver the
quality and volume of opportunities required.
Officially ranked as the Number 1 B2B
Telemarketing Agency in the UK, and with
extensive experience in supporting
businesses looking to boost their sales
volumes, MarketMakers is the ideal partner
for Strategic Tracking.
The following proposal details the initial
campaign MarketMakers recommends and
how, working closely with Matthew, we’ll set
about helping to drive Strategic Tracking's
business growth.
Why we can help:
Relevant Market Experience

01 Strategic Tracking
Overview
 Why we can help:
Quality Proposition
Most of our clients have tried and tested all different types of commercial telemarketing models over the years, but have worked with MarketMakers (and
in several cases, for many years) because they understand that our partnership is based on measurable ROI for their business. They also understand
the importance MarketMakers place on the retention of clients by delivering a first class quality service.
The 3 Q’s are the backbone standing behind our own service to ensure that we try and deliver ROI and retain clients are:

QUALITY OF SERVICE QUALITY OF PEOPLE QUALITY OF APPOINTMENTS

• Pre-Campaign Set Up - ensuring we
completely understand you, your business,
your service offering and your clients before any
calls are made.
• Fully managed Campaign – ensuring maximum
quality and results through an experienced
team who already understand your sector.
• Full visibility of activity via our MM Cloud,
listen to all calls made, give feedback, see all
activity live on the calls made on your campaign.
• All populated data returned as yours at the end
of your campaign.
• All our agents are put through the
MarketMakers Award Winning and ISM
accredited ‘Business School’ covering the 5
key elements of business engagement and
telemarketing.
• All our agents are professional and incredibly
passionate about what they achieve for our
clients.
• Driven and incentivised based on client
success and retention.
• 5 Consecutive years in the ‘Great Place to
Work’ awards.
• All opportunities are independently validated
and checked against our clients criteria before
being sent over for you to attend.
• All opportunities will be with a target prospect and
appropriate decision maker who has a genuine
interest in your service.
• With all opportunities made with your target
prospects, there will be a full understanding of
why you are meeting with them.
• Written dialogue and copy of calls provided for all
opportunities for absolute transparency.
• Full feedback mechanism in place.

01 Strategic Tracking
Overview
Campaign
Approach
Setting the benchmarks
What?
• The overall objective of this first campaign is to create a
new business formula for Strategic Tracking that
provides them with a sustainable route to market, that
will generate new business profitably and
consistently
• This will give Strategic Tracking absolute control over
the new business generation process
• Matthew will then be able to increase and decrease the
flow of high quality new business opportunities as and
when required in order to achieve Strategic Tracking’s
business goals and objectives
Why?
• Establish benchmarks so that accurate and reliable
targets can be set for ongoing business
• Allow the telemarketers to provide feedback on the pitch
used
• Confirm Cam's happiness with the quality of the
opportunities generated
• Establish the level of return on investment generated
from set activity

02 Strategic Tracking
Campaign Approach
Recommendation

DATA EMAIL TELEMARKETING TIMEFRAME TEAM

To be supplied by Plain Text Lead Generation 100 hours of dedicated Campaign to run across 1 dedicated Direct Marketing
MarketMakers Email Campaign in advance calling 12 weeks Manager
of and during the calling
Email Email 1 - 2 dedicated Telemarketers

02 Strategic Tracking
Campaign Approach
Lead
Generation
Email
 Copy brief taken by expert
copywriter at the pre-campaign
briefing session

Target database finalised and

imported ready for email and
telemarketing activity

A second email send takes place to re-

engage the data and generate more
positive responses to further aid the
dialing. Email copy written, and then
approved by Strategic Tracking.
Email launched to the data

Inbox is monitored in real time, with any

Detailed email reports of records that
responses passed straight on to the
opened, clicked and replied to the email
telemarketers for follow up.
shared with Strategic Tracking

Any responses qualified and booked as

opportunities. CRM prioritises
remaining data and identifies ‘hot

03 Strategic Tracking
Lead Generation Emails
prospects’ for immediate follow up
Strategic Tracking
Team Structure
Expert Team Structure
Operations
Manager

Data Direct Marketing Quality Learning &

Management Manager Assurance Development

Email Lead
Dedicated Telemarketers
Generation Team

Strategic Tracking
04 Team Structure
Campaign
Setup
WHAT TO EXPECT
 Step: 1
Briefing Session
What?
• Matthew will meet with his dedicated
team 1 - 2 weeks prior to the go live
date
• Together, a 3 – 4 hour briefing session
will be completed and will focus on the
core elements of the campaign; ‘script’
framework, data and how
MarketMakers & Strategic Tracking will
integrate together.
• The session will be documented and
detailed ‘Campaign Notes’ sent to
Matthew for approval along with the
data and email copy.
05 Strategic Tracking
Your Campaign – Briefing Session
Who? Why?
• Matthew and any other required • Allow for a ‘chemistry’ session
Strategic Tracking between Strategic Tracking and
representatives their dedicated team
• Telemarketers • Agree the campaign blueprints
• Direct Marketing Manager • Ensure all parties are clear on the
• Email Copywriter objectives for the campaign
• Provide a knowledge transfer
from Strategic Tracking to the
dedicated team in relation to the
offering
• Create the foundations for a long
and mutually beneficial
partnership
 Step: 1

Briefing Session
Process Reporting Meeting Schedules
How the telemarketing activity will be
Method of reviews – conference calls /
delivered What type & level of management
meetings
information is needed/will be provided
How Strategic Tracking &
Frequency of review calls – daily /
MarketMakers will integrate together The frequency and by which medium it
weekly / monthly
will be delivered

Communication Lines Knowledge transfers

Systems
How the transfer of data will take place
between Strategic Tracking &
MarketMakers
How opportunity details will be transferred
Briefing session / training on Strategic
How does Matthew want us to report
Tracking and pitch development
to him?
Are there any other members of the
Strategic Tracking team that
MarketMakers will communicate with
day-to-day?

05 Strategic Tracking
Your Campaign – Briefing Session
TRAINING
WHAT TO EXPECT
 Step: 2

Training
The award winning MarketMakers
Business School will create the
foundation of a compelling pitch for
Strategic Tracking based on the
information gained at the Briefing
Session.
Calling will be conducted in an
unscripted manner, with each call
tailored to the requirements and
interests of each individual prospect.
MarketMakers will develop a ‘skeleton
script’ that the telemarketers can refer
back to in the early stages and this will
require Matthew’s approval and sign-
off before calling commences.

06 Strategic Tracking
Your Campaign - Training
 Step: 3

Test Calls
MarketMakers will practice the pitch and
complete live test calls with Matthew or
record internal test calls for him to review
prior to the campaign going live.
This includes objection handling to ensure
that the telemarketers are comfortable
with the pitch prior to calling.
This structure ensures a fluent and
professional representation of the
Strategic Tracking brand is achieved.

06 Strategic Tracking
Your Campaign - Training
Target Research and Profiling –
Senior Decision Maker
MarketMakers use a combination of persona research and DISC profiling to understand the target decision maker and use this to
guide email messaging, Dialler allocation and proposition approach.

EXAMPLE

06 Strategic Tracking
Your Campaign – Target Research and Profiling
REPORTING
COMPANY
WHAT TO EXPECT LOGO
 Step: 4

Total Transparency

WEEKLY WEEKLY WEEKLY CLIENT CLOSED LOOP DIGITAL CALL

CONFERENCE REPORTING SATISFACTION FEEDBACK RECORDING
CALLS SURVEY

• Weekly calls to be held between • Operational reports Email

Matthew, the Direct Marketing
Manager & telemarketers to
review opportunities generated
and campaign progress
• Matthew to complete a short 5
Email
• MarketMakers are keen to know • Strategic Tracking has access
summarising the previous question survey to provide the outcome of each completed to all contact calls so can
week’s activity, campaign feedback to the Operations opportunity and ask that online request and listen to a selection
performance and outcomes Manager on his perspective of feedback is provided for each of conversations that
• Sent on a weekly basis how things are progressing MarketMakers have had during
the campaign

07 Strategic Tracking
Your Campaign – Reporting & Systems
 Step: 4

Bespoke & Real-Time Reporting

BESPOKE ‘REAL TIME’ ONLINE

REPORTING REPORTING

• A unique set of reports • Access to live results and

containing specific management
information required by
Strategic Tracking can be
created
campaign statistics via the
MMCloud
• Provides maximum
transparency
• Available via App or
www.themmcloud.com

07 Strategic Tracking
Your Campaign – Reporting & Systems
07 Strategic Tracking
Your Campaign – Reporting & Systems
07 Strategic Tracking
Your Campaign – Reporting & Systems
07 Strategic Tracking
Your Campaign – Reporting & Systems
Timings
& Budget
WHAT TO EXPECT
 Timeline
Action w/c 4th Feb w/c 11th Feb w/c 18th Feb w/c 25th Feb

Terms signed

Agent selection

Briefing session

Training

Systems setup
Final test phase
and sign off
Go live

08 Strategic Tracking
Timeline
Investment
Strategic Tracking New Business Generation Campaign
Full pre-campaign briefing session All reporting
Management and training Digital call recording
Setup on Vortex CRM Complete quality assurance and opportunity feedback process
100 hours of telemarketing time Market intelligence and profiled market data
Pipeline and future key opportunity generation Business data file provided to Strategic Tracking
Full use of the MMCloud real-time reporting suite 1 email campaign (copywriting, initial broadcast, follow up, reporting)

Email & Data Investment £ 900.00

Telemarketing Investment £ 5,500.00

Total Investment £ 6,400.00

08 Strategic Tracking
Investment Breakdown
Rohan Tailor | New Client Director
07701 320 129 | tailorr@marketmakers.co.uk
Our Values

Rohan Tailor | New Client Director

07701 320 129 | tailorr@marketmakers.co.uk
Our Values

Rohan Tailor | New Client Director

07701 320 129 | tailorr@marketmakers.co.uk