“We have achieved more than expected when considering the market challenges, complexity of the pitch and industry experience of the prospects. The team are a pleasure and the whole process is painless and instilled the confidence I needed that the team are proactively seeking out appointments on a daily basis.”
Case Study: TRS Workforce Solutions
TRS Workforce Solutions is a business line of one of the top 3 EPC (engineering, procurement and construction) providers worldwide, Fluor Corporation.
They support complex engineering projects across the Energy sector, often challenging contracts with limited skilled resources. Organisations seeking to outsource all or part of their recruitment strategy use TRS Workforce Solutions to design, build and operate Contingent Workforce Management programmes.
They continually seek to improve cost, control and visibility through process efficiencies to enable their clients to run their projects with peace of mind. TRS Workforce Solutions specialise in complex engineering projects, they support organisations in Oil & Gas, Chemicals, Infrastructure, Mining, Power, Renewable Energy, Manufacturing and Life Sciences.
The Key Figures
Requirement
Historically, TRSWFS gained new business through established relationships, and are unique in the respect that most of their programme teams are engineers or workforce analysts. This specialist skillset meant TRSWFS were frequently approached to consult and support on projects rather than bid.
The global pandemic saw a paradigm shift in the way organisations procure outsourced services, which highlighted several risks to the business, TRSWFS identified areas that required further development, and one of these areas was proactive communication with new prospects.
What has your conversion rate to sale been like?
“Our sales cycle is rather protracted, we had no expectations that anything would close within 2 years, that’s the nature of the market we work in.
“We are in the process of converting a £150,000,000 contract which was initiated via 4Marketing. There is an additional projected pipeline of £55,000,000 and £75,000,000 (closed-won with a target date of 2026) with prospects resulting from the activities and support of 4Marketing.”
– Paul Mudd, Business Development Director
Our Approach
So far, 4Marketing have run 4 telemarketing and email campaigns for TRS Workforce Solutions, with another set to start shortly.
4Marketing sourced International data for industries likely to have a requirement for high level contingent engineering workforces, including Oil & Energy, Renewable Energy and Manufacturing. The desired outcome from the activity is booked Teams or Phone appointments with decision makers to discuss each prospect’s requirements and how TRS Workforce Solutions can help.
As the campaign progressed, regular reviews took place and changes were made around the data and pitch, as well as focusing in on particular areas of the service offering rather than an overarching approach. These parameters are often dependent on events in the marketplace and shifting appetites within certain verticals, making regular communication and review key.
Why outsource this work to 4Marketing?
It’s easier for us to budget
We don’t need to associate and allocate costs such as admin, overheads and expenses
It reduces cost
4Marketing already have the infrastructure and processes in place. After analysing 4Marketing’s hours report, our in-house lost time would equate to an additional £93k in costs.
Increase in productivity
We spend more time dealing with ‘closer-to-money’ opportunities than leaving messages and follow up calls.
“The inquisitive approach is inspiring and we can see the results through the increase in appointments with particularly challenging prospects at C-Suite level.”
Next Steps
“We will continue to partner with 4Marketing, I’m extremely happy I chose your organisation as an extension of our sales activity. I’ve no doubt the positive outcomes will increase and offer mutual, profitable growth. Our business, due to the nature of our contracts, has a high level of governance.
However, talks are already happening for 4Marketing to support on email and LinkedIn prospecting campaigns – watch this space.”
What words of advice would Paul give to businesses in a similar position who are considering telemarketing?
“Treat your Campaign Manager as an extension of your team. More dialogue and offer up advice and guidance on what worked for you in the past.
Leave the ego at the door, trust these guys as professional B2B telemarketers, if you can push leads back to them to save you time, do so. It’s a partnership, and if you work closely and with respect, you’ll get a service that’s over and above expectations.
Outsourcing was a no-brainer.”
– Paul Mudd, Business Development Director