MacGillivray and Lee was handed a unique opportunity from a 25-year old service and consulting firm specializing in energy-related research whose clients included energy companies in the newly deregulated energy sector. The marketplace and contacts were constantly changing, making the process of identifying decision makers for their research extremely challenging. The firm needed a professional and extremely credible sales team to contact potential accounts, discuss the research underway, and close business.
ML put together a team with the initial focus of locating the decision-makers within a company. They created a calling strategy that would combat the constantly changing marketplace; limiting the amount of time they had to spend calling the wrong people. ML was also given the unusual task of closing business in the accounts they made contact with. Within two months the ML team had closed over $100,000 in new business. Three years later, ML continues to work with the firm, calling on potential accounts and closing business.
"We knew that there were a number of accounts we weren't talking to which we thought could be lucrative," the company's CEO said. "The problem was, our own consulting staff had no time or resources to spend hunting down the right people, let alone the time necessary to sell to them. The ML team quickly came up to speed on our organization's offerings and has been a cost-effective solution to generating new business. Over the past three years ML has developed into one of our strategic partners."
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