Mechanical Contracting & Sheet Metal Fabrication Firm
Background:
A $50M mechanical contracting company wanted to drive more “owner direct” service and preventative maintenance revenue to reduce their exposure from large projects and general contractors.
Challenge:
The sales team had no consistent business development process and relied on farming existing customers and referrals. Capri was brought on board by the company’s President and was met with skepticism by the sales team citing that “this is a relationship business” and cold calling doesn’t work.
Process:
Capri built the company a list of manufacturing companies, universities, medical facilities, and power plants that mirrored the profiles for their best customer engagements within a fifty-mile radius of each location. The list was vetted by the sales team and prioritized by potential for highest revenue production.
Results:
Over $2,000,000 in closed purchase orders within the first year. The company has renewed with Capri annually for five years.