Manufacturer of Deployable Anti-flood systems to protect real estate assets during flooding conditions
Background:
The Company is a $15 million dollar manufacturer and installer of cofferdams for construction of bridges and other wet applications. They developed a deployable anti-flood system to help companies with real estate in flood zones to quickly protect those assets from flooding.
Challenge:
The Company’s sales team was solely focused on working with large national general contractors for cofferdam projects and did not have the bandwidth, processes or systems to launch business development efforts to position their new product.
Process:
Capri rewrote the Company’s value proposition to target CFO, Operational and Risk Management Groups. We then built a list to test the value proposition on the largest utilities, manufacturers and retail companies. Utilities outperformed the others by a wide margin, and it was agreed to process all viable utility targets in the U.S.
Results:
Over the next 6.5 years Capri’s efforts identified over $60 million dollars in proposed opportunities and the company closed over $10 million in new business before they were sold.