The insights agency offered a specialist form of market research, which was growing in demand, so I worked with our website provider to ensure we had a strong landing page and thought leadership content on the site and that this was optimised for search by potential prospects.

Initially, the agency received an inbound lead that appeared unsuitable to pursue. However, upon further investigation, it was revealed to be a company representing a significant T10 target, which the agency had previously struggled to access.

 Working with a new Director, we put together a response to the enquiry, including various pieces of content demonstrating our expertise in the client’s area of interest. This was followed by a pitch meeting and then an RFP, which Marketing and Design supported with to impress the client and win the business. After we had conducted a number of pieces of research to the client’s satisfaction, we discussed with the Director the idea of creating a personalised portal for the client company’s prospects to bring to their attention other areas of company expertise. We conducted an emailshot and targeted Linked In campaign to drive target prospects to this private, password-protected area of the website. This resulted in a number of new meetings with contacts beyond the original client. These prospects were further nurtured over time with invitations to webinars and other relationship-building activity, resulting in healthy growth of the account.