Edengene

The Client

Edengene are a leading UK management consultancy, focussed on helping large organisations build new propositions and businesses using their own rigorous business processes. With 30 staff in London and a large network of associates, the company works extensively with companies in the FTSE 350 from Energy, Telecoms and Financial Services specifically.

Edengene primarily work with divisional Managing Directors, Strategy Directors and Board Level executives of these businesses, at least from a new business perspective.

The Situation

In the summer of 2008 Steven Jones took over as the new CEO of Edengene. He wanted to take the new business pipeline and improve it dramatically over a 12 month period, by motivating the team to engage with new clients, and reducing the risks brought on by the recession of existing clients not spending.

The Solution

Buyingtime joined the debate and helped to focus the minds at Edengene on which campaigns to run in which order. We then allocated one of our most senior dedicated people to the project who spent one day each week for 8 months working with Edengene’s marketing team to run highly focussed contact campaigns on European Energy, followed by Customer Experience and Proposition Development later in the program.

The Benefits

In the 9 months since we started to work with Edengene, Buyingtime has delivered new business appointments at board level for each of the three campaigns mentioned above in the following volumes:

• Energy – 14 meetings
• Customer Experience – 6 meetings
• Proposition Development – 3 meetings

Edengene has replenished its sales pipeline with several of these meetings delivering opportunities immediately, which are being closed. In addition Buyingtime is nurturing several of these relationships to network within the organisation and produce work in the coming months.

‘Buyingtime have reliably and skilfully done the thing which consultants often fail to do – develop relationships for us at board level, based upon very focused sales offerings. We are hunting down the leads that they produce, and within the business they have a very high profile’. Steve Jones – CEO