Services
Our services provide a five tier pathway to success.
Marketing Strategy
What does success look like?
Every business has clear objectives. To grow, consolidate or in challenging times, recover. Sometimes however, and with the day to day challenges of running the business, you can easily lose sight of the bigger picture. And that’s where we come in.
We take a look at your business from a” helicopter” view, examining your market position, how your customers perceive your services and goods, conduct competitor research to judge your competitive position and fully understand your challenges.
Strategy works best when it’s informed by data examining how your product portfolio has changed over time. Which are your “cash cows” and “rising stars” and which are your “question marks” or “dogs”? And we take a look at your whole marketing mix, not only your promotion but your products, services, price, routes to market, people, processes and brand.
Providing a clear evaluation of where you are, both internally and externally, we can then help develop a marketing strategy to reach your goal. Whether increasing your market share, developing new services or products or entering new markets. Or a combination of all three.
Marketing Communications
You can’t score a goal if you’re not on the pitch!
It’s vital that your clients, both existing and prospects, have a clear understanding of the features and benefits of your products and services. Not just those their buying today but those they could buy tomorrow, so when their in “search” mode they understand your brand values and the competitive advantages you provide. And how and where to find you, quickly and easily?
Your on-line presence, especially post COVID, is vital but equally important is the design quality of your marketing content and how you share it across other channels including PR, social, print, advertising and video, especially in a B2B environment. Where decisions can involve influencing not one but multiple buyers across many channels.
With over 25 years marketing experience we’ll help you understand your buyer’s behaviour, the content they require and the channels they consume to create an integrated omni-channel marketing communications plan, that maximises success and return on investment.
Communicating not only with clients but also employee's, stakeholders and future recruits.
Business Development and Sales Management
Great salespeople have 4 key characteristics.
Your marketing communications strategy will drive in-coming leads and the opportunity to gain new business, but successfully managing the 4 key characteristics of great sales people will turn a good business and strategy into a great business performance.
What are they?
Highly motivated.
Highly organised.
Great relationship builders.
Great “closers”.
Buyers yearn for experience, expertise and strong business relationships with partners they can trust. With over 35 year’s business development and sales management experience we’ll help increase the efficiency of your business development team to create additional opportunities, implement your long term marketing strategy and form strong relationships to create larger and more profitable clients.
For many senior managers, especially those from an operational and finance background, sales and marketing can sometimes be seen somewhat as a dark art. With experience across every B2B sales role from Sales Executive, Sales Manager, Business Development Manager, Commercial Manager to Business Development Director we understand how to motivate your sales team and maximise their conversion rate. Ensuring they have every asset, training and opportunity to succeed and ensuring a strong team ethos.
However, there are times when things just haven’t worked out and our experience of change management will provide an independent assessment of sales performance and the maturity and compassion to take the necessary actions to restore business confidence and performance.
Operational Excellence
Avoid the dreaded “leaky bucket”!
If sales and marketing are the revenue drivers of your business, operational excellence is the strong foundation for the pillars of growth. Satisfied loyal customers not only provide long term profitable partnerships they also provide further opportunities, through strategic account management, to move into new markets and introduce new services. Whilst also assisting your sales & marketing teams with strong independent 3rd party referrals to assist conversion, raise awareness and provide credibility to new prospects.
Yet all too often businesses make two key mistakes. They concentrate their efforts solely on new business or their service level delivery wanes over a period of time through complacency. An erosion of your client base and reputation will cause a downward cycle where you lose more clients than you gain! The dreaded “leaky bucket” scenario.
At Westlands, our operational experience has taught us that great customer experience is delivered by every employee of the business, not only those customer facing. We are expert in “blueprinting” processes from order to delivery, focussing on “moments of truth” where customer interaction provides opportunities to create customer delight and satisfaction.
Our experience of delivering exceptional service levels through process evaluation and improvement, employee empowerment and service recovery (swift actions when the unexpected does go wrong) ensues outstanding customer satisfaction and an operational foundation for growth.
Strategic Key Account Management
In the land of the blind the one eye man is king!
All too often businesses miss the opportunities to develop long term customer partnerships, by focussing purely on the job in hand, acting too slowly and not taking a strategic view of further opportunities, the actions needed and crucially when to act.
It’s frustrating to create a new opportunity and deliver outstanding client satisfaction to then be “pigeon holed” against one service or location whilst your competitors mop up additional new business.
A strategic approach to key account management is essential. One that looks not only forward but left and right and asks the questions “What else can we do for you?” and “Who else should we be speaking too?” Including referrals to new prospects.
With over 35 year’s strategic key account management experience at local, national and global level we have a successful track record of increasing revenues and profits from existing clients through the expansion of locations and services. Forming an integral element to deliver outstanding growth strategies.
