-- Direct Mail/Telemarketing/Exhibits Trigger Growth in K-12 and Retail
This architectural firm of 50 people wanted to break into the K-12 market
and to expand its existing services in the retail sector. We developed
and carried out a direct mail/telemarketing strategy that included cover
letters, project sheets, a newsletter and brochures on an ongoing basis.
We targeted 180 K-12 school superintendents and business directors in
New York and New Jersey. In a parallel strategy, we leveraged one-to-one
selling opportunities through exhibit booth promotions at professional
Results: Aside from winning two major projects (including a $90-million
school on Long Island), we identified 15 school districts with projects
of significant size; held meetings with and received RFPs from a dozen
An existing portfolio of national retail clients was expanded using similar
techniques. This ultimately resulted in signing contracts with six retail
companies, including ongoing projects for Sears.