Robert’s pragmatic approach added value and measurement to our efforts, plus he was careful to manage his level of engagement to achieve the results we were looking for.
Vince O’Toole, CEO, NCS Technology Ltd
NCS Technology Ltd, a provider of Network, Audio Visual, IP CCTV and Wireless products & services, based in Kent, was joined by Robert Stead of The Marketing Centre in 2013.
During his 10-month long engagement, the company developed a holistic approach to business development and has shown significant growth.
‘Robert showed us where we were really being successful, put clarity in our plans and engaged effectively with the team’ – Vince O’Toole, CEO
Founded in 1987 as Network & Cabling Solutions, NCS rebranded as NCSTechnology Limited in 2013. The company provides wired and wireless Network, Audio-Visual, IP CCTV and Wireless systems and accessories from its Maidstone HQ for the education, business and healthcare sectors in South-East England.
In addition the company is an NCS NICEIC and KCC-approved electrical contractor and all its engineers hold current industry standard ECS health and safety passports. It is also CHAS, Safecontractor and Constructionline-accredited.
As a successful small business with a solid reputation, NCS wished to build revenues in a predictable way, leveling out the revenue seasonality associated with selling primarily to schools. It engaged Robert Stead of The Marketing Centre for three days a month.
Benchmarking through the Growth Accelerator Programme showed that NCS was growing more slowly than peer operations. Robert’s solution was to identify growth opportunities, define and agree an organisation and marketing programme to exploit them, and then support the existing team to implement and manage the results.
From Robert’s thorough analysis of the existing customer base and sales process, a fresh sales focus approach based on an internal/external account management team was generated.
A set of Highly Effective Marketing Plans (HEMP) were developed to focus this team on creating specific opportunities with existing customers and selected new markets closely aligned with existing successes. Robert put this plan and associated Key Performance Indicators (KPI) put into action working with the sales and marketing director, and engaging the entire company in the process.
This is a long term plan, initial results show significant growth, beyond the levels benchmarked in the Growth Accelerator Programme; and the development of an account management mindset has shown new opportunities in existing clients, says Robert.
Engaging the entire organisation means that business development is now seen as a shared responsibility not just what Sales do.
‘Robert’s pragmatic approach added value and measurement to our efforts, plus he was careful to manage his level of engagement to achieve the results we were looking for.’ – Vince O’Toole, CEO, NCS Technology Ltd