Businesses like yours reveal their own commercial results from working with Trovus and our powerful revenue generation systems.

Key Client Intelligence Campaign

Background

Trovus works directly with this top 10 International Law Firm, which offers legal advisory services to a wide range of business and government organisations.

Business Challenge

In B2B business development, proactive key account management always plays a pivotal role. For this particular firm, identification of opportunities within their current client base to control more of their spend on legal services is crucial to the firm’s growth.

Given the broad range of services the firm offers and the size of their client base, knowing what services clients’ are interested in and when, opens the door to a number of cross selling opportunities for the business development team and the partners.

Trovus Solution

The firm asked Trovus set up a key account monitoring programme, to track key account behaviours on an ongoing basis and to feed this intelligence to the relevant business development teams and partners.

The process includes:

  • Categorisation of organisations visiting the web presence into specific groups
  • A specific focus on the top 50 clients
  • Monitoring key clients’ behaviour online
  • Identification of key client interest areas based on language and visiting patterns
  • Reporting on website activity that shows signs of cross-selling opportunities
  • Qualify cross selling opportunities
  • Feeding back information to relevant business development teams
  • Briefing relevant partners about possible business opportunities

Results and benefits

  • Custom built reports were delivered to the relevant business development teams highlighting user behaviour that showed buying signals
  • As a result of the ongoing reporting, the business development teams identified cross selling opportunities on a pro-active basis, which led to tangible ROI
  • The project also enabled the ‘pitch team’ to align value propositions more closely to appropriate ‘pain points’
  • Face to face meetings were generated on the back of the identified opportunities
  • During face to face meetings, partners engaged clients with the relevant messages
  • Over the first 3 month period, one substantial cross selling opportunity was closed.

For more information on how we can help you better engage your clients, please contact us at conversations@trovus.co.uk

If you wish to keep up to date with other business development and marketing techniques in the B2B space, please let us know here 

Back to Case Studies..