CASE STUDIES
CASE STUDY - THE DIGITAL AGENCY REACTIVE
DBD employed the following three Business Development strategies to win Reactive (now Accenture) new clients:
APPOINTMENT SETTING - Reactive chose who they wanted to have meetings with, provided door opener collateral and then simply attended the meetings we arranged.
FOLLOWING-UP EVENT ATTENDEES – When any of the senior people from Reactive spoke at a seminar or conference and were able to secure the attendee list, they would choose from the list who they’d like to have meetings with.
PUTTING ON A REACTIVE EVENT – Once the Reactive brand had been built up over time through direct mail shots, meetings, conferences and seminars we put on a Reactive event. Given a KPI of 25 attendees we managed to have over 100 people in the room.
OUTCOME
Reactive won these 49 new clients as a direct result of our execution of the above three Business Development strategies over a 30-month period.
CASE STUDY - THE DESIGN AGENCY COWAN
Cowan is an independent and international design agency with offices in London, South East Asia, China, Sydney and Melbourne.
BUILDING THE BESPOKE DATABASE – Cowan chose which businesses they’d like to have as clients and told us the job title of those they’d most like to meet with.
DEVELOPING THE COLLATERAL – DBD advised Cowan on what might work and what may not work in terms of developing the door opener collateral (pictured). Cowan then developed the collateral for DBD to send to prospective clients in the post in beautifully crafted hand addressed packs.
FOLLOWING UP THE MAILED PACKS
DBD followed up the people to whom we’d posted the pack to set-up meetings for Cowan to attend. From a meetings perspective, the campaign was highly successful with a 57% positive outcome (meetings and referred to Cowan for follow-up).
OUTCOME
Cowan won a couple of new clients in a very short period and is confident of significant future wins.
Cowan’s Creative and Managing Partner Bob Price said:
‘Not only was it a pleasure to work with DBD but the result in terms of new clients and new business won significantly exceeded our expectations. In one of the meetings set-up by DBD we actually won the client at the first meeting.’
CASE STUDY - THE VIDEO PRODUCTION AGENCY ANGRY CHAIR
Angry Chair is a Victorian based Video Production agency.
BUILDING THE BESPOKE DATABASE – Angry Chair chose which businesses they’d like to have as clients and told us the job title of those they’d most like to meet with.
DEVELOPING THE COLLATERAL – Angry Chair wisely chose to employ personalised video brochures as the collateral for the campaign (pictured above). Once DBD had built the contact database, Angry Chair personalised each video brochure (Hello John it’s Dave from Angry Chair…).
FOLLOWING UP THE MAILED PACKS
DBD followed up the people to whom we’d posted the video brochures and set-up meetings for Angry Chair to attend.
OUTCOME
RECALL – 100% of those people we spoke to remembered receiving the pack.
UNPROMPTED PRAISE – 50% of those we spoke to said (unprompted) they either liked or loved what we’d sent them.
CONVERSION TO MEETINGS – DBD produced a conversion to meetings ratio of 38% (17 meetings from 45 businesses approached).
Angry Chair CEO Dave Collins said:
‘I can’t tell you how impressed I am with DBD. John and Petrina were a delight to work with. Nothing was too much trouble. And then, on top of all that great service they set-up 17 meetings from less than 50 businesses approached.’