“You treated our company and customers as if they were your own.” John May, partner, Tompkins and May Partnership
Tompkins and May
Development of more effective sales skills and a more successful bid- management process.
Tompkins and May Partnership is a professional, well-run family business established some twenty years ago. The business has developed an enviable reputation through providing new builds, void and restorations works, day- to-day repairs and emergency call out services to housing associations. Despite their enviable reputation, based upon high levels of customer satisfaction, quality and value for money, Tompkins and May had been unable to develop contracts with local authorities.
Opportunity
To support Tompkins and May in winning business from local authorities.
Action taken by True North
Provision of marketing communications support, including:
- construction of a company profile document to be used in the sales cycle, production of company brochure and conducting customer feedback interviews.
Sales support, including:
- bid management support, working as part of the Tompkins and May team in sales meetings, developing the confidence and selling skills of the Tompkins and May team.
Results
John May, partner at Tompkins and May: "The remarkable thing was having failed to previously get short listed for local authority work, the first time we sent out the profile document to a council, we were short-listed immediately. Not only that, but having attended the selection interview we were offered the contract! The same thing happened with the second council we approached as well!"
Tompkins and May have won million pound plus contracts from local authorities as a result of this work and now have the competencies and bid management process to allow them to forge successful partnerships with local authorities into the future.
What was it that Tompkins and May valued most about the support provided? John May: "You treated our company and customers as if they were your own. You provided a whole package of support rather than individual activities. We felt confident asking for your personal and business advice, and in placing you in front of our customers. We know we can trust you. When we and our staff read the marketing materials produced, we knew you had focused on the things that set us apart from our competitors. It also helped us realise that we had grown into a larger and more professional organisation"