WWT Consulting Ltd: New Business Appointments

WWT Consulting Ltd is the UK’s leading wetland consultancy and a subsidiary business of the Wildfowl & Wetlands Trust (WWT), to which all their profits are donated. WWT Consulting provides clients worldwide with environmental consultancy services in the following key areas:

• Ecological Surveys and Assessments
• Habitat Design and Management
• Visitor Centre Planning
• Wetland Treatment Systems

More new business was needed by WWT Consulting in order to fully-utilise four new consultants who were able to deliver contracts of a certain value.

Following a successful partnership formed during the delivery of previous campaigns, Chord was commissioned to support the business development push and help identify new opportunities.

Chord developed a comprehensive campaign brief to promote WWT Consulting capability and resources to deliver eco-hydrological surveys. The target audience comprised of Planning and Environmental Consultancies located in the South West, South East and West Midlands.

The offer communicated by Chord included the benefits of WWT Consulting’s expertise in delivering eco-hydrological surveys to determine the hydrological relationship between building development sites and the wildlife of environmentally sensitive areas and protected sites.

The agreed objectives were to:

• Engage with key decision-makers, introduce WWT Consulting and discuss how their specialisms could assist with upcoming projects.
• Secure high quality appointments, rather than a high number of appointments for the Associate Directors, to ensure that only qualified appointments were booked, enabling strong partnerships to be formed.

To support these priorities, Chord also agreed to:

• Develop the WWT Consulting directory of key decision-makers across all market segments, whilst researching companies, so that possible future projects were identified. Research and build a list of planning consultancies for each region.
• Co-ordinate appointments and relevant information that needed to be passed to the WWT Consulting team, following a specified referral procedure.
• Set detailed qualification criteria – which every appointment had to meet or exceed. This refers to both the target prospect and their organisation and ensured that all appointments met the client’s expectations.
• Capture data to WWT Consulting’s ACT! CRM for all primary outcomes, so that a clear pipeline of opportunities could be followed up effectively and at the appropriate time.

Chord secured 19 highly-qualified sales appointments – converting 9% of conversations with decision-makers to appointments.

In addition to booking sales appointments with companies like Arup, Jones Lang LaSalle and Savills, Chord identified:

• 21 leads with agreed call-back dates recorded.
• 90 more qualified prospects who were interested and would like further contact at a later date.

In all more than 350 qualified prospects received up to date information by email about the benefits of using WWT Consulting’s expertise.

87 prospects also opted-in to receive ongoing email communications.

Future campaigns are expected to showcase WWT Consultancy’s expertise in water and biodiversity site audits and wetland treatment systems.