Case studies · Engineering consultancy · Birmingham, serving the UK
How a Birmingham engineering consultancy booked 40 meetings with its target accounts
A Birmingham engineering consultancy wanted to win work with 120 named manufacturers. We ran account-based LinkedIn campaigns, targeted cold email and lead scoring. In six months it booked 40 meetings with target accounts and won seven contracts.
40
meetings with target accounts
- Client
- Engineering consultancy
- Location
- Birmingham, serving the UK
- Monthly ad spend
- £3,500 a month
- Campaign length
- 6 months
- Industry
- Engineering consultancies
The challenge
Almost all new work came from a handful of existing relationships. The directors knew exactly which manufacturers they wanted to work with, but had no reliable way to get in front of the right people there.
Previous trade show and cold calling efforts had produced plenty of business cards and very few meetings.
What we did
- A target list of 120 manufacturers agreed with the directors, and the job titles that buy engineering services.
- LinkedIn campaigns aimed at those companies only, with technical guides and case studies as the offer.
- Short, relevant cold emails from a director to named contacts, with an easy opt-out.
- Lead scoring in the CRM, so engaged accounts were passed to a director the same day.
The results after 6 months
- 62 of 120
- Target accounts engaged
- 40
- Meetings booked
- £525
- Cost per meeting
- 22
- Qualified opportunities
- 7
- Contracts won
- £315,000
- Estimated contract value
"For the first time we are talking to the companies we actually want to work with, not whoever happened to pick up the phone."