Growth target hit in four months
Of new business quoted in five months
Additional project win
GME Group is a commercial decorating contractor working across schools, university accommodation, hotels, care homes, car parks and facilities management. High quality work, a strong track record, and a sales pipeline that relied almost entirely on reputation and referrals.
That is the best problem a business can have and the most fragile. It works until the year it does not, and by then there is no other route.
GME came to us entering the final year of a five year growth plan with a 50 percent target on the table. The delivery capacity was there and so was the reputation. What was missing was a predictable way of finding new work. To grow, they needed presence in new sectors, they needed to reach decision makers who had never heard of them, and they needed to be in the frame when opportunities opened up.
We built a multi-channel B2B lead generation system around GME, combining personal brand development for individuals inside the business, website content and optimisation, targeted direct mail, email outreach and Google paid search.
The strategic principle is straightforward. In B2B, the work rarely comes to you at the exact moment you start marketing. The job is to build visibility and familiarity across a target sector so that when the time is right, whether that is a contract renewal, a new site opening or a change of supplier, GME is one of the firms already known to the decision maker.
We work through one or two sectors a month. Schools, university accommodation, facilities management, councils, care homes and car parks have all been targeted, with the right channel mix chosen for each audience rather than one approach applied across all of them.
Personal brand has been a significant part of that. Building visible, credible individuals inside the GME team puts personality behind the business and builds the kind of trust a company page cannot. People buy from people, and in a referral-led sector it is a real mechanism of leverage.
The 50 percent growth target set for the full year was hit in four months.
In five months the programme has driven over £700,000 of new business quotes, alongside a £70,000 project win. That figure continues to grow. GME is currently being onboarded by a large national facilities management company, a relationship that could represent £1m in annual revenue sustained over five years.
To put it plainly, the team at GME now has a full-time job quoting. The volume of inbound interest has outpaced expectations at this stage of the programme, and the system is still building traction.
B2B marketing that works is not a single channel. It is the right combination of channels, targeting the right contacts, with consistent and credible presence built over time. There is no shortcut to being in the right place at the right time, but there is a system for it.
GME Group is in the early stages of what this programme can deliver. The pipeline already reflects that.
"At the beginning of this year, we had our marketing strategy done, we decided that we needed to invest more in the marketing to support the growth. And that's what we did.
We started a plan with Ascensor, and we have seen so much growth. It's been amazing. It's really, really worked. And we've kind of said, 'Gosh, why didn't we do this before?'
We are looking at five plus commercial leads a month, which is a massive improvement. And we have been absolutely jam-packed this year through what Ascensor created.
Without the marketing with Ascensor, we wouldn't have hit what we have hit now."
Layla Walton, Commercial Director, GME
Alternately you can:
