Equinox Business Consulting was an independent telecoms broker, helping businesses across the UK. Based in Putney, almost all new clients were acquired through networking and referral. They were acquired in 2016
EQUINOX BUSINESS CONSULTING
25% Growth YOY through consistent marketing
The Client
Their Needs
Although Nigel (SME Needs) & Dave (Equinox) had known each other for some time and even ran a networking group together (Office Drinks), neither was using the other’s services until January 2014 when Dave asked Nigel to help improve Equinox’s marketing and grow the business.
At the time Equinox had 214 clients, although most used only a small number of the services Equinox provides.
Equinox wanted to rapidly grow the business and to start generated sales that didn’t require large amounts of Dave’s time.
What did we do?
Making use of government growth funding through the Growth Voucher and then Growth Accelerator programmes to fund the strategic support SME Needs provided, we developed an overall marketing strategy, a specific social media strategy and a programme of education for the current network, both clients and contacts.
Strategic support was then provided to ensure the programme of marketing activity took place. After all, it is very easy for small businesses to become stuck in the business and not active on the business. Operational support has been provided on an ad-hoc basis when requested.
A key part of the programme developed was a regular programme of communication with their network, with the result being a regular flow of “we haven’t spoke for [a while], I must introduce you to….”
After seeing an opportunity to encourage regular referrals from a small number of contacts, a Partner Programme has been developed. This includes specific partner content, dedicated website space and marketing collateral.
Results
In the 22 months to October 2015, Equinox has grown rapidly and now provides telecoms services to over 300 clients in 41/48 counties in England, as well as across Scotland and Wales.
Revenues have grown by 38% and the Partner Programme is now delivering 80+% of all new sales opportunities.
They are a shortlisted finalist for the 2015 Great British Entrepreneur Awards and will find out if they win on November 25th. They are also a shortlisted finalist for the Best SME Business for the Wandsworth Business Awards.
Equinox is now a team of three, after the recent addition of a Telecoms Analyst, specifically to review telecoms costs for their clients.
