SBLM -- Direct Mail/Telemarketing/Exhibits Trigger Growth in K-12 and Retail Markets

This architectural firm of 50 people wanted to break into the K-12 market and to expand its existing services in the retail sector. We developed and carried out a direct mail/telemarketing strategy that included cover letters, project sheets, a newsletter and brochures on an ongoing basis. We targeted 180 K-12 school superintendents and business directors in New York and New Jersey. In a parallel strategy, we leveraged one-to-one selling opportunities through exhibit booth promotions at professional conferences.

Results: Aside from winning two major projects (including a $90-million school on Long Island), we identified 15 school districts with projects of significant size; held meetings with and received RFPs from a dozen districts.

An existing portfolio of national retail clients was expanded using similar techniques. This ultimately resulted in signing contracts with six retail companies, including ongoing projects for Sears.

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