The offer of DWC was considered to be highly interesting for a large amount of primarily German companies. However, preliminary research has shown that this is no easy task. Consequently ME.S suggested a dual approach in contacting those companies consisting of a) direct approach of potential clients and b) a more strategic approach based on multiplicators and relevant organizations.
The identification of suitable targets is as important as the serious and systematic process of reaching out to the companies. For the success of the campaign a long-term approach (several contacts will have to take place with every potential client) is considered crucial. The senior consultants acted as an officially authorized representative of DWC on the German market. This ensured the serious approach and enabled the “opening of the right doors”.
Taking into consideration, that the offer of DWC might be enticing to a large amount of German companies, ME.S initially created a project plan which includes all the necessary tasks and strategic actions to implement in order to achieve the goal. In lieu with this, potential clients were set to be contacted. Additionally, a short and pragmatic handout has been generated by ME.S and sent out to these interested targets. The primary significance of the handout was to further strengthen and implement the “communication concept”- of BPFZ which was helpful in setting the primary arguments or reasons for BPFZ clearer.
Based on the research, ME.S defined detailed target groups and had a closer look at the industries and the “mechanisms” of the relevant players in the German and European market and a way who to approach them with the highest chance of success.
Since Germany is one of the biggest counties in Europe with a much decentralized structure, ME.S identified and concentrated on certain Hubs to invite the targets for the individual meetings. The target groups were then assessed and thoroughly analyzed. After careful planning, there were approximately 400 contacts sent to DWC. The list included specific company information, high level decision maker, and other details which can be considered as a benefit for DWC. These meetings were conducted by the DWC sales representative’s itself. However, all the logistics and administrative tasks to conduct the face to face meetings were carried out by ME.S representative’s conducted the meetings by themselves.
