Project Scope

A specialist in security, fire protection and safeguarding systems, WLS recognised the opportunity in the marketplace but sought our help in raising the company’s profile, generating new business leads and identifying a dynamic strategic approach.

Our initial remit was to devise and implement a direct marketing campaign to generate leads from schools. This year-long campaign generated more than thirty leads and achieved response rates 7.5 times higher than the industry average for direct marketing campaigns.

Following on from these successful outcomes, WLS asked us for help in developing the company’s sales strategy. Using our in-house research expertise, we investigated the marketplace, including the competitive landscape, customer purchasing decision pathways and the drivers for security and safeguarding procurement.

Our research was used to inform a sales and marketing strategy, focused on the products and target sectors that offer the greatest opportunity for growth. The current marketing campaign is being rolled out alongside the new sales strategy to help maximise results. It involves an integrated campaign to schools, helping WLS identify prospects, engage with customers at a senior level and position the company as trusted experts.

Client Feedback

We wanted a marketing agency that would add value with new insights and a strategic approach … that’s just what we found with CME.

We were delighted with the number of leads the initial direct marketing campaign achieved and, thanks to our ongoing work with CME, we now have a much clearer sales and marketing strategy, which will help us to continue improving lead generation and sales conversion rates
— Jeremy Ewen, managing director, WLS
Case StudiesFelix Clarke