NHS Foundation Trusts

19th May 2017

Our client works with NHS Foundation Trusts, specifically focused on Maintenance Lifecycle service aimed at reducing the Trusts recurrent spend on maintenance & service.

This programme focuses on the Trust's recurrent spend on maintenance and service contracts across all areas (medical, estates, facilities and IT), and enhances control and compliance as well as delivering much-needed financial savings.

Challenge:

Our client supplied a very basic list of 69 NHS Trusts the first step was to research each NHS Trust and identify key financial decision makers within each trust. The major challenge was to engage the gatekeepers in order to agree on an appointment to speak to the Finance Director.

Once connected with those decision makers it was crucial that the Telemarketing approach was mature, sophisticated and knowledgeable.

Feed Back from Client:

We have used telemarketing agencies over the years with varying degrees of success. We had previously worked on a pay on a results basis, our experience was that the appointments made were not always with the correct level of a decision maker and not always with the correct dialogue.

The campaign implemented by the team at JEM has delivered the most outstanding results that we have ever experienced. In fact when we have measured the costs of JEM day rate model versus our pay on results model we found that JEM’s solution saved us money!

Their approach was unique before the campaign went live JEM appointed their senior strategist Jane Evans to develop a telemarketing strategy. We also found the call recordings that JEM supplied with each
appointment invaluable, listening to the call that took place with each customer allowed us to gain an insight before we attended each meeting.

JEM then assigned a team of Telemarketing Account Managers who were picked to complement the demographics of the customers that they would be pitching to.

The Telemarketing Account Manager at JEM had at least 10 years Telemarketing Experience this meant that the approach was extremely mature and sophisticated.

We could not believe how quickly the JEM Telemarketing Account Manager was able to pick up the complex business areas around Maintenance Life Cycle and I am convinced without this knowledge the campaign would not have been as successful.

The Results:

  • Telemarketing Budget: £2000
  • Face to Face Appointments Made: 15
  • Telephone Appointment Made:
  • 2 Proposals Submitted: 13 

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