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Construction Lead Generation That Helped Win a Major Leisure Centre Project

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Sector: Construction and specialist subcontracting
Location: London-based contractor
Campaign: Five days of outbound calling per month over a number of years
Services: Project identification, decision-maker engagement and tender opportunity generation

 

The Challenge

Our client was a specialist construction contractor providing high-quality tiling, rendering, external wall insulation and screeding services.

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With experience across a range of sectors, including rail, hospitality and major public infrastructure, the business wanted to develop its pipeline of construction opportunities and secure more contracts for its specialist services.

 

The challenge was to identify relevant projects, reach the people responsible for procuring subcontractor packages and make contact at the right stage of the construction process — when quotations and tender submissions could still be considered.

 

Our Approach

24 I.S. Sales Intelligence provided five days of targeted outbound calling every month over a number of years, helping the client identify relevant construction projects and engage with the people responsible for procurement.

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Our campaign focused on:

• Project identification: Researching and approaching organisations involved in relevant construction and development projects.

• Decision-maker engagement: Establishing contact with the people responsible for procuring tiling, rendering, external wall insulation and screeding packages.

• Project qualification: Finding out how far individual projects had progressed and whether specialist subcontractor quotations were being considered.

• Creating tender opportunities: Establishing a route for our client to put forward its capabilities and be considered for suitable work.

 

By concentrating on specific projects rather than relying on general prospecting, our calling campaign helped connect the contractor with opportunities that matched its specialist expertise.

 

The Result: A Major Public-Sector Leisure Centre Contract Won

One of the significant outcomes of the campaign was the identification of a major public-sector leisure centre development that the client subsequently went on to win.

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The project involved an extensive specialist finishes package, including more than 3,000 m² of wall and floor tiling, together with associated screeding, rendering and waterproofing works.

 

This demonstrated the potential commercial value of a consistent, project-focused outbound sales campaign: identifying a relevant opportunity, reaching the right people and helping a specialist contractor get into contention for a substantial construction contract.

 

The Value of Long-Term Sales Intelligence

Our relationship with this client illustrates how outsourced sales intelligence can support construction businesses over the longer term.

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By committing five days per month to targeted outbound calling, the client had a consistent resource focused on identifying projects and opening doors to potential contracts — without having to recruit and manage an internal prospecting team.

 

For specialist construction contractors looking to win more work, the right conversations with the right decision-makers can create valuable opportunities. 24 I.S. Sales Intelligence helps make those conversations happen.

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The Result: Identifying an Opportunity That Led to a Major Contract Win

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A significant success from the campaign was the identification of a major public-sector leisure centre development.

 

Our outbound calling team identified the project opportunity, gathered the relevant information and passed it directly to the client, enabling them to get involved and pursue the work.

 

The client subsequently won the contract, which included an extensive specialist finishes package involving more than 3,000 m² of wall and floor tiling, alongside associated screeding, rendering and waterproofing works.

 

This is a clear example of how targeted sales intelligence can deliver tangible commercial value. By identifying a relevant project and putting the opportunity on the client's radar, our team helped create the opportunity for the contractor to compete for and ultimately win a substantial contract.

 

 

Interim Sales Support for a Growing Flooring Contractor

Sector: Commercial and residential flooring
Location: Midlands, with national and international project coverage
Campaign: 10 days of outbound calling per month over six months
Objective: Develop new business opportunities and support the growth of an internal sales function

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The Challenge

Our client was an established flooring installation contractor based in the Midlands, delivering projects across residential and commercial environments throughout the UK and internationally.

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Its expertise covered a diverse range of sectors, including multi-living accommodation, schools, student accommodation, hotels, housing developments and Grade I listed buildings.

 

As the business looked to develop its sales pipeline and pursue further opportunities, it needed additional capacity to identify prospective customers, engage with decision-makers and generate new business conversations.

 

However, recruiting an internal sales resource immediately was not necessarily the right first step. The business needed the flexibility to develop its sales activity before building its own in-house capability.

 

Our Approach

24 I.S. Sales Intelligence provided 10 days of targeted outbound calling per month over a six-month period, acting as an interim extension of the client's sales function.

 

The campaign focused on introducing the contractor's flooring installation services to relevant organisations, identifying potential projects and establishing contact with people involved in procuring flooring contractors.

 

Our approach included:

• Targeted prospecting: Identifying organisations and potential customers operating in relevant construction, property and accommodation sectors.

• Decision-maker engagement: Contacting people responsible for construction projects, refurbishment programmes and flooring procurement.

• Opportunity development: Exploring potential requirements and identifying opportunities for the contractor to discuss its services with prospective customers.

• Flexible sales support: Providing a consistent outbound calling resource without the immediate cost and commitment of recruiting an internal salesperson.

 

By providing dedicated sales activity each month, we helped the business maintain its focus on developing new opportunities while its own sales capability evolved.

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The Outcome: Supporting the Transition to an Internal Sales Team

The six-month campaign provided the client with interim sales support during an important period of business development.

 

Rather than needing to recruit an internal salesperson from day one, the business could use outsourced sales intelligence to support its prospecting activity while working towards bringing sales capability in-house.

 

The engagement was designed to provide a bridge between having limited internal sales capacity and being ready to take responsibility for this activity internally.

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A Flexible Approach to Construction Sales Growth

Not every construction business needs a permanent internal sales team from the outset. For some, outsourced sales support offers a practical way to develop new business opportunities while the company grows.

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At 24 I.S. Sales Intelligence, we provide flexible outbound calling and lead generation programmes that can operate alongside an existing team or provide interim support until an internal sales resource is established.

 

Whether a construction business needs additional sales capacity for six months or a longer-term outsourced solution, we help create the conversations that support business development.

 

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Rainscreen Cladding Lead Generation: 86 Opportunities in Six Months

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Sector: Construction products and architectural cladding systems
Specialism: Rainscreen cladding
Campaign: Initial 20-day outbound calling campaign, followed by 10 days per month
Duration: Six months
Result: 86 opportunities generated

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The Challenge

Our client was a specialist manufacturer of rainscreen cladding systems, supplying fully certified and fire-tested solutions for a wide range of building types.

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Its products were designed for use across new-build and re-cladding projects, making it important to engage with construction professionals who influence or make decisions about building façade specifications.

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The challenge was to identify relevant projects, establish whether rainscreen cladding was being considered and connect with the architects, specifiers, contractors and other construction professionals who could create opportunities for the business.

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Our Approach

24 I.S. Sales Intelligence delivered a targeted outbound calling campaign focused on identifying potential demand for the client's rainscreen cladding systems.

 

To build momentum at the outset, we began with an intensive 20-day calling campaign, followed by a further 10 days of outbound calling per month for the remainder of the six-month engagement.

 

Our campaign focused on:

• Identifying potential projects: Engaging with construction professionals involved in new-build and re-cladding developments.

• Qualifying requirements: Establishing whether prospective customers specified or expected to use rainscreen cladding on their projects.

• Reaching relevant decision-makers: Opening conversations with people involved in building design, product specification and construction procurement.

• Generating sales opportunities: Identifying relevant contacts and project requirements, then passing qualified opportunities to the client for follow-up and further engagement.

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The campaign was designed to go beyond general brand awareness, concentrating on uncovering potential demand for the client's specialist systems and creating actionable opportunities for its sales team.

 

The Results: 86 Opportunities Generated

 

Over the six-month campaign, we generated 86 opportunities for the client to engage with.

 

These opportunities gave the business a pipeline of potential customers and projects to pursue, helping its sales team connect with construction professionals who could have a requirement for its rainscreen cladding systems.

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The campaign combined an intensive initial period to establish momentum with sustained monthly calling activity to continue identifying prospects and developing opportunities.

 

Turning Outbound Calling into Construction Sales Opportunities

This campaign demonstrates the value of proactive sales intelligence in a specialist construction market, where opportunities can depend on reaching the right people while projects are being designed, specified or procured.

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By combining targeted prospecting with focused qualification, 24 I.S. Sales Intelligence helped create 86 opportunities for a specialist cladding manufacturer to pursue.

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For construction product manufacturers looking to reach architects, specifiers, contractors and project decision-makers, our outsourced lead generation service provides a practical way to build a pipeline of relevant sales opportunities.

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How Can We Help You?

If you have a clearly defined market or sector that you want to penetrate, 24 I.S. Sales Intelligence can help you turn that market into a structured, actionable sales opportunity. Whether you need to identify every relevant organisation, find the right decision makers, build accurate prospect data or engage those prospects by telephone, we can provide the expertise and resource to support your objectives.

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Our experience extends across a wide range of sectors and market types, from telecommunications, IT and construction to professional services, sports, procurement and specialist B2B markets. We understand how to research a market, build an appropriate prospect database and develop an effective calling strategy around your proposition. This means you don't necessarily need to have all the answers before you approach us—we can help you develop the approach.

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If you have a market you want to target, let's talk. Whether you're looking for a one-off market research exercise, a targeted outbound campaign or an ongoing sales intelligence programme, 24 I.S. can provide the people, experience and sales expertise to help you identify and develop new opportunities. Contact us today to discuss how we could help you open up your next market.

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Speak to our friendly team on 01782 409788 to discuss your challenge, (or email us at info@24-is.co.uk ) and we can explain how we can put a solution in place for you.

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