Case study
Giving business development a clear next step
We helped a roofing contractor organise prospects, contact activity and follow-ups in a working business development tracker.
Roofing
At a glance
- The problem
- A roofing contractor wanted to introduce its services to property managers, facilities businesses and other contractors.
- What we did
- We built a business development tracker with fields for each prospect, the opportunity, contact details, stage and next action.
- The result
- The business had a working starting point for managing its outreach, with prospect information and follow-up actions visible together.
The brief
A roofing contractor wanted to introduce its services to property managers, facilities businesses and other contractors. The work needed a clear way to record who had been contacted, what had been discussed and what should happen next.
How we helped
We built a business development tracker with fields for each prospect, the opportunity, contact details, stage and next action. Follow-up dates sat alongside space for surveys, quotations and eventual outcomes, so the record could develop as conversations progressed.
The initial working version brought nine prospect records into one place. Entries included organisations already contacted, responses received and next steps such as sending an introduction or supporting information.
We also set out a proposed division of responsibilities: Dellsche would handle prospecting and the tracker, while the client's team would handle surveys, quotations and decisions. An activity log provided space to record calls, emails and follow-ups against each opportunity.
What changed
The business had a working starting point for managing its outreach, with prospect information and follow-up actions visible together. It provided a practical way to see which conversations needed attention and what information still had to be supplied.
The tracker gave the team a place to pick up the next action, whether that meant sending information, following up a conversation or progressing an enquiry towards a survey or quotation.