Client and market insight to drive business growth
LUC is an award-winning environmental consultancy providing planning, impact assessment, landscape design, ecology and geospatial services to a wide range of public and private sector clients. We spoke to 70 clients and influencers in 2021, to inform its sales and marketing strategy. We uncovered over 25 new business opportunities in the process.
A highly bespoke approach
LUC’s goals were precise. The practice wanted to understand current perceptions, its market position in key service areas and inform its growth strategy. We spent time with the leadership team and all service groups to fully understand the business. We recommended a focused approach based on telephone engagement to obtain high quality information.
We created objectives around the insights we wanted to unearth and tailored questions to different audiences. We advised on the final list of target interviewees to ensure a representative sample and contacted them to arrange a time to speak.
Our team had 70 in-depth conversations with long-standing clients, former clients, new prospects, referrers and project team members with influence. Using our knowledge of the built environment, we were able to have meaningful conversations and steer the calls to gather the most useful insight.
Analysis of quantitative and qualitative data led to an insight report complete with themes, trends, market position, opportunities and recommendations. We gathered 20 testimonials that are now in use in marketing LUC and uncovered 25 new business opportunities.
“They got to the heart of our business and what we wanted to know. They promised breadth and depth in their analysis and absolutely delivered. Their insight has already helped our business and will inform and drive our future success.”