The Premier Prospection Process

Premier Prospection has developed a 5 Stage alternative New Business Development Programme – ‘The Premier Prospection Process’. This has been designed to help businesses grow through providing the right level of skill, knowledge and practical activity to achieve your growth objectives.


The new business audit
Premier Prospection would initially undertake a full assessment of your current New Business activity. This would involve feedback on:

  • Your current brochure or printed material
  • Any PDF documents that may be in existence
  • Your Website
  • New Business/Prospecting letters
  • Showreel/Case studies
  • Credentials/Powerpoint presentation


Define your target audience

Here we would ascertain which approach best suits your needs:

  • Focused or Scattergun
  • Assess your key strengths and areas of expertise
  • Establish what makes your organisation unique – what differentiates you from your competitors
  • Establish a USP and Proposition to sell to your potential ‘prospects’
  • Agree Strategic vs Tactical ratio

We would also ask you to provide us with:

  • New up to date literature
  • Relevant Case Studies


Construction of your database

We would then help you construct and maintain your ‘wish list’ database of prospects. This should be based on:

  • Company size & turnover
  • Number of employees
  • Annual spend for your type of service
  • Geographical location

We can

  • Clean and validate any existing database that you may already have
  • Provide you with a list from our database of over 30,000 ‘prospects’ across over 30 different market sectors
  • Advise you on purchasing lists
  • Construct a tailor made bespoke list for you
  • All our databases can be provided in standard formats such as Access, Excel, Text enabling you to easily use the data for mailmerge purposes and subsequent campaigns


Telemarketing and business intelligence

Once the groundwork of stages 1-3 has been put in place the telemarketing process can commence. This involves:

  • Tracking & qualifying leads – we grade each ‘prospect’ as an A, B or C category with A being an immediate opportunity, B an opportunity in the next 3-6 months and C a longer term prospect but nevertheless an opportunity to present
  • Where possible we try to ascertain the budget or review dates from each prospect
  • As well as actual appointments we also provide you with ‘Actionable Leads’ which may later result in an appointment or an opportunity to win business
  • We agree numerical targets with you based on Quality vs Quantity
  • We become an extension of your sales force removing the leg work and providing added value


Reporting and evaluation

We provide you with ongoing feedback throughout the month. This takes the form of:

  • A weekly synopsis of activity
  • A fortnightly status report in an Excel spreadsheet
  • A monthly face to face status meeting
  • Regular telephone and e-mail contact
  • All meetings that we set are either e-mailed to you or faxed to you
  • We ask you to provide a 10 Point feedback from each meeting
  • We provide you with a 10 Point feedback of how the ‘prospect’ has viewed your presentation