Case study
Butterworth Laboratories
42% more new clients sending work.
How a pharmaceutical testing laboratory turned business development into an organised, managed programme, and has seen 42% more new clients sending it work since the training.
The starting point
Butterworth Laboratories was founded in the 1970s and tests raw materials for pharmaceutical ingredients, in an industry with strict regulation and assurance standards. For decades, its technical expertise and reputation for quality brought in steady new and repeat business.
Then growth stalled. The board wanted a clear business development strategy, better market and client intelligence, and a proactive plan to grow turnover from existing clients and new prospects. Managing Director David Hawkins asked me to help the business development team make that shift.
What we did
The programme was written around the board’s own expectations for business development, and ran in two stages.
1. Workshop day
A full day at the Teddington office covering consultative selling with Super Soft Selling™, targeting and the firm’s message, and proactive relationship development, from the first approach to referrals and post-project reviews.
2. One-to-one coaching
Four two-hour sessions for each person over Zoom, about every two weeks. Each session had clear objectives and an accountability check, so the workshop turned into everyday habits.
What changed
The team now runs an organised, managed client contact programme: a disciplined way of looking after existing accounts and reaching new prospects. Since the training, the number of new clients sending Butterworth work has risen by 42%.
In his words
“We implemented an organised and managed client contact programme focused on building relationships and reaching out to new prospects. This disciplined framework approach transformed how we nurture existing accounts and connect with new ones, directly driving our commercial growth.”
David Hawkins, Managing Director, Butterworth Laboratories
Want the same for your team?
A short conversation is usually enough to work out whether you need a workshop, coaching, or both.