Appointed to work with a top 50 UK accountancy firm, I received a comprehensive induction on all areas of accountancy services and skills and a list of contacts to approach was collated by the client.

The prospect data included a mix of contacts from previous meetings and new contacts based on research into companies within a geographic area and according to size and turnover. Working through the list, I recorded all marketing intelligence and insight – vitally important within this particular sector because accountancy reviews generally operate on a five-year cycle.

Meetings were booked to discuss a wide range of services, including auditing, tax planning, exit strategy, payroll, pensions and management accounts to name but a few.

Over a period of 12 months five major pieces of work were won, with a combined value of approximately £80K, for just one division of the firm. These projects were part of a three-year contract and so repeat business was gained, which added further value to the initial introductions generated by The Terrier.