Expanding a customer portfolio in the highly turbulent energy market

With the UK energy market experiencing increasing turbulence, the cost of energy has become an ever more important factor for businesses to consider, making it especially challenging for utilities companies to generate new leads and grow their pipeline. Centrica Business Solutions engaged durhamlane to expand its customer portfolio, with the goal of targeting customers that typically use up 30 Gigawa­tts of energy annually, in order to generate a sustained rate of new business growth. Supporting businesses to achieve their sustainability goals, Centrica helps their customers to navigate the ever-changing UK energy market and provides consultative advice on how to become more energy efficient. To further champion this drive, Centrica chose to engage an outsourced provider with the proven capability to deepen existing customer relationships through a direct sales approach, in addition to driving net-new business opportunities.

In June 2021, durhamlane built a dedicated outbound team supported by a team leader with considerable experience in the utility space. Our goal was to help Centrica distinguish themselves from their competitors by taking a different approach to the market. Adopting a solution-led methodology, our approach is data-driven and marked by the constant optimisation of processes whilst gathering key information on the industries we are having the most success in, capturing renewal dates of businesses that are already in a contract, and advising prospects on how to adapt to the decarbonisation agenda of the UK government.