PwC case study: 54 qualified opportunities in 120 days
durhamlane launched outbound sales for PwC’s new flexible legal resourcing service, producing 54 qualified opportunities in 120 resource days across the finance, insurance and banking sectors. Sales training workshops then embedded the methodology in PwC’s own teams, so the growth continued after the campaign ended.
One of the world’s leading professional services networks, PwC is a household name. With a global reputation for helping clients create value, PwC offers assurance, tax and advisory services.
SERVICES
To remain agile in a fast-moving market, PwC identified the need for an additional arm to the business: a flexible legal resource. This unique new service enables businesses of all sizes, across all sectors, to meet their specific legal requirements.
But even a strong brand doesn’t sell a new service by itself. Without the internal resources to scale sales of the new offering, PwC needed momentum fast, so they came to durhamlane.
Sales outsourcing means engaging a specialist partner to run part of your sales function. In this case, the entire front end of a new service launch for PwC. However, outsourcing doesn’t have to be permanent. Partners can build pipeline and capability, then hand both back. And this is how we structured PwC’s campaign.
To quickly and effectively launch the new legal service, we developed a strategic outsourced sales campaign to penetrate the market and rapidly build share, targeting best-fit businesses from independent firms to large corporates across the finance, insurance and banking sectors.
Alongside the prospecting, we built PwC a fully developed prospecting database, and ran a series of sales training workshops embedding our ‘Selling at a Higher Level’ methodology in their own teams, upskilling them to ensure the long-term success of the service’s sales function.
“We’re very impressed with durhamlane’s expertise in sales – they were the obvious choice to help launch our new flexible legal resourcing service and have delivered exceptional results”
Anne-Marie Botha
Chief Operating Officer, PwC
The outcome: 54 qualified opportunities and a sales-ready team
120
days worked
54
qualified opportunities
Over 120 resource days, durhamlane produced 54 qualified opportunities for PwC’s new legal service – nearly one for every two days worked. Combined with the training workshops and prospecting database, PwC ended the campaign with a live pipeline, an embedded sales methodology, and a team equipped to keep growing the service themselves.
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