Breaking multi million pound contracts for a FTSE 100 company

CASE STUDY
Breaking multi million pound
contracts for a FTSE 100 company
Background
The Need
Compass Group provides the widest portfolio of
foodservice solutions in the World.
Broadley Speaking has been
working with Compass to
help them win new business
in some of their most
complex and competitive
markets. These include FTSE
100 and 250 companies and
the sales approaches revolve
around complex discussions
about outsourcing food
delivery to staff and clients.
Their Core Concepts food
programme offers a range of their
own concepts or their talented
executive chefs can create a range
of bespoke solutions. The programme has been carefully
developed to meet their customers’ needs. They survey over
30,000 customers every year to understand how they can
deliver the best solutions to fit the latest culinary trends in the
industry.
80 of the FTSE 100 companies trust them to deliver food and
facilities management services.
They supply 11 billion pounds of food and facilities
management service across the World – around 1 billion
pounds in the UK.
Compass have not become the global leader in their industry
by chance. They provide cost efficient solutions that others
cannot through economies of scale only they can provide.
Compass have a food
service solution for just
about every environment
you can imagine from the
boardrooms of the City’s
banks to school meals.
Their approach is innovative
and flexible and they have
required the same of
Broadley Speaking.
We have found
the team to be highly
professional, receptive
and show a real
interest and desire
to understand our
business and engage
with our team……...
We have an ongoing
relationship which
has reaped benefits
and reward of high
quality output that we
can use to drive our
business forwards
Jane Beckett- Smith
Head of Lead Generation &
Client Insights, Compass Group
UK & Ireland
They prize quality as their highest value and are truly
passionate about both food and service.
It can also be tough being number one; with constant
competition and very demanding clients. Many of their
contracts are valued in many millions of pounds but each is
individually tailored for respective clients.
Broadley Speaking, The Cornmarket, 84 West Street, Tavistock, Devon, PL19 8AQ
t: 01822 813050 (direct line) f: 01822 813059 e: [email protected]
Follow us on twitter: @broadley
www.broadley-speaking.com
INTELLIGENT SALES
Compass looked at potential
suppliers carefully. They awarded
Broadley Speaking the contract
for the higher value, more
complex “business and industry”
and health sectors.
The Solution
We work across many of their distinct market sectors
including B&I ,healthcare and strategic accounts.
As one would expect there is a very high probability that
the “suspects” we are calling already have a food service
supplier in place – so it’s a competitive pitch for a seven
figure sum contract from the outset. It’s Broadley Speaking’s
job to find decision makers and identify needs through
gaining a thorough understanding of what is important to
prospects even when they already have a supplier in place
fulfilling it!
This is a complex, complicated new business development
programme aimed at some of the largest organisations in the
UK.
Broadley Speaking have invested a large amount of time
working with our Compass colleagues to understand every
facet of their business, service and brands.
The Result
The investment in time has paid dividends . Compass
have a very clear view of the work we do and appreciate
the time, energy and passion it takes to open up new
business opportunities worth many millions of pounds. As an
outsourced supplier themselves they understand the power
of an outsourced service – IF the right partner can be found,
that delivers the quality of service and result but takes the
pain away.
They have found that partner in Broadley Speaking.
Overtime the scope of the relationship has expanded
with Broadley Speaking working for more and more parts
of the Compass Group in the UK. Additionally Broadley
Speaking also provides sales training for key members of the
Compass team.
We have found the team to be highly
professional, receptive and show a real interest
and desire to understand our business and
engage with our team. In particular, the initial
emersion and briefing stage before starting a
campaign is a really useful discipline which I and
the team welcome the direction from the team’s
experience. We have an ongoing relationship
which has reaped benefits and reward of high
quality output that we can use to drive our
business forwards
Jane Beckett- Smith, Compass Group UK & Ireland.
Broadley Speaking, The Cornmarket, 84 West Street, Tavistock, Devon, PL19 8AQ
t: 01822 813050 (direct line) f: 01822 813059 e: [email protected]
Follow us on twitter: @broadley
www.broadley-speaking.com
INTELLIGENT SALES