In 2006 Quadrangle needed a new business solution to mirror its delivery: strategic, consultative, practical and commercial. Given the high-value, board-level nature of their work, they also needed a supplier capable of delivering commensurate opportunities. In this, the primary challenge was the very senior level of relevant decision-makers. However we also needed to prevent incorrect pigeonholing and to articulate their strategic proposition to a cold audience whilst still doing justice to the full breadth of their services.
A wide scale, proactive outreach detected and nurtured the best opportunities. The decision-maker for the biggest new business win in Quadrangle’s history credits our sensitive but persistent keep in touch after the initial meeting we had arranged, with achieving a clear stand out amongst the 30 agencies initially featuring on their pitch long-list.
In terms of purely the initial value of account wins over the last 11 years of our relationship, Quadrangle has achieved consistent, year-on year return of 28:1 on their investment with Rainmaker. The value of initial wins in their first year totals nearly £5m, rising to £18m via organic development since. The nature of the work is mainly brand, CEX and CSat tracking projects, and also proposition testing and development with ASDA, E.ON, Honda, Lloyds Bank, O2, Sony and Tesco.