“For eleven years Rainmaker has worked closely with our internal teams to deliver a coordinated business development effort, which has resulted in a significant number of exciting client wins year on year.”
John Gambles, Chairman
Quadrangle wanted 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 yet still do justice to the full breadth of their services.
INTELLIGENT NEW BUSINESS
The default inference is that this would warrant a networking new business approach and
indeed it does, but when supported by a wide scale, proactive outreach to detect and
nurture the best networking opportunities, the whole can fly much faster and further.
In this way, the decision‐maker for the biggest new business win in Quadrangle’s history,
credits our sensitive but persistent keeping in touch after an initial meeting, with achieving a
clear stand out amongst the 30 agencies initially featuring on the pitch long‐list.
Purely in terms of the initial value of new account wins, Quadrangle has achieved a
consistent, year‐on year return of 16:1 on their investment with Rainmaker with £8m of fresh
venue stream introduced. The nature of the work is brand, CEX and CSat tracking projects,
and proposition testing and development with ASDA, E.ON, Honda, Lloyds Bank, O2, Sony
and Tesco. These accounts have developed organically since their introduction and so the
actual income value is now far larger than the initial win figures.