Fisher Productions – Creating a pro-active Client centric Sales culture

ASSIGNMENT

GFG was commissioned by the CEO to create a more pro-active client-centric ‘sales’ culture at one of London’s leading creative production agencies. Fisher employs just over sixty staff and is a preferred supplier to the most important listed and historical venues in London.

Output and Results

This 40-day assignment was broken down into an initial three-day sales audit with selective staff which was then submitted to Fisher’s Board. Following approval, a comprehensive three-month plan was implemented and the following results achieved:-

• GFG created more measurable and accountable KPI’s following a thorough review of each Job description. This, in turn, allowed each Line Manager to effectively monitor individual staff’s performance on a more regular basis.
• Working closely with the Venues Department GM, GFG scrutinised their ‘accredited’ venues. We implemented a comprehensive and challenging S & M plan to drive more enquiries, improve conversion ratios and increase revenue
• Within the Corporate Accounts division, GFG introduced a strategic Client Account template to support Fisher’s Account Managers. As a result, revenues should increase by 35% from their core clients for next fiscal.
• Reviewed current prospect client procedures adopted by the Business Development Manager, implementing a far more rigorous selection process with challenging and measurable sales targets
• With GFG’s extensive knowledge of the Agency market, temporary Marquee structures, Exhibition centres and Stadia’s – leveraged introductory meetings for ‘Fisher Staging’ – a specialist stand-build division within the Group.