The ART and SCIENCE of PROFESSIONAL SERVICE MARKETING

CHALLENGE

Large government agency with no existing marketing organization, needs to quickly build B2B sales and marketing team to re-market $multi-billion portfolio of commercial real estate assets.

SOLUTION

• Analyze marketplace to deeply understand current and evolving market forces, current demand and product value.
• Train and repurpose internal staff in initial sales roles.
• ​Develop sales processes, tools and techniques
• Recruit and build-out high performance team of sales and marketing professionals.
• Re-purposed legacy IT network into inventory, document management (CRM) system.
• Collaborate with appraisal industry to re-define value appraisal methodology.
• Define target audiences and demand profile for each product category.
• Expand marketing channels and marketing partnerships to build awareness and communicate value.

RESULTS
Organized, staffed and led startup team to $260 million/yr. Sales techniques and practices replicated nation-wide with similar results. Sold multi-$billion asset portfolio averaging 95% of appraised value, with no loss to tax-payers.

The challenges and opportunities are before us… The time to act is NOW... Seize the Day.