Novus Property Solutions
Case Study: Novus Property Solutions. The business plan is to double its turnover and profit, which required a transformation in the way in which they
Case Study: Novus Property Solutions.
The business plan is to double its turnover and profit, which required a transformation in the way in which they secure new works, and how they are perceived in the housing industry.
Our team works with businesses who want to transform the way in which they operate to drive sustainable growth.
We advise businesses on executing efficiency projects, building scale to support growth
ambitions, and the provision of turnaround services.
- Interim Head Of Business Development required for 6 month period
- Development of the strategy and brand
- Creation of CRM system, and customer surveys deployed
- Pipeline of opportunity developed to support future growth
The CHALLENGE
Novus Property Solutions is a family-owned business, which has been maintaining and refurbishing properties for over 120 years across the UK.
Novus Property Solutions is a family owned business, which has been maintaining and refurbishing properties for over 120 years across the UK.
The business operates in both the public and private sectors, across housing,
education, healthcare and leisure.
The challenge was set by the shareholders to double the turnover and profit. This was a challenge that would require a thorough understanding of how the business was operating at that time before we could begin to draw up recommendations.
When Graham joined the business as Interim Head Of Business Development, we committed to creating systems and processes which would help Novus increase average order values, whilst also working with the marketing function to carry out a brand review to build profile and change perception within the marketplace. Towards the end of the assignment Graham collaborated with the permanent Head of Business Development to ensure a seamless transition and detailed knowledge transfer.
We looked at factors affecting the market, and how these impacted the company both internally and externally, and utilised various processes that had worked well in the past. We collaborated with the senior team and this enabled us to drive the change through the business.
Organisational Transformation
- Organisational Design
- Organisational Efficiency
- Business Integration
- Mobilisation
The Solution
In order to create improved long term client relationships, we designed and implemented CRM and Key Account Planning systems bespoke to the client.
We put processes into place by which customer perception surveys could not only be carried out, but their results analysed formally enabling the business to focus on key themes to support growth ambitions.
We also built a pipeline of opportunity which enabled the business to focus on increasing its average order value, and gave team members the skills to feed into it and drive projects forward. This ensures the pipeline is always moving and the workflow is as smooth as possible, ultimately increasing conversion rates.
As the new strategy began to yield results, we built a suite of monthly reports to be utilised by senior management, so they could see clearly that the business was on course to meet its objectives, and increase their engagement in the process.
“Graham played a key part in strategising our revised business development and marketing offerings for the launch of our new businesses to market, providing great insight and guidance which was vital to the success of the launch. Graham ensured we had a solid grounding for our discussions through excellent market intelligence and evidence based decision making, and continues to advise us on strategic projects”
- Matt Hiley, Commercial Director, Novus Property Solutions
The Future
The 6 month plan laid out to equip the business to grow and achieve the business plan objective was delivered on time, and to budget. It was process driven with a proactive approach to managing business development over a relatively short period of time. Our involvement was long enough to ensure that the pipeline of opportunity we created is still being used to secure growth. The systems that were adopted then are still operational and reported back regularly to senior management now.
“Novus had a unique opportunity to grow its client base, whilst also improving i’s turnover and profitability. Through collaborating with the leadership team, and driving change with
senior management, we put in place systems and processes which will deliver consistent ways of winning new work, assessing and managing relationships, and increased data intelligence to support decision making.”
Graham Allen is a strategic planner and business development professional who has worked with businesses in the Utility, Infrastructure and Built Environment sectors.
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