Engineering & Automation
Engineering Automation Business Increases Pipeline Activity & Wins New Projects
How Blackford Commercial helped an engineering and automation business generate more proactive commercial conversations within manufacturing and logistics sectors.
The Client
A Yorkshire-based engineering and automation business delivering bespoke material handling and conveyor solutions into manufacturing and logistics environments.
The Challenge
The business had built a strong technical reputation and generated the majority of its work through repeat customers, referrals and inbound enquiries.
While this had supported steady growth, proactive outbound activity was inconsistent due to internal resource being focused heavily on live projects, quotations, site visits and operational delivery.
The directors wanted to increase visibility within target manufacturing and warehousing sectors and generate more conversations with new accounts, without taking on the cost and risk of hiring another full-time salesperson.
The Blackford Approach
Blackford Commercial worked with the business to create a targeted outbound commercial strategy focused around:
- Warehousing & logistics operators
- Manufacturing businesses
- Distribution environments
- Businesses undergoing operational growth or site changes
Activity included:
- Target account mapping
- Decision-maker research
- Tailored commercial outreach
- Email and LinkedIn engagement
- Follow-up and qualification
- Discovery call coordination
The messaging focused heavily on operational value, efficiency, workflow improvement and solving real customer challenges rather than generic sales messaging.
The Outcome
Within the first 8 weeks of activity, the campaign generated:
- Multiple positive conversations with target manufacturing and logistics businesses
- Qualified discovery meetings with operational decision-makers
- New project opportunities added into the sales pipeline
- Increased visibility within target sectors
- Several opportunities progressed into quotation stage, with new business successfully secured from accounts that had not previously engaged with the client.
The client also benefited from:
- More consistent proactive commercial activity
- Reduced reliance on inbound enquiries
- Better target account visibility
- Additional commercial bandwidth without increasing internal headcount
"Blackford helped us create more consistent proactive commercial activity without distracting the team from day-to-day delivery."
Key Areas Supported
Engineering & Automation
Conveyor Systems
Materials Handling
FMCG
Manufacturing
Warehousing & Logistics
Industrial Projects
Looking to Create More Commercial Conversations?
Blackford Commercial helps engineering and industrial businesses create more proactive conversations with the right target accounts.