Net New Business Development
High-Value Business Development
Accessed and engaged senior stakeholders that increased conversion by 83% with high-value prospecting, utilising messaging and channels that resonated at the highest levels
Client
Top 3 Global Management Consulting Firm
Service
Accessing the C-Suite
Year
2024
Location
United Kingdom
A globally recognised management consulting firm, consistently ranked among the top three worldwide, serving an exclusive high-value client base across multiple industry sectors. The organisation delivers a comprehensive and sophisticated portfolio of professional services, encompassing strategic sustainability initiatives, operational cost optimisation, supply chain transformation, and procurement excellence solutions.
Operating at the highest levels of corporate decision-making, the firm advises Fortune 500 companies, government entities, and leading organisations on their most critical business challenges. Their complex service offering requires deep expertise across multiple disciplines, positioning them as trusted advisors for transformational change programmes and strategic initiatives that shape entire industries.
The Challenge
Operating within a highly specialised and competitive market, this top-tier management consulting firm faced the complex challenge of engaging multiple senior stakeholders across diverse functional areas. Their target decisions involved multi-million-pound investments, requiring consensus from board-level executives spanning Finance, Operations, Supply Chain, Procurement, and Sustainability—each with distinct priorities and concerns.
The firm's sophisticated service portfolio demanded a nuanced approach to business development, one that could navigate the intricate dynamics of C-suite decision-making whilst articulating complex value propositions across multiple disciplines. Traditional outreach methods were proving insufficient for breaking through to these high-level stakeholders, particularly when competing against other elite consulting firms for mindshare.
Our Solution
Bonafide developed a comprehensive, multi-stakeholder engagement strategy designed to penetrate the complex buying committees typical of large-scale consulting mandates. Recognising that multi-million-pound decisions require consensus across diverse functional areas, we orchestrated a sophisticated multi-channel campaign that addressed the entire buyer grid simultaneously.
Our strategic approach included:
Multi-Channel Orchestration: We deployed coordinated campaigns across social media, email, inbound marketing, and direct outreach, ensuring consistent touchpoints with all stakeholders whilst respecting their preferred communication channels.
Intent-Driven Targeting: By leveraging advanced intent data, we identified organisations actively researching solutions within the client's areas of expertise, enabling us to engage prospects at the optimal moment in their buying journey.
Tailored Messaging Strategy: We crafted bespoke content with both industry-specific and functional biases, ensuring Finance Directors received different messaging than Supply Chain leaders, whilst maintaining consistency across the broader value proposition.
Strategic Partnership Development: Working closely with the client's marketing and commercial teams, we identified and recommended innovative data sources and strategic partners to enhance targeting capabilities and market intelligence.
Consultative Approach: Our team operated as an extension of their business development function, providing ongoing strategic recommendations on campaign optimisation, market positioning, and competitive differentiation.
This sophisticated approach enabled us to penetrate previously inaccessible accounts and engage senior stakeholders who had remained beyond reach through traditional methods. The results were remarkable: we increased conversion rates by 83% whilst rapidly building market share across their target regions in Europe and North America.
