Having selected the key geographical areas of interest (linked to the location of its offices), consulting engineers practices were contacted by Competitive Advantage. In each case the consultancy introduced itself as calling on behalf of the client. In this way it avoided the impression that it was a sales call and helped to build awareness of the Land Surveyor.

Each called gathered details concerning the types of activity the practice undertook and the contacts responsible for each. At the same time it was established if there were any current requirements for Land Surveyors.

Information on current projects represented an immediate opportunity and was passed back to the Land Surveyor when identified for follow-up.

A detailed contact list was provided in an Excel format which allowed the Land Surveyor to undertake a mail shot to named contacts introducing themselves and their services in a context which was relevant to each contact’s interests.