Creating opportunities with tier 1 brands for sensory research

Client Profile

• Insight and sensory research agency
• Specialist in sensory testing and consumer research
• Target markets:
  • Food & beverage
  • Health & personal care
  • Household products
• Campaign started in 2015

Challenge & Activity

The agency was taking-on low value projects with much of it being return business and most of the new business coming through word-of-mouth or referrals. They were keen to take-on larger projects with higher value. However, there were some initial reservations about committing to a retained, long-term campaign, before seeing the ROI.

We agreed some tactical targeting of key brands (who do spend £100k plus) and discussed how we help nurture and cement relationships with prospects over time. As the agency work predominantly in the food and beverage industry, they were keen to get more work with blue chip organisations in this space. We were able to demonstrate that we have robust, accurate data resources to identify the right kind of contact and decision maker, but also have the processes in place and the right knowledge and approach to help target this audience properly. An initial 3 month pilot has resulted in a long term successful campaign, delivering real opportunities with key companies.