Service
Commercial prospecting and business development
Outsourced prospecting built on the reality of construction projects: documented targeting, controlled contact sequences and qualified meetings.
- Documented targeting
- Multichannel
- Qualified meetings
Prospecting in construction means understanding the project calendar
A construction operation is decided in stages. Prospecting without knowing those stages means contacting the right people at the wrong moment.
A project cycle runs through programming, design, consultation, award and delivery. Each phase involves different people and opens distinct contact windows.
Effective prospecting is therefore less about multiplying calls than about positioning at the right point in the cycle: with the designer during studies, the main contractor during consultation, the client during programming.
ADVERTCIX builds the prospecting programme from that reading, then runs it in a documented way: every contact, objection and refusal is recorded and used to refine the targeting.
Short of commercial time to prospect?
Initial framing defines the target, the message and the rhythm of an outsourced programme.
Who this service is for
Outsourced prospecting answers a small number of specific situations.
Companies without a dedicated sales function
Organisations where prospecting depends on the director or on an already fully committed site manager.
Saturated sales teams
Teams spending most of their time on projects already in progress.
Opening a new territory
Companies wanting to test a region or a country before investing durably in it.
Launching a new offer
Organisations needing to validate market interest in a recent service or product.
Client diversification
Companies dependent on a few clients and looking to broaden their base.
Companies in a growth phase
Organisations whose production capacity has grown faster than the order book.
The difficulties this service addresses
These are the most common friction points in prospecting programmes.
Targeting that is too broad
Contacting an entire sector dilutes effort and produces a low, discouraging response rate.
Intermittent prospecting
Prospecting stops as soon as activity picks up, creating order book gaps six months later.
An undifferentiated message
Quality and responsiveness are claimed by everyone and create no preference.
No traceability
Without a record of exchanges, the same contacts are approached again with no memory of earlier refusals.
Follow-up abandoned too early
Most opportunities materialise after several contacts spread over time.
Unqualified meetings
A meeting obtained without verifying the need consumes sales time with no prospect.
How we approach prospecting
A documented, measurable and revisable programme.
We start from your real capacity: the packages you deliver, the project sizes you can absorb, the areas you cover and the lead times you can hold. Targeting follows from those constraints, not from a volume to reach.
The programme is then run with a full record of exchanges, which makes it possible to distinguish a definitive refusal from a postponement and to organise follow-up accordingly.
A built target, not a bought one
The prospecting list is constructed from genuinely relevant organisations and operations.
A message fitted to the person
The pitch differs depending on whether it addresses a designer, a main contractor or a client.
Multichannel sequences
Telephone, email and professional networks are combined according to each contact's habits.
Qualification before hand-off
Only exchanges meeting the agreed criteria are passed to your teams.
Methodology
Five disciplines organised around a single activity record.
Capacity analysis
Identifying the packages, operation sizes and areas your company can realistically address.
Building the target
Selecting organisations and projects matching those criteria, with the associated contacts.
Designing the message
Formulating an opening based on a concrete problem faced by the person being contacted.
Running the sequences
Executing contacts at a defined rhythm, with systematic recording of responses.
Qualifying exchanges
Verifying the need, indicative budget, timeline and the contact's role.
Review and adjustment
Periodic analysis of response rates and refusal reasons to correct target or message.
The process, step by step
From the market to the opportunity handed over.
- 01
Market
Reading the target segment: active players, operation types and the dynamics of the area.
- 02
Targeting
Building the list of organisations and contacts matching your criteria.
- 03
Outreach
Running the multichannel sequences, with a message fitted to each contact's role.
- 04
Qualification
Verifying the need, timeline, scope and decision level.
- 05
Meeting
Arranging the exchange with your team and passing on the context gathered.
- 06
Opportunity
Tracking progress, agreed follow-ups and feedback on the outcome of the exchange.
Exchanges that do not meet the qualification criteria are not handed over: they remain in the record for later follow-up.
Want to test a segment before committing?
A restricted scope lets you assess how receptive a market is before widening the programme.
What this service delivers
The expected effects concern both the pipeline and the commercial organisation.
Continuous prospecting activity
The programme does not stop when production activity increases.
Refocused sales time
Your team works on qualified exchanges rather than on finding contacts.
An objective reading of the market
Recorded refusal reasons tell you about positioning, price and competition.
A documented pipeline
Every opportunity is recorded, which makes order book gaps easier to anticipate.
A controlled market test
A new territory can be evaluated without recruiting first.
A sharper message
Field feedback lets you correct the company's commercial argument.
Deliverables and materials provided
The programme produces commercial material reusable in-house.
- Framing note: target, criteria and message
- Documented prospecting list
- Contact sequences and talking points
- Record of exchanges and refusal reasons
- Qualification sheet per opportunity handed over
- Periodic activity review and recommendations
Industries served
The programme adapts to the decision cycle of each segment.
Contractors
Prospecting with main contractors, developers and project owners.
Finishing and technical packages
Positioning upstream of specialist package consultations.
Manufacturers and suppliers
Specification prospecting with designers and contractors.
Engineering consultancies
Development with project owners and public authorities.
Site services
Plant hire, logistics, safety and support services on operations.
Energy retrofit
Approaching housing providers, managing agents and asset managers.
Engagement models
The programme is sized around your ability to absorb the meetings produced.
Defined campaign
One segment, one area and one duration, to assess how receptive a market is.
Continuous prospecting
A long-running programme with an agreed contact rhythm and regular review points.
Internal team support
Taking on the upstream phase while your sales people handle projects in progress.
Combined programme
Prospecting linked with lead generation or the contact centre, depending on priority channels.
Governance and transparency
Steering is based on shared activity indicators.
- Written and validated qualification criteria
- An accessible, up-to-date activity record
- Review points at an agreed frequency
- Unfiltered reporting of refusal reasons
- Compliance with applicable prospecting rules
- Prospecting data used solely for the assignment
The indicators presented are those of the programme actually run. No commercial result is promised in advance.
Frequently asked questions
The most common questions before starting.
Let us build a programme sized to your capacity
Useful prospecting starts from knowing what you can deliver, where and at what rhythm. That is where our conversation begins.
Continue reading
Depending on your situation, these pages complement commercial prospecting.
Related services
- Lead generation
To complement outbound prospecting with a flow of inbound enquiries.
- Contact centre
If handling calls and follow-ups is your main point of loss.
- Strategic consulting
If targeting fails because the positioning is not clear enough.
Solutions and industries
- Solutions by objective
To approach the subject through the commercial objective.
- Industries served
To situate your segment and its decision cycle.
- Resources
Our sector analyses, currently in preparation.
Go further
- Contact us
Describe your capacity and your target market.
- Home
An overview of the ADVERTCIX commercial chain.