Building Radar Customer Workflow

Conditional logic and integrations will level up your workflows.

Welcome to Building Radar - Please read the intro!

We want to get to know each other

Deluxe Package

Standard Package

Basic Package

Step 1 - Part 1: How does a good project look like?

In which Accounts are you interested in?

Step 1 - Part 2: How do you track your sales efforts right now?

Step 2 - Part 1: What makes a lead interesting?

Step 2 - Part 2: Who takes care of what during acquisition?

Step 3 - Part 1: What could be improved in the future?

Step 3 - Part 2: What is the goal of using Building Radar

The actual work starts

Research

Integrate with other tools

Welcome to Building Radar - Please read the intro!

Welcome to Building Radar and thanks for your trust!
We want to help you increase your sales pipeline - so that you can focus on what matters most! Talk to the prospect and future clients.

To get this done, we need your help - there are 3 Steps we need to take before we start.

Step 1.
How do you do Sales right now?

Step 2.
What makes a lead interesting and who takes care of what during research/acquisition?

Step 3.
What could be improved in the future and what is the goal of using Building Radar within your sales process?

We want to get to know each other

Who are we?

Building Radar is an automated reasearch tool for identifying new constructions sites. Due to an Artificial Intelligence, we are able to research super fast. That´s why we are known as an early stage lead provider that helps you being the first talking to your customer!

The earlier the information, the less deep it is - of course. To work with very raw information, we help you with prioritization and useful tips to make to most out of your effort.

Before we start, give us some information about you, please.

Company Name

User Name

What package did the client buy?

What is your role within the sales team?

Deluxe Package

At the Deluxe level, a dedicated staff member is assigned to make sure this client is successful:

1

Schedule a kick-off call with client
2

Offer to schedule a training session
3

Determine success milestones

Standard Package

The standard package might not have a dedicated staff member assigned to the client, but they will receive a kickoff call to make sure they start off successfully.

1

Schedule a kick-off call with client
2

Refer them to relevant help resources

Basic Package

The basic package might have no extra service, but you'll still send them a welcome email with resources for them to follow.

You can pre-fill an email with content from your workflow!

Step 1 - Part 1: How does a good project look like?

To set this up yourself watch this quick 3 minute video or check out the help article below.

What are the ideal projects you are looking for (think of former successful projects - what made them successful?)

1

Many different products could be placed
2

The contract volume was high
3

The involved parties were happy and we build a good relationship
4

The project was a lighthouse project
5

The sales process was quick and easy
6

The margin was high

In which countries/continents are you interested

1

Germany
2

Switzerland
3

Austria
4

UK
5

Ireland
6

Rest of Europe
7

USA
8

Australia
9

Asia
10

Africa

Type in if you are interested in a specific area (states or ZIP Codes)

Which building category are you interested in?

1

Education (schools, kindergartens, universities, libraries, research buildings)
2

Offices
3

Healthcare (Hospitals, farmacies, care institutions)
4

Sports (Swimming & Spa, Stadiums, Halls)
5

Gastronomy (Hotels, Restaurants, Holiday Home)
6

Landscaping
7

Infrastructure (Airports, Bridges, Harbours, pipelines, car parks, road constructions, sewage, stations, tunnels)
8

Agriculture
9

Retail (Shopping, Supermarkets, Banks, Car Dealerships)
10

Living
11

Culture & Events (Conference, Tradefairs, Museums, Theaters, Operas, Concert Halls, Cinemas, Zoo, Monuments)
12

Industrial (Logistics, Energy supplies, waste, facturies)
13

Public Service (military, police, fire brigarde, prisons, administration)
14

Historical and religious buildings

To select the right phase, you need to know whether there is a limited time frame of influence or there is a point in the process where you can´t take influence on decisions. If you are not sure, please select none - it will be corrected later/over time.

Which phase is interesting for you?

1

Preplanning
2

Planning
3

In Construction
4

Completed
5

None

The Budget we ask for means the whole construction volume. You can answer in percentage or in numbers or both. Remember - the more information you have, the more precise we search. But if the information isn´t correct, it may affect a negative result.

Our percentage in a construction site is between:

1

0,1 - 0,5 %
2

0,5 - 1 %
3

1 -2 %
4

2 - 5 %
5

5 - 10 %
6

10 - 20 %
7

20 - 50 %
8

50 % or higher
9

not known
10

not clear to define

We are interested in projects with a volume of (remember it is the whole amount of the construction site)

1

200.000 - 1 Mio.
2

1 Mio. - 5 Mio.
3

5 Mio. - 10 Mio.
4

10 Mio. - 20 Mio.
5

20 Mio. - 50 Mio.
6

50 Mio - 100 Mio.
7

100 Mio or more

We are interested in the following type

1

Green Field (New Buildings)
2

Brown Field (Reconstruction)
3

(Untitled Option)

We can talk with the following people to take sales influence:

1

Architects
2

General Contractors
3

Investors
4

Planners
5

Special Accounts
6

We do not necessarily need a suitable contact person in the first place

Are you interested in positioning one or more products?

Which product do you want to position? Type the product, the minimum amount and the price per product you want to position within the project

1

Product A, min. amount, price/product
2

Product B, min. amount, price/product
3

Product C, min. amount, price/product
4

Product D, min. amount, price/product
5

Product E, min. amount, price/product

In which Accounts are you interested in?

In which special Accounts are you interested in? (You can also write Company Names of which you have worked with in the past and would be happy to do so in the future)

Step 1 - Part 2: How do you track your sales efforts right now?

How many projects do you win with proactive sales activities right now (per year)?

1

1
2

2-5
3

5-10
4

10-20
5

20-50
6

50 -100
7

100 and more

How much time do you spend for research right now (1 week, 1 person)

1

less than 1 hour
2

1 - 2 hours
3

2 - 5 hours
4

5 - 10 hours
5

10 - 20 hours
6

20 hours and more

How many people work in research & proactive sales

1

1
2

2
3

3 - 5
4

5 - 10
5

10 - 20
6

20 - 50
7

50 and more

How many sales calls do you make a week (with the intention to get another meeting set)?

1

1
2

2 - 5
3

5 - 10
4

10 - 20
5

20 - 30
6

30 - 50
7

50 - 75
8

75 - 100
9

100 - 150
10

150 - 200
11

200 or more

How big is the percentage of your sales earnings in regards to overall revenue?

1

less than 1 %
2

2 - 5 %
3

5 - 10 %
4

10 - 20 %
5

20 - 50 %
6

50 % and more

How many appointments do you arrange per week to acquire new projects?

How is your sales team structured?

1

Marketing creates inbound, inside sales researches, field sales talks to customer
2

Inside sales calls and makes meetings, outbound sales/consultant takes over then
3

External Agency to help with meetings, then sales person or project consultant takes over
4

No sales team - Territory owner or CEO is responsible for sales
5

Different data sources, sorting of most valuable projects, CEO or territory owner takes over
6

Differerent Data sources, inside sales team follows up and qualifies, forwarding to dedicated sales person
7

None of the above mentioned

To track our sales efforts we use

To see if the project is a fit, we check the following (please select also more than one)

1

Deal Size
2

Likelihood to win the project
3

Known Contact Person or Company (such as Key Accounts)
4

Timing
5

Keywords that indicate the fit
6

References within the same area
7

Positioning within a specific region/area - home base advantage
8

Market leadership within a special building category FILL OUT FORM

How do you evaluate the likelihood to win a project?

1

Please write down yourself (such as Deal size, product fit, CPV codes, special keywords, Key Accounts, Personal Connection to Client/Partner, former experience from similar projects)
2

Please write down yourself (such as Deal size, product fit, CPV codes, special keywords, Key Accounts, Personal Connection to Client/Partner, former experience from similar projects)
3

Please write down yourself (such as Deal size, product fit, CPV codes, special keywords, Key Accounts, Personal Connection to Client/Partner, former experience from similar projects)

What is your actual conversion rate from Lead to valuable Opportunity?

What is your actual conversion rate from valuable Opportunity to a won project?

Step 2 - Part 1: What makes a lead interesting?

In which units do you measure your potential deal size

1

square meters
2

amount of pieces
3

gross floor area
4

Floors of the building
5

Percentage of construction volume
6

Number of rooms
7

Number of apartments
8

Amount of Cellars/Cellar included
9

None of the above mentioned

How many different products (inc add ons)are you planning to position with direct sales activities? (e.g. if you are a flooring company with different floors, but only carpets, please select 1 - if you have also wooden floors and caprets, please select 2)

1

1
2

2
3

3
4

4
5

5
6

6
7

7
8

8
9

9
10

10
11

more than 10
12

(Untitled Option)

Please select the average price per unit/product (the price you would write on the prospects offer)

1

1 € - 50 €
2

50 € - 100 €
3

100 € - 250 €
4

250 € - 500 €
5

500 € - 1.000 €
6

1.000 € - 10.000 €
7

10.000 € - 50.000 €
8

50.000 € - 100.000 €
9

100.000 € - 250.000 €
10

250.000 € - 500.000 €
11

500.000 € - 1.000.000 €
12

1.000.000 € - 10.000.000 €
13

10.000.000 € - 50.000.000 €
14

50.000.000 € - 100.000.000 €
15

more than 100.000.000 €

How many units of a product you would like to position at least? E.g. you are a flooring company, you would like to have 1.000 squaremeters (sqm) of carpet. 1 sqm costs 30,00 € in average. So your dealsize would be 30.000 €. The number to select is 1.000

1

1 - 5 units
2

5 - 10 units
3

10 - 50 units
4

50 - 100 units
5

100 - 500 units
6

500 - 1.000 units
7

1.000 - 5.000 units
8

5.000 - 10.000 units
9

10.000 - 50.000 units
10

50.000 - 100.000 units
11

more than 100.000 units

How important is it to know the decision maker at the first place in regards to winning the project

1

Very important
2

Important
3

Not really important
4

Irrelevant

Which of the named specifications in regards to the project type is attractive for you?

1

Luxury, comfort, extravagant, high class, high quality, classic, imposing, etc.
2

Modern, fancy, revolutionary, clean, contemporary, state-of-the-art, etc.
3

Smart living, IoT, Internet of Things, connected, digital, digitised, etc.
4

Sustainable, viable, green, renewable, efficient, KfW, etc.
5

Social housing, state subsidies, fundings, flashpoints
6

Prefabricated house, turnkey, ready to use, all from one hand
7

Other

Type your top three building categories (most interesting, most valuable, most likely to win the project)

1

E.g. Office
2

E.g. Schools
3

E.g. Logistics

Step 2 - Part 2: Who takes care of what during acquisition?

How are responsibilities structured within sales activities/sales team?

1

Territory wise Project (ZIP codes of projects)
2

Territory wise Contact (ZIP codes of decision-makers/key accounts)
3

Industry-wise (Hotels/Infrastructure/Tunnels/Education etc.)

How busy is each sales team/site?

1

Very equal split - good ratio of demand/capacity
2

Some need to decline requests, others are seeking
3

Highly volatile within all teams (e.g. seasonal business)
4

All teams are looking for new business short-term
5

All teams are looking for new business midterm
6

All teams are looking for new business longterm

What happens as a first step during acquisition?

Who is responsible for the first step?

What happens after the first step? How does the second step look like?

1

Check with internal database
2

Try to book a meeting
3

Sent (another) mail
4

Research Contact via LinkedIn or common tools
5

Having a longer call with product information included
6

We don´t have a sales process built yet (if so, click other within the next three questions)
7

Other

Who is responsible of the second step?

1

Team Assistant
2

External Partner
3

Sales Rep/Inbound SDR/back office
4

Account Executive/ Key Accountant etc.
5

Head of Level or Higher
6

Other

Is there a further step coming? If yes, what is happening now?

1

No further steps
2

Having a(n) online meeting with the prospect to get to know each other
3

Sending an offer
4

Sending informative materials like presentation/ catalogue/ sheets
5

Presenting Samples
6

Other

Who is in charge with the customer relationship and closing the deal?

1

Account Executive/ Key Accountant
2

Consultant
3

Head of Level
4

C-Level or Director / Procura
5

Other

Step 3 - Part 1: What could be improved in the future?

Don´t be shy! Every organization has its strengths and weaknesses. We are here to help you maximize your strengths and reduce some unnecessary pain points. Therefore it is valuable and helpful to get a better understanding of which levers we can tackle.

How many relevant projects in the market do you think you know?

1

0 % - 10 %
2

10 % - 25 %
3

25 % - 50 %
4

50 % - 75 %
5

75 % and more

How good is your sales efficiency?

1

very good
2

good
3

ok
4

bad

How far ahead do you plan? Until when are your books fully booked?

1

They are not fully booked at the moment.
2

The next 1 - 3 months
3

The next 3 - 6 months
4

The next 6 - 12 months
5

The next 12 - 18 months
6

The next 18 - 24 months
7

More than 24 months

On which (production) capacity level have you been the last 24 months in average?

1

0 % - 25 %
2

25 % - 50 %
3

50 % - 60 %
4

60 % - 70 %
5

70 % - 80 %
6

80 % - 90 %
7

more than 90 %

Do you think you have a full overview within your sales process - that every step is transparent and clear? (100% means you´re a f*** guru)

1

0 % - 20 %
2

20% - 40 %
3

40 % - 60 %
4

60 % - 80 %
5

80 % - 100%

How would you rate the size of your team in regards to workload?

1

The team is far too small for the work that needs to be done
2

The team is far too small for the work that needs to be done
3

The team size matches the workload quite well
4

We sometimes have too many people working on the same things.
5

We often have too many people for the workload

How much do you agree with the following sentence: "People know our brand quite well and they come to us with specific product inquiry."

1

Everyone knows us. We are the biggest and best player in the market.
2

Sometimes we hear something like that.
3

We are happy when people know at least our brand.
4

Only a few people know us and our products.
5

We are rarely not known at the market.
6

We just entered a new market and try to build something.

Is your company and your product good at/with solution selling?

1

We always provide a solution rather than a standalone product.
2

We try to sell solution based and sometimes it works.
3

We are good at both - solution and product selling.
4

We would like to sell more solutions.
5

We are not selling solutions.

Step 3 - Part 2: What is the goal of using Building Radar

Please Rank the next thre sentences with priorities from 1 - 3. Priority 1 is the most important one for you

"We want to win more projects!"

"We need a beeter understanding of the market/want a bigger piece of the market share!"

We need a better sales process / we need to get more efficient

How many additional projects would you like to win a year? (maybe not within the first year, because it takes some time to get routine and build a pipeline)

How big is your market share at the moment?

How much do you want to increase your revenue with Building Radar in percent?

1

0 % - 2 %
2

2 % - 5 %
3

5 % - 10 %
4

10 % - 15 %
5

15 % - 20 %
6

20 % - 30 %
7

30 % - 50 %
8

50 % and more

The actual work starts

Thank you for you insights! Now we know where we start and what we want to achieve together!

The Acquisition Phase looks the following:

Select if project seems interesting or not
If no selection is possible, park the project to a selected date or forward to a person within your company to clarify
Work on the interesting projects: Research! Find enough information to take sales action
Take sales action (write email, call, set meeting, visit prospect)
Export Info to your Sales System (please let us know, if you don´t know how to proceed, we are happy to help - or check our Blog)

Research

Steps within the research to do

Verify Building Category (office, living etc)
1. specification within Category (social housing, luxury, sustainable, smart building etc.)
2. Size of the Building (square meters/gross floor area/floors/units?)
3. Amount of potential positionable products
Estimated Deal size (calculator/former numbers/percentage of construction volume..)
1. AUTOMATED PRIORISATION
2. POSSIBILITY TO SET ON PRIORITY LIST
3. select possible products to offer
Contact/Company known or research contact
1. Company (IDEA: Checklist -5 ways how to do it)
2. Person
3. Contact Details
Call to Action
1. Call (provide skipts for different use cases) + automated check list of open points to ask - link VOIP system to track calls
2. Follow Up Mail - Link mail system
3. Task reminder / snooze etc