Sales and marketing support opens new doors for engineering firm

Background

Launched in 2019 by husband-and-wife team Asish and Pavlina Chauhan, East Herts-based AKN Engineering provides site engineering and surveying to the construction industry. Asish is the company’s lead engineer and looks after the operations side of the business, while Pavlina is responsible for surveying, producing specialist technical drawings and new business. AKN has a team of seven engineers and is based in Bishop’s Stortford.

The Challenge

In the early days, the company grew by word of mouth, but Asish and Pavlina wanted create a more sustainable business by winning new clients and expanding. However, despite being excellent, experienced engineers, Pavlina admits that sales and marketing wasn’t the team’s strong point – which is why they turned to Hertfordshire Growth Hub for support.

The Solution

The first step was for Pavlina to meet with Growth Account Manager Wendy Gibbs, who carried out a review of the business and discussed Pavlina’s growth aspirations. Wendy initially provided Pavlina with fully funded, one-to-one marketing advice, guiding the business on how to identify clients, create an elevator pitch and marketing plan, expand their social media presence, and build a step-by-step approach for pursuing new clients.

While the marketing strategy had the desired effect, opening doors to new clients, Pavlina realised the business was not properly capitalising on opportunities once they were in front of them. At first, she approached a consultant sales director for support, but that proved expensive and ineffectual, so she once again asked the Growth Hub for help.

We were able to provide impartial advice on creating a value proposition and how best to present the company in meetings. Importantly, we covered a range of details that can make all the difference between securing new business and missing out.

As well as receiving ongoing advice and support, AKN has taken part in several of Hertfordshire Growth Hub’s fully funded webinars and workshops led by experienced practitioners, and attended its flagship event, All the Help You Can Get. The latter showcases what both the Growth Hub and other providers of funded business advice and support offer, as well as running bite-sized workshops and networking opportunities.

AKN is signed up to the Growth Hub’s monthly newsletter to ensure the team stays up to date with all of the latest services, new funding opportunities and busy calendar of events.

The Impact

Since receiving advice and guidance from Hertfordshire Growth Hub’s Growth Account Manager Wendy Gibbs, AKN has taken on a dedicated marketing person – freeing up Pavlina to focus on other aspects of the business. The team now has a clear marketing and sales strategy, and has increased its LinkedIn following fourfold.

As a result, AKN has secured one new client and is in talks with two more. New employees have been recruited and Pavlina says the company is now on a sustainable, upward trajectory, with the goal of winning two new clients a year.

“Hertfordshire Growth Hub has been there whenever we needed them. The sales advice meeting was the best meeting I’ve ever had – it makes such a difference when you talk to someone who isn’t trying to sell you something and simply has your best interests at heart. Everything takes time in our industry but the advice has worked and we’re winning new clients. I can finally sleep at night!”

- Pavlina Chauhan, Founder, AKN Engineering