Scaling Labs

BACKGROUND

Please describe your company and position.

I am the CEO of Velar Group

Describe what your company does in a single sentence.

I am the CEO at Velar Clean Space, part of Velar Group. We provide cleaning and maintenance services for commercial properties, mainly class A office buildings, hotels and the offices of law firms and corporations. We have been on the market for about 6 years, and the whole group, including on-site staff, employs several hundred people. 

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Scaling Labs to accomplish?

• We wanted to launch a proactive client acquisition channel. Until then new clients came mostly from referrals and tended to be smaller companies. The goal was to reach a better segment, top hotels and companies in office buildings, instead of waiting for enquiries, and to build relationships with the people managing those properties so they would come back to us when a need arose.

SOLUTION

How did you find Scaling Labs?

• Online Search
• Referral
• Clutch Site
• Other

Why did you select Scaling Labs over others?

• Great culture fit
• Referred to me
• Company values aligned

How many teammates from Scaling Labs were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

Scaling Labs built an outbound channel for us aimed at a better client segment. The scope covered: mapping the office building and hotel market together with the tenant companies and the people managing each property, daily tracking of market signals (new office openings, buildings under construction, companies relocating, changes at property and facility manager level), messaging tailored per segment (hotels, office tenants, law firms), outreach by email, LinkedIn and phone, follow-ups on their side, and keeping our CRM up to date, so that our team only handled conversations and closing. The deliverable was a steady flow of enquiries from companies looking for a cleaning provider, handed to our team, including companies that came back months later asking for a quote.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

A steady flow of 20-30 enquiries a month from companies looking for a cleaning provider, a channel we simply did not have before. Over 14 new clients in the first 8 months, mostly from the target segment: premium hotels, office tenants and law firms. On top of that, companies that were not interested at first came back months later asking for a quote.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Everything was delivered on time. Scaling Labs runs the campaigns on its own, keeps an eye on the results and updates our CRM itself, so it needs no supervision from us. Whenever we raised a point about the messaging or the kind of companies we target, the changes were made right away

What was your primary form of communication with Scaling Labs?

Virtual Meeting

What did you find most impressive or unique about this company?

The change in how our team works. Instead of sending emails, making calls and driving around, we now focus on conversations with interested companies, quotes and sales. We were surprised by how many contacts came back months later, ready to sign. These are contracts that would never have closed without this process.

Are there any areas for improvement or something Scaling Labs could have done differently?

No