Staff Masters, Inc.
Hukill Hazlett Harrington Agency, Inc.
Pitzer and Associates
Trailer Marketing, Inc.

Company
Pitzer and Associates

Situation/Goal
This architectural firm is hoping to put themselves either in a position to sell to another firm or to expand the company to become more attractive to an internal employee for purchase. Increasing sales is the key ingredient.

Solution
The first thing we need to do is create an identity that is attractive to their markets. A strong brand leaves a good impression with not only the target markets for architectural services, but also those businesses that might be interested in merging or purchasing this firm.

A direct marketing campaign is also targeted to those markets served by Pitzer and other architectural firms that are believed to be the right size and type for interest in a possible acquisition.

Another part of the puzzle is educating the employees to make sales calls as follow-up to the direct marketing efforts. Marketing Pathways president, Cindy Neky, is also a trained sales trainer. She meets with all of the employees and spends several hours showing the architects how they should sell to the prospects they will be meeting with. It is a successful venture and everyone feels much more comfortable attempting this new twist to their positions.

While Pitzer and Associates has a limited budget for their marketing program, they are able to accomplish their goals in increasing awareness about their firm and increasing sales to users.