IT Company BSP Systems Ltd has Sights Set on the Commercial Market
BSP Managing partners’ Michael Davies and Paul Hunt are two budding entreprenuers who know exactly what they want from their growing IT business, and with a little support from Enterprising Barnsley are now in a position to expand their business in servicing the commercial market.
The company began trading six years ago initially in retailing then moved into web design ,network installations and IT business maintenance in the Barnsley area. Michael explains this was rather by default than design. “ It was by pure chance a customer phoned to ask for help with the installation of a new TV system which is not really what we set out to achieve, but this is what gave me the idea to set up BSP as a digital service and IT maintenance provider specialising in both the domestic and commercial markets,” says Michael.
Diversification is a key word in BSP’s business portfolio and as a result of growing demand and the partners’ vision for future growth decided it was worth while becoming Part-P Registered. This opened doors to PAT testing offices and work areas in the commercial sector in which the company were able to compete and pitch for new commercial contracts. ”We knew portable appliance testing was the way forward and as a result of an earlier web building development for a client we were able to win the regional office and showroom contract for VW/Audi Dealers’ Gilder Group,” explains Michael.
The dealership contract inspired BSP to further develop the commercial arm of the business and with the help and support of Shaun Higginbottom of the Barnsley Development Agency were able to carry out a diagnostic of the company’s future needs. BSP were aware of the fact that due to a lack of sales techniques and time resource they had tended to shy away from selling their own services, and rather than approach new customers directly found their new contracts were coming from referrals only.
“ We needed to address our lack of sales methods and that’s when Enterprising Barnsley through the BDA introduced us to Tony Pearson, an Enterprise Coach specialising in sales operations with the programme. Tony spent three days as our coach at no cost to our business and the work carried out included setting up a client database, cold calling and finding the decision maker, telemarketing techniques and providing guidance on how to use our current customers’ through referrals, “ says Paul.
The company has now seen the real impact of Tony’s coaching and just how beneficial the Enterprising Barnsley Programme has been for the business on the whole. So far BSP have won thirteen commercial contracts, and have employed two full time trainee engineers with further developments ahead including office expansion and potential premises in the north of Barnsley as well as the opportunity for two new engineers/apprentices to enter the business.
