Scaling Labs

Scaling Labs was hired by the Velar Group to tackle the task of proactively expanding the client acquisition efforts for one of its companies, Velar Clean Space, a provider of commercial cleaning and maintenance services. The CEO of Velar Clean Space aspired to move away from the reactionary approach based on referrals to reach out to a higher tier of clientele, primarily top hotels, and corporate offices. The intent was to initiate a proactive outreach and build sustainable relationships with property managers, leading to regular engagement and repeated business.

The project implementation by Scaling Labs involved a holistic strategy and involved a 2 to 5-member team. They were responsible for mapping the commercial establishment market and tracking daily market trends. This dealt with factors like the opening of new offices, the construction of buildings, companies relocating, and changes at the property and facility management level. In parallel, outreach was carried out via email, LinkedIn, and phone, with messaging fine-tuned for the specific sector, such as hotels, office tenants, or law firms. The team also handled follow-ups and kept the CRM updated, allowing the Velar team to focus solely on closing deals.

The results produced by Scaling Labs were commendable. They successfully constructed an outbound channel for Velar Clean Space directed at a superior client segment. The deliverable was expressed in a consistent stream of inquiries from potential customers looking for a cleaning service. The team provided these leads to the Velar staff, which included firms that returned even months later asking for a quote. Velar's trust in Scaling Labs was well-placed, leading to a successful enhancement of their client portfolio.