Proactive business development · Events industry
We find the people worth speaking to — inside your existing relationships and beyond them. Then we pick up the phone.
The gap we fill
The old client. The enquiry that went quiet. The company that looks like a brilliant fit.
Then a live brief lands. A site visit runs over. A proposal needs finishing. Proactive business development slips down the list again.
That Works gives those conversations the dedicated attention they need. From deciding who to approach to actually getting in touch.
Two places to look. One human approach.
Start with the relationships you already have, the clients you want next, or both.
Your next opportunity may be an old conversation.
Previous enquiries. Dormant customers. Opportunities that stalled. We assess what you already know, identify the relationships worth revisiting and personally reconnect.
New companies. A considered reason to approach.
We use your existing customers and commercial context to find organisations that fit. We identify the right people, establish why an approach makes sense and start the conversation.
The approach
Technology helps us decide where a conversation should happen. Commercial judgement gives it a reason.
What you know about your customers, enquiries and market.
Why a company, a person or a moment may be relevant.
A considered order for where to spend outreach time.
We call, listen, ask useful questions and follow up.
Where interest exists, a qualified handover with context and next steps.
Real outreach. Real conversations. Handled by us.
Are they planning an event? Who makes the decision? Is the timing right? What would make them consider you?
Sometimes the conversation creates an opportunity. Sometimes it tells us who makes the decision, how suppliers are chosen or when to get back in touch. That intelligence guides the next action.
A REAL EXAMPLE FROM OUR CLIENT OUTREACH
On behalf of our client, we approached a business that looked like a strong fit. The first person told us their events were handled internally.
Rather than close the account, we used that information to identify the actual events lead.
The next conversation established that external agencies were used when appropriate and opened the door to a future conversation.
The first conversation didn’t create the opportunity. It created intelligence that told us where to look next.
Who we work with
Revisit previous briefs and client relationships. Approach new organisations with a clear reason your agency could be relevant.
Reconnect with past bookers and enquiries. Identify organisations whose events may fit your space and offering.
Put dedicated attention behind relationships and new-business outreach when your team is occupied with delivery and live enquiries.
About That Works
That Works is founded and led by Alex Ryan, with experience across sales and commercial leadership in the events industry.
We combine research, technology and AI-assisted analysis with human review. The point is to make better decisions about who to contact — and then follow through.
We should be able to explain why someone is worth your business development time.
And we should be prepared to have the conversation ourselves.
Before we talk
REVIVE starts with usable historic customer or enquiry information. We’ll assess its suitability with you. DRIVE can start without a historic CRM backlog, using your customers, offering and commercial context to shape who to approach.
Yes. Research and prioritisation are preparation for outreach. That Works proactively contacts people, has the conversations, records what is learned and follows up where appropriate.
Relevant conversation notes, commercial intelligence and clear next steps. Where a genuine opportunity is identified, we hand it over with the context your team needs to take it forward.
Your team owns proposals, pricing and closing. Our role is to identify where conversations are worthwhile, carry out the outreach and qualify potential opportunities.
No. People’s needs, timing and decisions are outside our control. We agree the scope of activity and reporting with you, and report what the outreach is actually producing — conversations, intelligence, potential opportunities and next steps.
We agree access, permitted use and handling before work begins. For CRM-based delivery, we aim to work through a dedicated user account in your CRM, with activity and notes recorded there. We don’t bulk-import your client contacts into the That Works CRM.
Start with a conversation
Tell us about your business, the clients you want and the conversations you haven’t had time to have.
We’ll discuss whether REVIVE, DRIVE or a combination makes sense for you.
Book a discovery callhello@that-works.co.uk