'Click here for a comprehensive list of clients going back over 16 years'


Clark Whitehill were ranked amongst the top 15 accountancy firms in the UK throughout the early 1990s. Through a combination of residential workshops and in-house meetings, facilitated by Ian Farmer Associates, Clark Whitehill Consultants Ltd developed valuable new skills with which they won profitable new assignments as well as further exploiting their existing blue chip client base.
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Co-Cam enjoyed a market leading position throughout the mid 90s in Call Centre software solutions. To increase market share Co-Cam called in Ian Farmer Associates to develop a Value Added Reseller strategy. Ian Farmer Associates then undertook an interim management project to implement the strategy which encompassed creating internal infrastructures and procedures, appointing support staff and signing up Value Added Resellers.
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Data Exchange is an independent software house specialising in the design and develop of systems for the futures and options back office accounting market. To further strengthen their position in the turbulent financial services industry DESL commissioned Ian Farmer Associates to carry out a review of their business. The "deliverables" from the review included a two year sales and marketing plan which Ian Farmer Associates gave DESL practical assistance in implementing. This has included proposal writing, designing and building a corporate presentation, a complete re-write of the sales literature and implementation of a contact management, prospect tracking and direct mail database system.

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Envoy (now Aspect C&SI Ltd) had a 15 year track record in providing Call Centre and CTI solutions prior to their acquisition. To help grow their business Ian Farmer Associates worked with the board to develop and implement a new sales and marketing infrastructure which focused internally in the area of sales management and externally on communicating with clients and prospects.

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Lohmacs specialists in the provision of housing management systems for local authorities. Throughout the 1980s Lohmacs serviced their customer base with a DEC VAX based solution. When Lohmacs moved to the "open systems" arena Ian Farmer Associates helped Lohmacs to negotiate a co-operative marketing agreement with a major hardware OEM whereby the manufacturer supported Lohmacs' transition to UNIX with a major sales campaign and guarantied orders.

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Open Market were founded in 1994 and develop, markets, licenses, and supports high-performance software products that allow its customers to engage in secure business-to-consumer and business-to-business Internet commerce. Ian Farmer Associates has undertook an assignment to implement a database marketing system, source and populate the database with the appropriate data and then develop a marketing campaign to identify and target potential users of Open Markets Internet commerce products.

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Oracle is the world's largest database software company. Since they established their Direct Marketing Division in 1994 Ian Farmer Associates has undertaken the on-going training and development of all the telesales for their Europe Middle East and Africa telephone sales staff. Other Oracle Divisions using our services include Oracle University in the UK and Netherlands and Oracle UKs support sales operation.

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Resource Management with their RAPIER maintenance management and asset care system have enjoyed a strong market position for over a decade and were Oracle's first UK VAR in 1984. As part of a management buyout business plan, RMS needed a practical sales and marketing strategy. Ian Farmer Associates developed a plan that encompassed a direct sales major account plan, an in-direct sales 3rd party channel strategy and "teaming" with Oracle's direct sales force to win high value orders. Ian Farmer Associates went on to assist with re-writing RMS' sales literature, several successful mailing campaigns and the launch of a state of the art, pen-based maintenance management system.

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Sun Microsystems engaged Ian Farmer Associates when they launched their international call centre operations in Dublin. The international team of telephone sales people, who are responsible for selling Sun's Sunsoft software across Europe, attended Ian Farmer Associates 'Making the Telephone Sale' training course.

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UUNET, the worlds largest business ISP, appointed Ian Farmer Associates to design and run a sales training programme for their international sales team. The team sell exclusively through channels and Ian Farmer Associates implemented a programme that enabled the sales team to develop skills to plan, control and motivate international indirect sales channels to exceed sales targets and increase market penetration.

Based on the success of this programme Ian Farmer Associates then implemented an annual programme for telesales, account management, major account management, new business sales and sales management.

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Newtown are a specialist, rapidly growing manufacturing and process management consultancy based in the Midlands. To fulfil their growth plans in 2002 they needed to dramatically improve their sales ability and in particular increase their new business appointment rate. Following an Ian Farmer Associates training programme they increased their appointment rate by 600% in the second half of 2002 compared to the first 6 months.

 
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CASE STUDIES

 
 
'The deal management workshops Ian facilitated were tremendous value - they not only helped reinforce the major account management training Ian had delivered but they also helped us to advance several opportunities'

Tony Sheilds, Sales Director Telefonica (UK) Ltd























'Without doubt the training and coaching we have received from Ian Farmer and his team have made our people one of our key competitive advantages'


Mike Neame, Managing Director, Lapland UK Ltd