Already established in the utilities market, COGNICA wanted to expand into the construction industry. “We needed the best market intelligence available,” says Lisa Benge, Marketing Executive at COGNICA. “Our service is particularly beneficial on high-value or complex projects where it makes sense to outsource this part of the process. Glenigan could provide us with the level of detail we were looking for and identify the right types of projects to pursue.”

The Glenigan Solution

Working with Glenigan, COGNICA extended its subscription to its marketing division, project teams and proposal managers so every part of the company could follow the same lead from initial contact to completion and respond at every stage. “Project developers consider documentation at a very specific point in the process, so timing is everything,” says Benge. “As Glenigan allows you to track projects we can monitor developments and make contact at just the right time. We also want to be in touch with senior contacts as they often refer us to other projects they’re working on. We can easily find them on Glenigan. It saves us so much time in the long-run.”

Results

COGNICA found that over 50% of the company’s current project list results directly from Glenigan leads. “The accuracy and level of intelligence that Glenigan gives you are second to none. It’s helped increase our client base, it’s increased the number of projects we can target, and it’s increased the confidence of our teams by providing that extra level of market insight that keeps them up-to-speed.”