Sales - Aurora Marketing

Driving Sales Growth

Our mantra is more revenue. We help our clients keep their existing clients and renew their most important contracts. We help them win new clients, bigger contracts and work in new fields. And we help them move the conversations with their clients away from being focussed exclusively on price. The end result is more sales in the door.

Whether you’re new in the game or looking to refresh, relaunch and reinvigorate, we can help you kick things in to high gear. We’ll work with your team, or we’ll step in and be your team if you need.

We have worked with a diverse range of clients in all sorts of industries from property development to law firms to education providers. And we are the creative force behind several market leaders and industry innovators including Childhood Australia (and the AlphaTykes and Dynamight Kids programs that they deliver) and the international Krav Maga Core training and accreditation organisation.

Our past work with corporate identities and new brand launches has been recognised by the Australian Marketing Institute as the best in the field.

Here are some of the services we offer:

Corporate Identity, Competitive Positioning and Messaging
Corporate Collateral and Sales Support Materials
Market Research and Customer Surveys
Training, Mentoring, Coaching, Managing
Doing Deals

Corporate Identity, Competitive Positioning and Messaging

The foundation for any business is its corporate identity. We help you to take control of what your clients think about your business and purposely position your business in their minds.

We start by building an understanding of customer psychology, buyer behaviour, decision-making process and the competitive landscape for your industry. And from this basis, we then help you to create the vision for your corporate identity that you will present to your clients. We articulate your areas of differentiation, create your competitive edge and craft your message.

Without breaking the bank, we’ll help you get off on the right foot in the following ways:

Look and feel of your business (logos, branding elements, style guides etc)
Positioning strategy (target market identification, market scanning, competitive analysis etc)
Communication strategy (strategy statements, key messages, corporate descriptions etc).

Corporate Collateral and Sales Support Materials

Your ability to connect with your clients and persuade them to do business with you is fundamentally powered by your corporate presence and the tangibles that you have on hand to support your sales and client relationship activities. We work with you to perfect and galvanise the full spectrum of resources and materials that you need. And we specialise in getting bang for buck with tools that work, such as:

Corporate profiles, capability statements, professional profiles, project sheets, case studies
Proposal letters, product or service descriptions, information sheets
Brochures, flyers, catalogues, email blasts, direct mail pieces, campaign materials
Websites, social media, e-commerce
White papers, research reports, technical documents, executive summaries
Tenders, grants and award submissions (see separate section).

Market Research and Customer Surveys

Keeping your finger on the pulse helps you to identify problems before they become critical and identify opportunities to improve so that you can stay ahead of the competition.

We favour simple and straight-forward market research and customer survey programs such as:

Feedback surveys
Customer satisfaction surveys
Team or relationship health checks
Gathering endorsements and testimonials.

Training, Mentoring, Coaching, Managing

Keeping your sales, business development and marketing team on fire is an ongoing journey. We can help you ignite the spark within the team, turn up the heat and keep the fire burning. Our services here are completely customised to your needs. We start with a needs analysis and then prepare a development plan that fills the gap.

Our training topics cover the full range of issues relating to sales, tendering, business development, marketing, customer service and account management. We’ll agree with you what your specific training objectives are, such as improving skills, introducing change or a new approach, reengineering a system or process, gaining acceptance, and inspiring and motivating the team. And then we customise our delivery methodology to suit your needs:

Face-to-face or on-line
Individual, small group or large format sessions
One-off or an ongoing program
Interactive or lecture-style
Short sessions or full-blown courses
Participation-only or assessed.

Figure 2: Training, mentoring, coaching and managing – customised to you every step of the way

In addition to our sales, business development and marketing programs, we have also developed a range of early educational courses for Childhood Australia including the AlphaTykes and Dynamight Kids programs, the associated teacher accreditation courses for each program, and a full series of Krav Maga Trainer and Instructor courses for Krav Maga Core.

Doing deals

Sometimes what you really need is someone to step in and roll their sleeves up. To make some calls. To run some meetings. To do some deals. We have the experience, skills and capability to join your team and help you fly your flag.

WHAT OUR CLIENTS SAY

“As a firm of solicitors in a new market, it was very important for a significant first impression to be made. With that in mind we approached Aurora Marketing. I was particularly impressed with the professionalism of and capability of the team at Aurora. They produced the result we desired within days. Everyone who sees our letterhead and business cards responds positively, and we are now able to put the issue of our 'first impression' behind us and move on to matters which are equally significant - the provision of quality service.”

Cronin Litigation Derek Cronin - Principal

"The bulk of our company’s people have a strong background in the engineering and construction industries and it would be fair to say that marketing was always something we just never got around to. There was therefore a considerable degree of scepticism when we engaged Aurora to assist with our marketing planning. The results have been outstanding and the process as efficient as we could have hoped for. Aurora listens, they spent the time to understand our business, our people and our strategies and then produced a plan together with useful documentation which will underpin our marketing for the future.
Like most professionals, we thought our area of expertise was too complex and complicated to realistically explain to someone without similar industry experience. I’m glad we were wrong. Aurora has broken down the complexity and produced a clear, succinct message and plan for our company for the future and we have all learnt from the process. As a company who specialises in project management, it was a delight to be managed for once!!”

Ranbury Management Group Scott Kennelly - Managing Director

“Aurora Marketing was engaged to assist us with our bid for design, manufacture and maintenance of new trains for Sydney. This project was unprecedented in size, tortuous in process and extremely competitive. The stakes for us were very high which is why we needed a strong submission management team to give us every edge. The Aurora Marketing team was brought on board for the initial EOI and worked as an integral part of our team for each of the major submissions over the next two and a half years. They were involved in developing the pitch strategy of the bid, and worked with our team to edit and desktop publish the entire submission which was ultimately several hundred volumes of material. Not only did they assist with very technical documents but they took the lead on a number of documents which were core to our sales message including the executive summary and the vision documents of the bids.”

Reliance Rail Greg Pauline - Project Director

“I was delighted with Aurora's service for our submission. The staff are versatile, highly skilled and very proficient. Even more important, they brought a real sense of fun into our bid office - an invaluable commodity in a stressful enterprise like this bid.
I was impressed with the level of understanding of our business that Leann achieved through her participation in our planning/briefing workshops. This deep understanding proved to be invaluable at the most intense stage of submission writing – it gave us such confidence that we were able to have her working directly on developing and finalising some of the content with a high level of independence from our in-house team – with a great improvement in the efficiency of the process. We appreciated Aurora's "Can-do" attitude. Many times they put their hand up for extra tasks (like an unplanned phone survey of around 100 people) – and delivered on time. The proficiency and skill levels of Aurora's "back-office" team was able to accommodate a number of last minute changes into text, tables and diagrams – and do this quickly and reliably.
Having the key Aurora team-members physically integrated with our bid team in our bid office paid great dividends for the finished product – in the seamlessness and confidence of our communications, and in the responsiveness of the update and review process.”

John Holland Chris Stanley - Business Development Manager

“I engaged Aurora Marketing to assist in preparation of submission to a government Taskforce. I was thoroughly impressed with the professionalism of the team. They were easy to work with, met deadlines, and, most importantly, the finished product was of the highest standard. I recommend them without hesitation.”

The Royal Children's Hospital Adjunct Professor Alan Isles - District Manager

“We engaged Aurora Marketing to do a complicated research project. Aurora quickly locked on to our requirements and I had full confidence that they understood precisely what I wanted. One of the most outstanding aspects of working with Aurora was that the quality of their work and the way in which they presented the results made it easy for me as a CEO to present to my Board and properly communicate the outcome of the project. And finally, when we implemented Aurora’s recommendations from the project, we achieved results in excess of our expectations.”

Raine and Horne Queensland David Cathcart - Chief Executive Officer

“I had the pleasure of having Aurora Marketing as part of our in-house bid team for a recent major Defence opportunity. The Aurora team of Kara, Allan and Mike integrated well into our team environment and throughout the process they challenged our thinking, and provided expert opinion on how we structured our solution. They quickly understood the technical elements of the RFT and were able to translate this into professional and extremely well written management plans. The whole team was tireless in their commitment to the bid and their enthusiasm was paramount during the closing stages. As Bid Director it made my job infinitely easier by having Aurora onboard!”

Transfield Services Kevin Longland - Executive Manager

"Laing O'Rourke has benefited from the services of Aurora Marketing for over 18 months. Leann and her professional team of communication experts continue to provide strategic advice and bid direction supporting our bid teams. The depth and breadth of experience within Aurora Marketing brings to our major projects significant support in all areas of bid process, development and production. Driving clarity around bid strategy, project objectives and critical client issues are key strengths as is keeping the bid team on task and disciplined in their approach.
I enjoy their passion for the writted word and value their high standards and would recommend them on any major tender."

Laing O'Rourke Mary-Jane Bellotti - General Manager

"I recently worked together with Leann and her Aurora team preparing the tender submission documents for one of Australia’s largest PPP construction projects to date. From the start, the Aurora team, led with true passion by Leann and what she believes in, established themselves within the bid office and started getting processes into shape. The submission strategy, style and target, which was of course to win, were quickly established around the special requirements of the project. The team quickly assessed the unique nature of the project and Client requirements and drew on their extensive marketing experience, understanding and knowledge to come up with what we believed to be a winning formula. Leann ensured that the team was sufficiently resourced to cope with the changing demands of the very tight schedule for submission and over time, Aurora took on more tasks as our confidence in their ability grew. The Aurora team were some of the most professional people that I have had the pleasure to work with, quality oriented in what they produced, innovative and with endless endurance even under the most daunting deadlines. The ability to take engineering drafts and turn them into professional, technically viable documents was achieved with excellent efficiency and always on time. All this was achieved in a cheerful working atmosphere, generated largely by Aurora’s unique relationships that they developed with the in-house bid team. The integrated team approach was definitely advantageous and allowed one on one responsive discussion and moulding of the submission documents to achieve the desired result. The finishing touches including graphics and formatting were all expertly achieved within the highly talented Aurora team so that the end product was something we were all proud to be part of. The only negative aspect of the association with Aurora was the fact that we eventually had to part with a great team. I look forward to the opportunity of working with Leann and her Aurora team on the next project."

Thiess/John Holland JV Andy Tuson - Airport Link & Northern Busway

"Aurora’s help in preparing recent proposals for a number of mining contracts has been part of the reason for our success with these. The ability to focus our thoughts on presenting our message better has been useful - particularly to a bunch of number focussed engineers. On top of all this, your assistance in the area of graphical presentation has been beneficial given the rudimentary in-house efforts we could conjure up. We have appreciated the willingness and capacity of Aurora to work to our (usually compressed) timetable, often involving last minute requests and late night exercises. Your people have all been friendly and helpful without exception. We value the work you have done for us and we will continue to avail ourselves of your services as the need arises."

Downer EDI Mining Coogee Barbuzza - Executive General Manager

"I wish to thank you and your team sincerely for the exceptional support and service provided to Urban Connection in the preparation of this tender submission. You have always been available to work closely with our team, to help them identify the key issues and to transform these ideas into a high quality submission. I appreciate the dedication of you and your team and look forward to working with you in the future."

HEB Smithbridge Ltd Andy Wright - Business Manager

"Leann and the Aurora Team were professional and provided our tender team with quick and concise turnaround of our requests. Leann's ability to proactively work with our team from initial workshopping through to the final push to complete the tender was valuable. Leann was a pivotal part of our group understanding what our submission was about and added significant value to our winning tender. I have no hesitation in using Aurora again. Excellent, professional, dedicated and a group offering initiative and lateral thinking."

John Holland Wayne Donelly - Project Development Manager

"ABN AMRO engaged Aurora Marketing on a number of PPP submissions, including the Darwin Cove Consortium submission. Leann assisted with the marketing strategy and key messages for the bid, coordinating the consortium team, writing the final submission and managing the physical production of the bid. The bid was successful and Aurora continues to assist us."

Infrastructure Capital, ABN AMRO Malcolm Macintyre - Executive Director

"Aurora Marketing was engaged to manage Convex (Qld)'s response to the renewal of the management agreement for a major Australian convention centre. It was imperative to us that our submission content was flawless, and the presentation of our submission was innovative and high impact. Aurora Marketing worked as part of our team, and was professional, thorough, highly innovative and just as passionate about the quality of our submission as we were. We know that Aurora Marketing was pivotal to our submission team."

Ogden IFC Lyndall Purcell - Manager

"Preparing tender documents always involves tight deadlines. Leann's involvement meant a high quality working document was put together fast. Her flexibility, understanding of our and our clients' needs and her professionalism saved us time and produced a new benchmark for our proposals going forward. Leann is great value!"

Davidson Recruitment Peter Herring

"Leann Webb assumed principal responsibility for the preparation of a tender to a large statutory body on behalf of my firm. The tender needed to be prepared in a very short time frame. Leann produced an excellent tender in difficult circumstances when one of the tendering lawyers became ill during most of the process. Leann correctly and succinctly analysed the requirements of the tender and was able to produce a document which later feedback proved exceeded expectations. The content and format were excellent. Leann was a pleasure to work with and I highly recommend her services."

Bain Gasteen Lawyers Greg Whyte - Partner

"In the feedback process offered by the Department for Education, Science and Training, we were complimented on the standard of presentation of our tender. I have no doubt that this was due, in no small way, to the contribution which you and your team provided to the project. I have been most appreciative of your professional expertise combined with the commitment and discipline that was necessary to generate the project timetable and task allocations and then to keep us on track to meet the deadline for the tender. Had it not been for your efforts, I'm not sure that we would have made it. Once again, thank you for your assistance, and be sure that if we should contemplate a similar exercise again, you will be one of the first to know about it."

The Uniting Church in Australia Bruce Binnie - Director