From individual placements to tens of millions in framework contracts

Pro Industry is a specialized blue-collar staffing organization: operators and production workers, around a hundred employees, with branches across the Netherlands. The organization had been placing well for years, but mostly through one-off placements. Structural contracting, the step toward lasting, larger partnerships with clients, lagged behind. That is exactly where the question to Appalti began.

Building a true sales organization

For three years, Appalti and Pro Industry built a true sales organization together. Not just on paper, but in daily practice: putting a clear method and structure in place, coaching salespeople to the next level, and winning major clients that would result in substantial framework contracts. That last part was exactly what it was all about: moving from incidental placements to predictable, contracted revenue.

The results spoke for themselves. Within a year, Pro Industry realized tens of millions of euros in revenue from new framework contracts. Just as important: salespeople demonstrably grew, from account management up to commercial director and beyond. That was no coincidence, but the direct result of working structurally according to the method, built on sharp value propositions and a clear ideal customer profile. Years after Appalti moved on, Pro Industry still uses that method.

Method and CRM truly came together

What made this collaboration special was how completely Pro Industry implemented the approach itself in Salesforce: the method and the CRM truly came together. From that foundation emerged a sharp prospect list and a concrete target list to steer by. Appalti also actively joined conversations with clients and prospects, and helped write and answer tenders.

Pro Industry has become a textbook example of what happens when sales and management go hand in hand: new clients, demonstrably developed people, and a relationship of trust that reached beyond the project itself. Other companies later approached Appalti on their own, simply because they had seen at Pro Industry how well it worked.

Services provided

• Securing clear choices (ideal customer profile)
• Setting up and working according to a well-defined sales process (the Gouden Jaar)
• Training, developing, and coaching the key-account sales team
• Tender and procurement support
• Bringing structure to the sales approach and connecting it to the rest of the organization

Results

• 45+ framework agreements signed
• Over 80 million euros in contract value realized
• Demonstrable personal growth of the salespeople involved
• Years later, most work is still done according to the Appalti method

Success factors of this collaboration

• Management and the board actively championed the collaboration and secured the change
• Time was given (around 3 to 4 months) to reach the first successes
• Employees were proactive, enthusiastic, and intrinsically committed to making it a success