"We are very satisfied with the collaboration, which not only has been very pleasant but also gives us crucial insights that we can apply to meet our clients' future needs. The innovative combination of data empowers us with the ability to look ahead which makes it easier to be profitable"
Elo Alsing, Market Manager, Skanska
Challenge
Skanska, a Swedish-based global construction company, wished to radically improve their lead generation, increase their ability to identify opportunities, and subsequently convert them by identifying the right customer at the right time. Skanska was not only concerned with present customer needs, but also what customers would want to buy in the future. What matters when a project is completed within a three-year horizon? How could Skanska be proactive and ready to meet customer demands in three years?
Solution
Our model considers parameters such as growth in employees, years on current address, and financial development to predict which companies will relocate in the next 1-3 years. The model is correct 7 out of 10 times it predicts such a relocation, and performs ten times better when compared to a random guess. The result are presented in a Predictive Analytics Dashboard, making it possible to filter between companies and find relevant leads for the next real estate project. This means a higher hit rate, a more efficient sales process, and better, proactive customer care.
Benefit
Skanska uses Tembi’s solution to proactively screen for future tenants for their projects. In a small case study, 40% of phone calls using our solution resulted in showings. Cultivating a relationship with a tenant three years ahead of time creates opportunities to customise buildings and accommodate future needs. In the long run, this approach reduces churn between tenants. At the same time, the early partnership with tenants decreases the risk for investors and stakeholders since cashflow gets insured earlier in the process.
