Sales Growth · Sheffield, South Yorkshire → United Kingdom
BM Architectural wanted to expand its balustrade sales and create its next stage of growth. We helped win new customers, establish a dedicated architectural division and develop additional product opportunities including glass canopies.
Client / sector
BM Architectural — Balustrades & architectural products
Location
Sheffield, South Yorkshire
Market
United Kingdom
Service provided
Sales Growth, Sales Strategy, Business Development, Project Generation
BM Architectural is an established Sheffield-based business working across balustrades and architectural products. At the start of the engagement it was already turning over approximately £6.8 million.
The question was not how to build a business from nothing. It was how to take a substantial, established operation and create its next stage of commercial growth.
The company wanted to expand its balustrade sales, win additional customers and broaden the range of opportunities it could realistically pursue — which meant looking at both the customer base and what the business was able to sell into it.
01
Worked with BM Architectural to identify where the next stage of growth could realistically come from for an already established business — building on existing strengths while looking at new customers, additional project opportunities and a broader architectural offer.
02
Helped the business identify and win additional customers, supporting proactive business development aimed at creating genuine commercial relationships and revenue opportunities rather than a list of contacts.
03
Supported the company's objective of expanding balustrade sales, developing the pipeline and customer opportunities around the existing core proposition.
04
Helped identify the opportunity for a dedicated architectural division and supported its establishment, allowing BM Architectural to pursue a wider range of architectural opportunities than its existing commercial activity allowed.
05
Helped identify and introduce additional architectural products and commercial opportunities, including glass canopies, broadening what could be offered to both existing and new customers. Evans Sales Consultancy's role here was commercial — identifying and developing the opportunity, not designing the products.
06
Turned the broader proposition into commercial activity: new customers, new opportunities, architectural projects and a stronger sales pipeline supporting the growth of an already substantial business.
£6.8m → £11.5m
Turnover in 24 months
+69%
Approximate turnover growth
24 months
Growth period
New division
Architectural capability established
Over approximately 24 months, BM Architectural's turnover increased from around £6.8m to £11.5m as the business expanded its customer base, sales activity and architectural proposition — approximately 69% growth.
Evans Sales Consultancy supported the commercial strategy, customer development and expansion activity behind this period of growth.
The business ended the period with new customers, a dedicated architectural division and a broader product proposition including glass canopies.
What this result shows
The £6.8m to £11.5m figure (approximately 69% growth) is BM Architectural's overall turnover over approximately 24 months, for a business that was already established and trading before the engagement began. Evans worked alongside BM Architectural's own team on strategy and business development, and was explicitly commercial rather than product-design input into the architectural division and glass canopy range; the figure reflects the whole period rather than sales activity alone.
Commercial calculator
What would a full-time Sales Director really cost?The commercial lesson
01
BM Architectural's growth combined new customers with an architectural division and new products such as glass canopies — more to sell, and more people to sell it to.
02
Establishing an architectural capability was a commercial exercise, not a product decision: customers, pricing and pipeline had to be developed alongside it.
03
Turnover moved from approximately £6.8m to approximately £11.5m over 24 months. Evans Sales Consultancy supported the commercial side of that period; the result belongs to the business as a whole.
Evidence
International Market Entry · Ontario, Canada → United Kingdom, Germany & France
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£0 → £2.2m New-market turnover in 12 months
Business Development · United Kingdom → Scotland and the North of England
A major UK balustrade supplier was well established elsewhere in the UK but thin on the ground across the northern territories. Growth there needed direct commercial activity.
Sales Growth · Barnsley, South Yorkshire → United Kingdom
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£2.2m → £4.6m Turnover in 18 months
Whether you're trying to generate more opportunities, strengthen your sales operation or enter a new market, start by understanding what's currently holding growth back.
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