Case Studies
Warren Averett
PROFESSIONAL SERVICES / ACCOUNTING
3,066 Calls Generate 30 Appointments for One of the Country's Largest Regional Accounting Firms
Warren Averett, one of the largest regional accounting firms in the country, needed qualified leads for its specialized Benefit Plan Audit group. Leads at Scale's direct mail and phone campaign reached more than 3,000 plan administrators, producing 30 appointments against a goal of 17 in less than half the scheduled time.
Warren Averett is one of the largest regional accounting firms in the country. Its Benefit Plan Audit group performs the specialized audits required under Department of Labor EBSA standards.
USA
ACCOUNTING
PROFESSIONAL SERVICES
Use Case
Appointment Setting
Service
B2B Appointment Setting Service
Client Since Pilot
KEY RESULT
3,066
Number of Calls
12.8%
Contact Rate
30
Appointments
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THE CHALLENGE
Challenges
Warren Averett, one of the largest regional accounting firms in the country, launched a marketing and prospecting campaign to support its Benefit Plan Audit group.
The campaign ran into familiar internal constraints:
Lack of sales talent within the accounting firm's staff
Insufficient bandwidth to make the required calls
Absence of scalable systems and processes
Time constraints for following up on direct mail and white paper materials
Inconsistency across multiple office locations
The goal of the project: help benefit plan administrators evaluate their current auditor and choose one that eliminates the risk of audit deficiencies and potentially significant penalties.
THE SOLUTION
Campaign
Leads at Scale combined traditional direct mail with direct telephone follow-up, targeting Benefit Plan Administrators in Alabama, Florida, Georgia and Tennessee.
What We Did
Built a final contact list of more than 3,000 Benefit Plan Administrators
Sent traditional direct mail backed by direct telephone follow-up
Drove prospects to engage through a phone call or an insight-driven webinar
Created a direct outreach program connecting prospects with Warren Averett's lead auditors
Focused on personal interactions with key decision-makers for more meaningful conversations
THE RESULT
What happened over the engagement period
3,066
Number of Calls
12.8%
Contact Rate
The campaign produced 30 appointments against an initial goal of 17 qualified lead opportunities, achieved in less than half the time originally scheduled. Because of Warren Averett's deep experience with benefit plan audits, their close rate on these well-qualified leads was unusually high.
THE IMPACT
Why Experience Matters in Benefit Plan Audits
For years, the accounting industry has struggled to properly audit benefit plans as required by Department of Labor EBSA standards. Department of Labor research shows how much experience matters:
Firms that audit 1-2 plans a year have a 75.8% deficiency rate
Firms that audit 25-99 plans a year still have a staggering 41.5% deficiency rate
Deficient audits put billions of dollars and millions of beneficiaries at risk
Experience matters, and the risk of using an inexperienced firm is significant.
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