CASE STUDY
Shifting the burden from director to marketing-led growth
How we freed up PKB Civils directors and hit 100% lead targets
Client results at a glance
Meet PKB Civils
To scale further, they knew they needed to build a strategic marketing engine.
PKB Civils, a successful UK-wide civil engineering business, was growing steadily, primarily through founder-led sales. But to scale further, they knew they needed to build a more sustainable strategic marketing engine. That’s when they partnered with Steve Mark Marketing Consultancy Ltd. to help build a marketing strategy and 90 day sprint plan that would take the pressure off the directors and identify marketing tactics to drive growth.
The Challenge
Over reliance on directors to drive inbound leads.
PKB Civils had a solid reputation in the market for delivering high-quality groundworks, concreting, and drainage solutions. But, behind the scenes, the business was facing a challenge… All lead generation still sat with the directors. While this worked during the early stages, the business knew it wasn’t a sustainable growth strategy.
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Unscalable and unsustainable:
Directors were responsible for nearly all sales activity, leaving little time to focus on business strategy and delivery. -
Marketing bottlenecks:
The newly hired marketing manager needed support to create clarity and momentum. -
Lack of clarity on performance:
There was no CRM in place, no unified sales and marketing process, and no way to track which activities were moving the needle.
The Turning Point
They didn’t need more ideas, they needed a plan that stuck.
Director Ben Duffy had followed Steve’s LinkedIn content and appreciated the hands-on, no-fuss approach. The turning point came with a discovery call between Steve and Ben and followed up with a tailored in-person strategy workshop at their Rochdale head office.
- Discovery call: Clarified goals and surfaced gaps.
- Strategy workshop: A full-day session to align the leadership and marketing team on where to focus next to make the most impact on growth.
- Marketing strategy & 90-day implementation plan: Delivered immediately, after giving the team a focused roadmap to execute.
- Ongoing monthly support to implement strategy and tactics.
The Outcome
From director-driven to marketing-led in under 90 days.
“Steve’s approach really helped us get more strategic with our marketing, and shortly after the workshop, we received a marketing strategy and plan that has given us direction for 2025. We’re already seeing early results and excited to continue working together as we build a brand that grows with the business.”
– Director at PKB Civils, Benjamin Duffy.
With the plan in hand, Steve began supporting the team through implementation, ensuring they had structure and momentum from day one. Just a few months after implementation leads now primarily come from Marketing tactics.
- New SEO strategy: Immediate on-page SEO actions to build organic visibility.
- Google ads: Tapped into short-term lead generation while SEO ramps up.
- CRM migration: Moving to a scalable CRM system to unify sales and marketing data insights.
- Newsletter launch: Rolled out a LinkedIn newsletter that gained 800+ subscribers in just three editions.
Why it worked...
Buy-in, trust, and speed of execution
I credit the early traction to 3 key factors:
- The directors backed the marketing manager and the plan from day one.
- Clear, Focused Plan. Everyone knew what to do and why.
- The team trusted the plan and executed it fast.
Ready to build a marketing engine that scales?
If your business is stuck in founder-led growth and needs a clear marketing strategy to scale, a Strategy Workshop with Steve Mark could be your next step.
Book a call to see how we can help you turn marketing into a growth driver… Fast.
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