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
SEO relaunch already paying off in the pipeline
Sales-ready leads from new Google ads strategy
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 Consultancy Ltd. to help build a plan that would take the pressure off the directors and identify marketing tactics to drive growth.
The Challenge
Still relying on directors to drum up 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-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 strategy call and a full-day, in-person, tailored workshop at their Rochdale 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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