Providing electrical safety assessments, and testing and reporting management systems, ATS looks for motivated and passionate people with a strong work ethic. 

Time management, responsiveness, and the ability to secure contacts are integral to selling the service to national organisations. Steve Wren, national sales manager, says that the network developed from client base to secure business is very important, as well as a good CRM (Customer Relationship Management) system.

“Essentially, when you’ve done a deal with a group of people, it’s much easier to get work,” says Wren.

He says reputation is a big part of the business, and work is often obtained by referral or recommendation.

Wren explains that franchisees don’t always appreciate the complexity of a B2B business. He explains that when working for franchise networks, communicating with a franchisor on behalf of franchisees can sometimes cause communication gaps.

“Big business doesn’t necessarily mean better,” he says.  “The left hand needs to know what the right hand is doing.”

This is why he advises that it’s important to be good at all areas of business.

Wren says that a trend for outsourcing has been beneficial for the B2B business. As well as the networking benefits, systems such as Google Ad words have made it easy for firms to find ATS. Where businesses haven’t invested in electrical safety assessments, and testing and reporting management systems, ATS provides it.  

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