Kickoff to signed deal in under 4 weeks for BrightSide.
The whole buyer market for a niche Sydney Water licence mapped, verified and emailed in waves
- Sector
- Recruitment, acting for a business owner's exit
- Based in
- Brisbane, Australia
- Market
- Sydney and NSW water, sewer and civil construction
The numbers
Under 4 weeks
- 529companies mapped
- 1,750decision-makers
- 12+interested buyers
- 1deal signed
Forás's engagement records: four buyer segments mapped in under a week, and about 1,750 directors, GMs, BD leads and project directors
Where they started
The owner of a long-established civil and water engineering business was retiring. The business held a Sydney Water Constructors Accreditation covering recycled water, sewer and water reticulation, and major and minor works, backed by twenty years of clean tender history. BrightSide was acting for the owner on the exit. The licence is a niche asset: only a small pool of contractors can use it, nobody was advertising for one, and the buyers had to be found and reached quickly, before the owner's timeline ran out.
What we built and ran
Before any outreach, we worked with BrightSide to frame the full value on the table, not just the licence: the accreditation transfer with a clean audit record, twenty years of tender history, the client relationships, the field team and a personal handover from the owner.
We mapped every buyer segment that could use the licence, from stormwater specialists to Sydney Water's own accredited contractors, and checked and graded every contact before anything was sent.
The email came from Gearóid, out of BrightSide's own CRM: readable in under a minute, naming each reader's company and the exact accreditation categories that transferred, and asking for a quick chat or a referral. We sent it in four waves over three weeks, starting with the best-fit Sydney contractors and re-targeting after each, screened the replies and handed the serious buyers to BrightSide.
The stack
How it ran
- Week 1
- The offer framed, the market mapped, the first wave sent
- Week 2
- The first interested buyers screened
- Week 3
- The last wave sent, qualified buyers in meetings with BrightSide
- Week 4
- Deal signed with a Sydney water and civil contractor
Selling a Sydney Water accreditation is a needle-in-a-haystack job. Only a small group of contractors can actually use it, and you need to get in front of the right decision-maker quickly. Stephen mapped the whole market in days, built a verified list of the people who mattered, and ran a personal, targeted campaign that had serious buyers talking to us within a couple of weeks. We found the right buyer, and my client got the exit he wanted.
Gearóid ConsidineManaging Director, BrightSideNeed the right buyers in front of you this month? Talk to us first.
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