E&C Testlab tests for EMC, electrical safety and environmental conditions. Most revenue came from a few large automotive customers, and new work only came in when customers asked.
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E&C Testlab
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An EMC testing lab builds a commercial engine of its own: first new customer in month 3.
Impact
1,000
leads reached through campaigns
Impact
3 months
to the first new customer
client
E&C Testlab
services
Embedded leadership
year
2026, in progress
industry
EMC testing
sponsor
External CEO
Context
Challenge
With automotive under pressure, E&C needed customers outside its base, and a sales function that keeps running once a permanent hire takes over.
Process
- Sales and growth workshop
- CRM audit, HubSpot setup and training
- Outbound campaigns, combined with in-person selling at trade fairs
- Sales coaching for the team
Outcome
- A team that finds customers instead of waiting for requests
- Digital outreach and trade fairs working as one go-to-market
- Staged so each milestone de-risks the handover to a permanent hire
More cases
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