This study examines how the professional networks, previous experiences, and acquired capabilities of client-facing employees may contribute to sales and marketing opportunities within Collaborate Global Ltd.
While employee expertise is frequently recognised within organisations, limited research has explored how such knowledge may be identified and utilised as a strategic marketing resource. This research therefore investigated the extent to which employees’ professional backgrounds, experiences, network relationships, and achievements may influence opportunity acquisition, specialised marketing proposal development, and contribute to the refinement of organisational marketing strategies.
A qualitative research approach was adopted using questionnaire data collected from client-facing employees within Collaborate Global Ltd. Responses were analysed through the development of a structured profiling tool, referred to as the ‘Top Trumps’ framework, which categorised employees according to the aforementioned themes of the study. This approach enabled comparison and analysis while avoiding hierarchical or performance-based ranking.
The findings suggest that employees possess diverse forms of professional experiences which may contribute to sales and marketing capability. Network diversity emerged as a significant factor, as well as previous sector experience. Furthermore, the research found that the ‘Top Trumps’ profiling tool may hold value beyond employee description. By making networks, skills and experience more visible, this tool appeared capable of functioning as a strategic resource-mapping tool to support collaboration, proposal development and overall client communications.
The study concludes that employees’ previous careers, expertise and professional relationships represent potentially valuable organisational assets, capable of contributing to enhanced sales and marketing practice within Collaborate Global Ltd