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Having developed a contact management and database system that would enable further education colleges and independent training providers to target employers requiring training services, FEP wanted to build its brand profile and attract interest from decision makers within the college and training provider organisations. We devised an effective prospecting campaign which incorporated a tease mailing of a helium ‘balloon in a box’, followed by promotional postcards and a proposal letter. FEP was able to gain appointments with all of its targets and which resulted in an above-target number of sales made.