The outputs of this project consisted of a detailed research report, which was then used to develop a ‘Buyer Journey Map’. An interactive and dynamic document, the map visually represents the research and is designed for sales and marketing teams to easily identify the different stages, priorities and influencers along the journey. Alongside the map we also developed detailed personas of the key decision makers and influencers involved. The client’s teams are now using these outputs to inform their activities, and they are also feeding into our own ongoing work with this client. For example, we are already engaged in the development of visual assets to help Estates and Facilities Directors to relate with challenges in the market and navigate how to achieve their aims with third party support.