Case Study: Construction firm turned telecoms reseller


In 2016, exploring further growth and diversification opportunities, the Mick George Group welcomed Ian Cleaver on board to head up a telecoms division within the construction brand. The new venture was Ian’s idea as he hoped to gain backing from the successful construction group in order to help the telecoms business realise its full potential.

The Challenge

Mick George had to be very careful when they started their telecoms journey to ensure that they selected the best partner possible, that could provide the support they needed to enter the Channel. “During our trial period it soon became obvious that Digital Wholesale Solutions would be the perfect fit for us. The main reasons for our selection of DWS was that the commercial package was better than any other provider, the solution was excellent, the support network was exceptional and the hands-on account management was superior to anybody else,” said Ian.

The Goal

A fundamental part of the initial strategy was to convert the mindset of prospective clients to accept that the Mick George Group, which is traditionally associated with construction, now offers a telecoms service. Undoubtedly, this objective is far from complete but significant progress has been made and evidenced in the sheer volume of clients already onboard.

As we know, the world of telephony is currently undergoing major change courtesy of the impending 2025 closure of the ISDN and PSTN, which is precisely where Ian’s telephony dream offers genuine benefit.

The Journey

Working with DWS, Mick George began by selling Broadband, Ethernet and HV.Select, targeting customers that needed to make the switch to IP telephony. Their designated Account Manager, Dilan Kotalawela, worked closely with Ian to prepare him for this new venture. “I was approached by Ian to assist him with setting up the telecoms division of Mick George, right at the start. Using my experience and even my contacts from other DWS partners, I helped them get to grips with the entire sales process from site surveys, installations and training,” said Dilan. “I also supported Ian by calling and attending meetings with prospective customers in the beginning, assisting with building their customer base.”

Ian said of the partnership with DWS, “Having never been involved in telecoms previously, we needed very good support. I would like to mention a special thank you to Dilan who has been with me on the journey from day one. His enthusiasm, knowledge and commitment has been nothing short of exceptional. Mick George Telecoms are looking forward to enhancing what is already a very good partnership. We have big plans for our telecoms division and, with the support of DWS behind us, I am positive we can achieve our goals.”

Following their success with connectivity and IP communications products, Mick George have recently branched into the mobile market, with SIM only deals on One and Only Mobile. Working with Dilan, they are developing their mobile base, targeting SMBs who are looking to follow the trend towards mobile workforces.

As with all sustainably successful businesses, Mick George Telecoms are firm believers in putting the customer first to provide a first-class customer experience, hence the inclusion of site surveys, installation, on-site training and aftersales as standard, all supported by DWS.

The Results

In a marketplace that is always changing due to technological innovation, security concerns and employee growth, Ian’s vision to transform the way that organisations manage their telecommunication requirements was timely.

Today, the telecoms division is on target to record turnover that surpasses £1m this year, servicing 200 individual businesses – a fantastic achievement when you consider this start-up business only commenced three years back. Looking to the future, Ian is hopeful that the telecoms firm will dwarf their existing figures, aiming to have 1,000 customers on their books within just five years.

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