Selected Success Stories
If you have ever visited The Sherlock Holmes Museum at 221b Baker Street in London, you probably noticed the most intriguing title on his business card: Consulting Detective. When we are involved in our clients’ marketing and selling efforts, we put on our consulting detective shoes. We deploy inquisitive, consultative, and customer-focused acquisition strategies to do the most elementary things right! This common sense approach has resulted in helping our clients win and retain mega accounts among Fortune 100 prospects including global leaders in the semiconductor, investment banking, technology services, and automotive industries.
Case Study I
The Challenge:
Our blue-chip client was deep in the selling process to a prestigious investment banking firm, but was just not able to overcome the final objections and reservations, which had now been expressed by the prospect's CEO.
Our Action:
We researched the investment banking firm's implicit needs and desires imbedded in the objections. We worked with the internal sales team to review the communications thus far, and determined that the communications in response had been fairly mundane and superficial. After doing some intensive soul-searching with the internal sales team, we wrote a crisp letter on behalf of the blue-chip client's CEO to the investment banking firm's CEO acknowledging the concerns, clearly identifying the capabilities to address them, expressing a strong commitment, and giving concrete examples of infrastructure changes to accommodate the unique needs.
The Result:
The two-page letter was successful in clinching the multi-million, multi-year deal while taking the business away from the competition and making front-page news in the industry publications!
Case Study II
The Challenge:
Soon after winning one of the largest global accounts in the automobile industry after a multi-year sales effort, the relationship was in major trouble for our blue-chip client. Its ability to deliver on the promises made was being seriously questioned—with a clear intention of severing the relationship. Needless to say, this would have been a slap in the face for our client who had worked tirelessly to win the prominent account during a multi-year effort.
Our Action:
We conducted a thorough review and root-cause analysis of all the issues and deficiencies that had been raised. We engaged the internal sales and operations teams to validate the issues and to develop meaningful solutions. We created a realistic and believable project plan to address the issues. And we finally created a presentation encapsulating the overall approach that was delivered by the client in person.
The Result:
The automotive client was convinced of our blue-chip client's integrity, sincerity, and thoughtful approach in acknowledging and addressing their very legitimate concerns. The re-selling effort was successful in retaining the account for the long haul.