When prospecting new clients, business development teams often provide the all too predictive sales brochure, a generic PowerPoint presentation, or a brief sales proposal. What do these three materials have in common? They are all generic pieces of information about your organization. Truthfully, there’s nothing special about these methods, and certainly won’t differentiate you from your competition.
Case studies make a true difference within a business sales cycle and are key to converting a prospect into a client.
Case studies, what are they?
Case studies are written accounts of a successful business relationship with a provider. A well-structured case study is essentially a story, focusing on a problem, a solution, and results/impact.
Case studies in proposal management
When written effectively, a powerful case study demonstrates the provider’s approach to enhancing the client’s service or product or perhaps illustrates cost savings year after year.
A case study is customized, and the opportunity for your prospect to visualize a relationship with your organization is presented. Case studies are like the next level of client testimonials – they provide factual information demonstrating your organization can bring success to its clients.
Whether published on your website, or within an RFP response, there is always opportunity to showcase your organization’s accomplishments with clients. Take an edge over your competition and see the value a case study could bring to your sales strategy.
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