Transform Your Business with DGirard Consulting

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This particular organization has been in existence for 10+ years; however, their growth plateaued years ago. The organization knew, and their existing customers knew, the value they bring to a business, but they were unable to figure out how to spread the word. Defining, and then refining, the value proposition was key to determining how to move forward to achieve the desired growth. This exercise encompassed many phases as the value proposition was refined and the final version was not only embraced by the entire team, but it became the mantra for everything to come from that point onward.

Over the 10+ years in business, this particular organization never truly looked at their target market in a way that dictated actions to come. The shotgun approach to prospecting was still being used and was proving to be ineffective. In doing a deep dive analysis with the leadership team, we were able to narrow down the ideal clients for this organization, clearly identify why they were the ideal clients, and from their determine how best to approach these segment to grow the business.

Once the Target Market was identified, the next step was combing through their existing book of business to determine how best to approach new, potential clients, with an effective marketing campaign. The organization found this exercise much easier and enjoyable than they initially thought it would be and the conclusion was a defined, documented, and strategic marketing strategy to yield the desired outcome.  

Just as their shotgun approach to marketing hadn't evolved, so too had their sales presentation. As the product evolved to meet customer demands, their sales presentations continued to do a disservice to their overall capabilities  and this led to far too many missed opportunities. Working with the sales team, we were able to refine their messaging, clearly define what makes them unique, and identify clear steps in the sales process to ensure prospects are moving forward.