How to Get Ready for Your Next $272 Million Client

Imagine: one of the country’s largest telcos calls and awards you their entire marketing business.

Budget: AU$272million if the client is Telstra (Australia) or US$1.62billion if the client is AT&T (US).

KERCHING!

Think what you could do with all that money. 

The houses you could own, the holidays you could go on, the boats you could cruise endlessly on the Mediterranean, the sporting team/s you could buy etc etc…

There’s only one smidgy, little problem.

You have to deliver value to earn and justify that vast revenue.

Damn.

But fear not, if you have effectively planned, prepared and put optimal resources and processes in place, it’s amazing what you can do for your current and prospective clients. 

Even if you’re not looking for clients with mega-budgets like Telstra or AT&T, by taking the following steps, you can still be sipping Krug in Cannes some time soon:

1. Build a High-Performance Team

A strong, capable team is essential for delivering excellence to corporate whales.

• Action Tip 1: Assess your team’s skills and capabilities. Invest in training and development programs that enhance their technical expertise along with soft skills like communication and negotiation, and industry-specific knowledge. Foster a culture of continuous learning and improvement to ensure your team is always at the forefront of industry trends and best practices. A well-prepared team is more likely to meet - and exceed - client expectations.
• Action Tip 2: Being informed about industry trends and developments demonstrates your commitment to innovation and relevance. Subscribe to industry publications and eNewsletters, attend webinars, and take part in professional conferences and meet-ups to stay updated on emerging trends, technologies, and best practices. ALWAYS proactively integrate new insights into your company’s strategies and client solutions to maintain a competitive edge.

2. Enhance Your Company's Infrastructure

Streamlined processes and robust systems are crucial for efficiently and effectively managing corporate client projects and expectations.

• Action Tip 1: Implement scalable project management tools like Slack and Asana that streamline workflows, enhance communication, and improve client interaction. Ensure your infrastructure can support the scalability and customisation required by corporate clients without compromising on quality or efficiency.
• Action Tip 2: Choose a CRM system that integrates with your existing tools and provides robust features for tracking client interactions, managing leads, and analysing client data. Use the CRM to personalise your communications, track client preferences, and identify opportunities for upselling and cross-selling. We use - and love - ActiveCampaign which doubles as a high-quality ESP and CRM.

3. Refine Your Processes

Efficiency and reliability are non-negotiable when working with corporate clients. They expect streamlined processes that ensure timely delivery and high-quality outcomes.

• Action Tip 1: Review and refine your company’s processes across project management, client communication, and service delivery. Implement tools and systems that improve efficiency, transparency, and accountability. Preparation like this not only enhances client satisfaction but also strengthens your reputation for professionalism.
• Action Tip 2: SOPS - or Standard Operating Procedures - can be your biggest asset in growth. Creating, and continuing to evolve, SOPS for all your company’s recurring processes means you don’t need to start from scratch every time someone joins your team or starts doing something they haven’t done before.

4. Optimise Your Brand and Online Presence

Your company’s brand and online presence are critical touchpoints for corporate clients researching potential partners. An insightful and up-to-date digital footprint also helps to reassure other stakeholders in your prospective client companies that you’re the best option to work with.

• Action Tip 1: Evaluate and update your brand messaging to reflect your company’s strengths and value proposition clearly. Ensure your website is polished, user-friendly, and showcases your best work prominently. 
• Action Tip 2: Optimise your LinkedIn profile and other social media channels to highlight industry expertise and engage with relevant content. Establishing yourself as a thought leader not only boosts your company’s credibility but also attracts attention from corporate decision-makers seeking expertise and innovation. Create and share valuable content that demonstrate your expertise and thought leadership. Don’t be shy: take part in industry speaking gigs, panel discussions, and webinars to showcase your knowledge and insights.

Bonus Tip: Develop Compelling Case Studies and Testimonials

Some think case studies and testimonials are cheesy; we think they’re vital. Corporates want proof of your expertise and success with other clients “just like me”. Risk mitigation is the name of the game when it comes to landing whales.

Case studies and testimonials are evidence that others who put their money where your mouth is, were happy that they did so.

With these strategies in place, your company will be poised to attract and impress corporate whales looking for trusted partners. 

It’s not a ‘one and done’ process, however. Success belongs to those who continually refine their strategies, adapt to market changes, and invest in their company's preparedness, growth and capabilities.

To see how we can help you, book a session with us here.

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