Challenge – The client was facilitating meetings that were to take place between several companies and a multinational major OEM. The meetings represented a significant new business opportunity for the companies. The client (the facilitator) was concerned that some of the companies did not have the meeting content and skills to make a good impression on the major OEM.
The objective was to help the companies prepare for the meetings. The ideal outcome was that the major OEM would be compelled to continue to develop new business with the company.
Showing what others say: using testimonials
Intervention – We developed a webinar package that dealt with the challenges of entering an important B2B meeting. The package included information on:
– The context of the B2B meeting
– Defining the companies’ overall business objectives
– The objectives of the B2B meeting
– The objectives of the major OEM
– Assessment of fit
– Initial relationship building
– Bringing value
– Using case studies
– Showing what others say: using testimonials
Result – The live webinar was presented to the companies, with a question and answer segment. The performance of the companies within the B2B meetings was markedly improved.