Landing my first enterprise client at StudioHawk
A pivotal moment for my company was landing our first enterprise client, Officeworks (for our international friends, think Staples - but in Australia) over 5 years ago. This wasn’t our first pitch to a client of that level, and it’s hard enough to get in the room in the first place.
The challenge:
The dreaded question - “What are some case studies or examples of other large brands that you have worked with?” This question has sunk many small businesses, including StudioHawk in previous pitches.
The breakthrough:
Getting in the room - Thanks to a connection from a smaller client, we had the opportunity to pitch to Officeworks.
Facing the question:
Initially, I started listing our smaller clients and the results we had achieved for them. But realisation hit. I was answering the question, not addressing their underlying concern.
To truly address their needs, we spent days crafting a comprehensive strategy tailored specifically for Officeworks. This strategy spanned their various CMSs and included department-specific business cases, showcasing our understanding of what a large brand like them should be doing.
The result:
A 5+ year partnership that has opened doors to numerous other major brands, all thanks to a killer testimonial from Officeworks.
The lesson:
To land your first enterprise client, understand the intention behind the question, not just the question itself. This approach has been fundamental in our continued success and growth.
Experienced Marketing Professional/ Business Development Manager / Customer Service Delivery Expert. I help businesses create more value and generate more revenue through tailored marketing strategies and solutions.
2moLooks amazing 😍