Medical services provider

Project 5 - Sales tools

See also

Project 1 - Marketing collateral Project 2 - Advertising and PR Project 3 - New website Project 4 - Tender preparation

Background

This Australian company has provided specialized medical services to the finance sector for 17 years. Based in Melbourne it had:

• an established network of 600 providers and advisors
• most major banks and insurance companies as clients
• recently emerging large competitors who were targeting the same market with automated online solutions
• simple brochures and an informative website.

In previous projects we had:

• defined a new market, positioning, tagline and messaging
• written new brochures and email marketing tools
• designed advertisements and wrote press releases for key media
• designed and built a new website for the company
• written a tender response and supporting Powerpoint presentation for a major insurance company.

Challenge

To convert a specific tender response and supporting presentation into generic tools able to be used in meetings with 2 different financial institutions, in 1 week.

Solution

We reviewed the sales process and requirements at each stage of engagement. Knowing that meetings with another major insurer and a bank were booked for the following week we:

• removed all company-specific terminology from the tender and presentation
• researched and wrote additional material to support our client’s offering
• created 2 new workflow documents to demonstrate our client’s processes
• researched and wrote a range of testimonials, managing edits and approvals
• re-worked the material into a strong business case and capability statement
• re-branded the new material as an introduction to our client with scripted PowerPoint presentation.

Results

In one week our client:

• had 5 new pieces of collateral for use in initial meetings with prospects
• had met with both prospects and progressed to further discussion.

In 3 weeks our client had closed deals with both of them.

Feedback

“Technoledge again responded quickly, advised us well and produced materials that captured our offering effectively. We are very pleased with the result."
CEO, Medical services provider

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