How do we grow our business more efficiently?
This was the question on the mind of the General Manager of projekt202. His business development team was struggling to connect stories of past project successes to the challenges on the minds of prospective clients. The stories being told were too focused on the design work being done and not enough on the value that design work provided to the clients' businesses. He wanted to provide his business development team with tools that would enable them to tell more impactful and resonant stories to grow the projekt202 business.
By creating a structured story template.
Through interviewing multiple members of the business development team and senior management, we identified the need to frame conversations around quantified problems. The tool above is the first in a series which gives the business development team this ability. It quantfies the problem in terms of waste to the client's business, identifies how projekt202 solved the problem through design, and finally explains that early pilots were exceeding expectations.