Case studies

We work for blue chip technology and services clients in Europe and the US, including EDS, Capgemini, Microsoft, Adobe and Siemens.

> Positioning: improving awareness and consideration

> Attracting: building an integrated approach

> Winning: effective support to key bids

> Monetising: profit-focused transformation

> Maintaining: building and managing successful relationships

This long established services company was working hard to turn its business around. Their track record was holding them back, because key influencers had an out-of-date impression. They needed to re-introduce themselves to their marketplace.

We developed and rolled-out the marketing strategy, which covered staff, customers, partners, analysts, press and intermediaries. Achievements included: high impact communication strategy rolled out to address company-wide staff morale and motivation issues; board level account penetration at a key target client, opening up a major deal where the company had previously been locked out; engagement with a new partner unleashing opportunities worth $65m; press relations which cemented the company as the logical choice for key lines of business and underpinned a pipeline worth $750m; reinvigorated relationships with three key intermediaries which unearthed opportunities worth $20-30m; roll-out of a strategy which re-established the company’s credibility with analysts.

> Retaining: key account development