If you’re targeting global manufacturers as a technology vendor, there are many challenges they can have that provide important clues to influence your positioning when proposing a solution or approaching target accounts. We can’t explore them all and we could go into much more depth on each of them, but there are 3 simple steps we take in any RFP or ABM situation – however complex:
- Step 1: Define the business challenge. Identify and understand the most influential business and organizational challenge that is driving the IT need
- Step 2: Identify the business language. Find the key business stakeholders and decision-makers then identify the specific language needed to enable them to understand what you can deliver and exactly how they can benefit
- Step 3: Lead with the business benefit. In all your communications be clear and lead with the business benefit (the solution to the defined challenge using the identified language) followed by the IT solution to support your message
With these simple steps and our unique approach to strategic differentiation, here at The Craft we help our clients navigate these complexities to achieve maximum engagement from their audiences.
Read more from us about targeting global manufacturers in our latest Executive Insight Report ‘Thinking like a global manufacturer’
