At TiBC we offer prospective clients free strategy sessions to help them explore in detail how they can improve business results. We seem to be getting pretty good at it too, as we convert a very high proportion of these prospects into long term clients. They tell us this is because our strategy sessions genuinely deliver value, enabling them to step back from the day-to-day and focus on those things that will make a real difference to them, the people around them and their business. It sounds simple, but it’s the sort of stuff that otherwise never seems to make it to the top of the list for a lot of leaders.
In addition to the value prospective clients get from strategy sessions, they gain an understanding of how our services can help them change and grow their business. For our part, we also get a clear understanding of their situation and whether we think we can add value. If we don’t think we can help, we say so.
We recently reported back to the VP EMEA for a global IT firm on strategy sessions we had completed with some of his senior people. He was very enthusiastic about the results. He told us he had gained real insight into the major challenges facing his team, how aligned their effort was to his overall objectives, and where he needed to accelerate their success in addressing the key issues.
Strategy sessions represent a high level of commitment to prospective and existing clients, with no guarantees that we will get a return on our investment of time and know-how. We think it’s worth it though, as we develop long-term and mutually productive relationships with the people and companies we do end up working with.