The client wanted a smart, capable individual to manage the project. Specifically, they wanted to:
- Free up the managers’ time by bringing top-level organization to specific projects with multiple parties and multiple companies
- Keep the project on track and keep people focused and accountable
- Engage a third party whose only stake in the project was to ensure it ran smoothly
HOW WE SOLVED IT
Sales Beacon followed our Sales PaaS model using our Days of the Week (DOTW) project-control methods to keep everyone accountable and to manage the project to a successful conclusion. We provided an organized, proactive communication strategy bringing together everyone related to the project.
- We held weekly (or more frequent) calls with the client’s account team and any stakeholders assisting in the sales process (business unit, product team, technical resources) to ensure everyone was aligned. These calls dealt with outstanding and new action items and the status of the various projects.
- On Mondays, we sent out action item reminders to all those who had outstanding items. On Fridays, we sent a status check to the account team and the retailer to show what had been completed that week and what was still outstanding. Many outstanding issues were technical and involved engagement from different departments within the client company.
- We also held a call three times a week directly with the retailer and the client company team to update the status of the run book and address any new issues.
We asked the client what three words they would use to describe their experience working with Sales Beacon. Here’s what they said.
“A clone. A clone, honestly. You jump into the boat just as we would, and you have the difficult conversations just as we would. It’s as if I cloned myself when we brought you guys on, trusting that you’d steer everybody in the same direction I would have.”
Their other two words? “Trustworthy. Comprehensive.”
As it happens, that’s what we shoot for.