Sales Proposal Win
We met a unique client looking for a media solution to activate an entire out-of-home campaign. The Chosen is a crowdsource-funded show that has a gigantic following. They were able to secure $40 million of funding for the production and launch of the show’s third season. The budget for this campaign was only $750,000, but they already have raised half of the funds for the fourth season. It was clear to me if we won this business, we could win four more seasons after this.
The Chosen’s studio previously spoke with Lamar and Clearchannel, the biggest players in the billboard business. We guessed that our competitors didn’t roll out the red carpet from talking with them. My strategy was to build a fantastic and unique presentation that not only provided solutions they were already looking for but for new and exciting media ideas to engage their audience. We would have to blow away the industry leaders to win this business.
Sales Proposal Win
We met a unique client looking for a media solution to activate an entire out-of-home campaign. The Chosen is a crowdsource-funded show that has a gigantic following. They were able to secure $40 million of funding for the production and launch of the show’s third season. The budget for this campaign was only $750,000, but they already have raised half of the funds for the fourth season. It was clear to me if we won this business, we could win four more seasons after this.
The Chosen’s studio previously spoke with Lamar and Clearchannel, the biggest players in the billboard business. We guessed that our competitors didn’t roll out the red carpet from talking with them. My strategy was to build a fantastic and unique presentation that not only provided solutions they were already looking for but for new and exciting media ideas to engage their audience. We would have to blow away the industry leaders to win this business.
This was the presentation we offered the client. It was well-received, and they immediately put us as the top vendor. We then proposed a significant discount to close the deal if they would sign an agreement to be their provider for the next five seasons. Not only did we win the first contract, but the client signed a contract that guarantees us over 4 million more revenue over the next few years.
After the deal was signed, we talked to the client to get intelligence on the process. I learned my assumptions were correct with our competitors. They only provided a spreadsheet that laid out exactly what they asked for and nothing more. There was no grand presentation or any extra ideas provided. It looks like we beat the billion-dollar competitors by working harder than them and providing a better experience. They only saw a minor one-time deal for an unimpressive client who might not be able to pay for their services.
This was the presentation we offered the client. It was well-received, and they immediately put us as the top vendor. We then proposed a significant discount to close the deal if they would sign an agreement to be their provider for the next five seasons. Not only did we win the first contract, but the client signed a contract that guarantees us over 4 million more revenue over the next few years.
After the deal was signed, we talked to the client to get intelligence on the process. I learned my assumptions were correct with our competitors. They only provided a spreadsheet that laid out exactly what they asked for and nothing more. There was no grand presentation or any extra ideas provided. It looks like we beat the billion-dollar competitors by working harder than them and providing a better experience. They only saw a minor one-time deal for an unimpressive client who might not be able to pay for their services.
