Consulting Mastery What makes a good case study
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Jul 1, 2024 Case studies can be a key to success but are often losing their uniqueness in the crowded B2B consulting arena. Listeners are urged to innovate their value propositions to stand out. The discussion highlights essential elements of effective case studies, emphasizing the importance of detailing client challenges, actions taken, and achieved results. Creating compelling narratives that resonate emotionally with prospects is crucial, enabling them to visualize their own success through relatable success stories.
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Case Studies Are Necessary But Insufficient
- Case studies are necessary but insufficient to win in sophisticated B2B consulting markets.
- When competitors all have great case studies, those alone don't distinguish you to clients.
Elements of a Strong Case Study
- A good case study must include the client's struggle, your work, and the tangible outcome connecting before and after.
- Explain the process clearly so prospects intellectually buy into how results were achieved.
Make Case Studies Relatable
- To make a case study excellent, help prospects see themselves in it emotionally and intellectually.
- Highlight relevance and why they should care to give it attention beyond your past success.