Our client is a Big 4 Audit and Consulting firm.
Their stated purpose is to ‘build trust in society and solve important problems.’
What was their dream?
They were pitching for the group audit of an organisation whose strap line said, ‘Never Settle for Ordinary’ and they wanted to win.
What was their nightmare?
It was an audit!
This comes with the major challenge that it’s not exactly extraordinary. Only auditors think an audit is the most important thing in the world.
The client wants it done quickly, pragmatically and at the lowest cost. And the client also presumes that hearing about an audit is going to be one of the more boring hours of their week.
How can any of the auditors genuinely stand out?
What action did we help them take?
We started by working with the lead partner to help them discover their ‘why.’
- Why was this client important to him?
- Why did he want to serve them and win?
As a result of these sessions the lead partner discovered a personal story about his history with the client that demonstrated both his desire and the values by which he wanted to lead the audit relationship.
We then worked with the entire pitch team to discover the stories that would support their factual content.
It was a ‘hub and spoke’ approach where the stories sat at the centre and the facts drove off them.
We also rehearsed the team so that their delivery came over with exactly the right balance of presence, warmth and power.
What was the result?
They won!
There are many reasons for this. Cost being one of them.
But one of the key pieces of feedback they got was that at every point of contact they looked ‘hungry’ to work with client and they made the interactions both informative and entertaining.
In a game where victories are achieved by inches rather than feet, The Story Spotters have been a really important success factor in a number of our recent iconic wins.
Create your own success story
All of our clients come to us with a very simple problem. They know they are good at what they do. But they find it hard to stand out from the crowd. So, they want to find the secret formula that makes people pay attention and keep paying it. That's where we bring our expertise in leadership storytelling techniques that build trust, drive engagement and influence change. We do it because we care. We do it because it works.
Get in touch to see how it can work for you.
