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Problem
A leading IT staffing and solutions company, who did consulting with Fortune 500 IT companies-- augmenting various technology companies’ staff-- were being inundated with unsolicited speaking opportunities, too many to handle…too many to sort through. They needed a way to qualify and analyze what would be best for their executives, and where they would pick up the most qualified customers.
Implementation
A speaking program was implemented to begin sorting through the layers of speaking opportunities that were coming through. In a little over a month after we started, they were secured at four highly qualified speaking opportunities (through a combination effort of event qualification and new opportunity research that they wouldn’t have been able to do without a dedicated program).
Results
The program allowed for a turn-key approach for dismissing and turning down many unqualified opportunities, and accepting those that finally made sense to the team.
Before they had a dedicated speaking program, they were making commitments to speak, and backing out at the last minute on many occasions. The program increased their commitment rate by over 75%, and in return, they were being asked back to events where qualified potential customers were in attendance the next year.
Overall, ROI on the speaking program increased 90% over the course of the program as they were not spending the time, energy and money on an internal staff member.
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