Tailoring Solutions to Client Objectives

One thing that often surprises new clients is that our proposals take a few days to put together. Not because we are slow, but because we don’t believe in “one size fits all” when it comes to direct mail. A rule of thumb we live by is that custom isn’t fast, and fast isn’t custom. There is no template we pull off the shelf. Your brand, your category, your goals, your unit economics, your historical results, your timing, your audience and creative needs are going to be different from another client’s. When we say custom, we mean it. And to be candid, if an agency or platform sends you a “custom” proposal within a few hours, it is probably not custom. It is probably the same thing they send everyone else, with your name swapped in. Here is what actually happens between our first conversation and the proposal you receive: 1) Historical mail results First, we dig into any historical mail results. Format choices, paper, targeting, timing, performance. We study it all so we know what to build on and what to avoid. 2) Goals Second, we get clear on your goals. Target KPIs for prospecting, retention, drive to store, retargeting, etc. Each requires a different strategy, and the plan reflects that. 3) Targeting Third, we evaluate targeting. Data sources and models are not interchangeable. Each has strengths and limitations. We match the right one to your value prop and your objectives. 4) Creative direction Fourth, we develop creative direction: format, offer, messaging, visuals, paper type. These choices influence both performance and branding. We take both seriously. 5) Production Finally, we map out our approach for production and execution. How to print efficiently, where costs can be optimized, how to avoid unnecessary waste. Getting our clients the best costs is something we take very seriously. None of this is off the shelf. None of it is plug and play. It takes time because it is tailored. Could we move faster by using a generic playbook? Sure. But that wouldn’t yield the best performance and brand outcomes for our clients. A generic playbook might get a client 60% of the way there on the outcomes and KPIs possible. But that usually isn’t good enough. We want to unlock the full potential of the channel for our clients, and in doing so, enable you to outcompete your competitors. Direct mail is not a universal formula. Anyone who tells you they already know exactly what will work for your business without asking many questions is not working from expertise. At Share Local Media, the upfront rigor is intentional. It is the reason the programs we design align with your category, your brand, and your growth plan. If that takes a little longer than a pre-baked playbook, that’s ok - over any meaningful time-horizon - a month, a quarter, a year - the results will speak for themselves.

“The Right Fit > The Latest Model.” High-tech doesn’t always mean high-impact. Tailor the solution to the process. In manufacturing, automation is never about blindly adding robots or advanced systems. It’s about addressing pain points and improving measurable metrics like Productivity, Quality, Volume, and Cost (PQVC). Stop Selling Products. Start Offering Solutions. The same applies when pitching to the industry: ✔️ Don’t push what’s available in our catalog. ✔️ Don’t sell machines for the sake of selling. Instead, sell solutions that address our client’s specific challenges: Do they need high speed or precision? Should they invest in the latest technology, or will a simpler system suffice? Is aesthetics a key factor, or is cost efficiency more critical? Understand first. Recommend second. The right solution doesn’t always have to be the most expensive or the most advanced—it needs to be the most appropriate for their process. 💡 This approach builds trust, ensures results, and sets you apart as a partner, not just a seller. #SolutionDriven #ManufacturingExcellence #AutomationInsights #ValueOverFeatures

3 Out of 4 Projects Fail Due to Misdiagnosis... here’s how to change that. The Doctor Framework: In a consulting world crowded with “solutions,” what if the secret to true client impact was a shift to diagnosis first? The Doctor Framework is designed to help senior executives-turned-consultants leverage their expertise in a solutions-based sales approach. Here’s why this method is a game-changer for creating long-term client relationships and real outcomes: 1. Diagnose the Pain 🩺 Much like a doctor would with a patient, this phase is about identifying core issues... not just symptoms. Research shows that 80% of s uccessful client interactions hinge on active listening (HubSpot, 2021). For consultants, that means asking pointed questions and focusing on what the client’s really saying... often between the lines. This phase sets the tone for trust and accurate problem-solving. 2. Verify & Prioritize 📋 Too often, consultants jump to solutions without fully verifying the core problem. In fact, 75% of misaligned projects stem from a misunderstanding in the initial discovery phase (PMI, 2022). Encourage clients to prioritize their biggest hurdles and validate the diagnosis before prescribing. This ensures they’re bought into the process, which paves the way for collaborative solutions. 3. Co-Create the Solution 🤝 People support what they help create. Rather than prescribing a one-size-fits-all answer... work with clients to co-create their roadmap, personalizing it to their needs. This consultative approach builds trust and client ownership, leading to better buy-in and outcomes. According to LinkedIn, solutions tailored with client collaboration improve client retention by 42%. 4. Start with Small Wins 🏆 Quick wins build momentum. In fact, research from McKinsey shows that starting with small but impactful projects leads to a 30% higher likelihood of client re-engagement. The goal is to: - secure initial buy-in - build credibility - set the stage for longer-term partnerships. Propose a quick-hit project to deliver immediate results, reinforcing the client’s confidence in both the process and the partnership. 5. Become the Trusted Advisor 🔗 Once the foundation is laid, follow-up and deepen the relationship. Check-in regularly, provide added value, and actively look for new opportunities to expand your impact. By positioning yourself as a long-term ally, not just a vendor, you’ll move from “consultant” to “advisor.” Statistics reveal that 90% of clients who see consistent value are more likely to refer additional business. Ready to level up your consulting approach? Implement the Doctor Framework and start creating meaningful, lasting relationships. Anything you'd add?

I’ve worked on 100+ RFPs for clients, here are the 3 essential elements to have a successful RFP (with concrete examples): *Success, in this context, means finding the best possible supplier match in the shortest time frame. Let’s dive in. ✅ Always combine yes or no questions with clarifying questions Scenario:  Imagine you want 24/7 support. When you put this on your list, most suppliers say yes/we can do that. However, their definition might differ from your expectations. Approach: Therefore, in addition, ask them to specify what '24/7' means: Is it a dedicated representative, AI chatbot, or email response system? Is this before, during, after an event, or only on specific occasions? Also, clarify average response times after a support request (e.g., instant, within 2 hours, next business day) and ensure you include in which timezone(s) and time slots this is the case) ✅ Prioritize features in terms of importance/urgency, allowing for in-depth internal comparisons Scenario:  Let's assume you have 5 main objectives that the supplier should achieve for you. Not all of them are equally important. Approach: So instead of calculating 5x 20% contribution, it could look more like: objective 1 (35%), objective 2 (25%), objective 3 (20%), objective 4 (10%), objective 5 (10%) Now you can give 0-10 points for each feature within those specific objectives. Now, create a calculation strategy that averages the points you award for each feature to give a total for each purpose. Use another calculation that averages the points of all 5 objectives, relative to each objective's percentage to get a solid overview of who the clear winner is. ✅ Provide context about your company/event and its specific use cases, and request client references who have faced similar challenges Scenario:  An example of context could be: "We are Company X, we do Y type of events, and our stakeholders need to be able to do Z with this solution." Approach: Now you can ask them: For how long have you worked with similar clients? How many similar clients have you worked with so far? Please add the name(s) of the most similar client(s) and key contact(s) for reference. So, after you ask the right questions and are able to compare them side by side, you can quickly verify whether their claims hold true by comparing them with similar clients—ensuring an apples-to-apples comparison. Now it's finally time to schedule that demo while you're already 99.9% sure that this is the best solution for your exact needs and that you can trust that it will deliver on its promises. PS. In this example, the RFP is tailored more toward technology solutions, but you can apply these core principles to any RFP. 

Why Business Architecture Was Failing for a European Client, and How We Fixed It in 90 Days   The Problem
 At ABC Solutions (Frankfurt HQ), Robert’s BA team kept losing bids. Clients complained: "Your proposals feel generic - like you’re not listening." Meanwhile, Jane, the senior business architect, noticed projects stalling because new requests clashed with unflagged legacy tech debt. The EA lead was blunt: "We’re stuck at Level 2 maturity. BAs work in silos, intake is chaotic, and we can’t adapt." Bids lost. Delivery reactive. Leadership trust: slipping fast.   The 90-Day Catalyst Program That’s when Raj (Strategic Transformation Consultant) stepped in. No theory - just 3 practical, business-focused interventions: 1.    "Fit-for-Purpose BA" Workshops (Weeks 1-4):
 → Built a "Tailoring Toolkit": Lightweight frameworks (e.g., rapid capability maps).
 → Rule: "Diagnose the client’s REAL pain point in 2 hours - THEN pick tools."   2.    Intake Clinic with EA (Weeks 5-6):
 → BA + EA + Sales co-designed an "Intake Scorecard" asking:
 ‣ Strategic Capability Impact? (EA Alignment)
 ‣ Client’s Top 3 Pain Points? (Client-Centricity)
 ‣ Hidden Risks? (Jane’s mandate for tech debt/legacy clashes)   3.    Agility Sprints & Feedback (Weeks 7-12):
 → Mentors joined live client calls.
 → Bi-weekly Retros: "What did the client NEED vs. what we delivered?"
 → Tracked EA maturity weekly via tailored practice adoption.   What Changed: Execution, Not Methodology ·     Robert Won a Berlin retail bid: Used a 2-hour lightweight capability map for a Berlin retailer (skipped TOGAF), focusing ONLY on their inventory crisis. ·     Jane’s Catch: Flagged ancient ERP dependencies in an AI project via the Scorecard. Saved 3 months of rework. ·     EA Progress: Scorecard aligned projects to target capabilities. Maturity jumped to Level 3 (Defined).   90 Days Later: ·     BAs discussed "client context" and not "methodologies." ·     Intake meetings: 30 mins (not 3 hours). ·     Tech debt surfaced early, not hidden. ·     EA dashboard turned Green - NOT perfect, but confidently progressing.   "We’re not philosophers," said Robert. "We fix problems. Now we ask how before what."
 "We lead with relevance. We don’t just build architecture, we build trust." - Jane Transform Partner – Your Strategic Champion for Digital Transformation Image Source: SAP Blog

#beigebananas We continue to grow and as I share another job opportunity, I feel the need to also share our Growth Philosophy, and by extension Sales. After more than a decade in Managing Enterprise Sales and Account growth, one thing is clear: The Boiler room playbook of constant pressure and pushing clients doesn’t cut it anymore. Our sales cycle is long, and flashy pitches intrigue but wear off soon. Driving closure needs less persistence and more trust, less quarterly discount emails and greater availability/accessibility, and less of pushing a solution and baking in more flexibility. This is the core of our sales philosophy, and it’s what should set us apart in a crowded market. 1. Trust: The Bedrock of Sustainable Growth My old customers trust me, but will they trust Beige Bananas, a start up? We are okay with a slower sale than an over-promise. We rather delight than disappoint. Clients today are savvy, and appreciate honesty. Our largest MSA we signed with a new customer has an opt out at any time clause, why? Because MSAs don't keep a customer, our work will. 2. Availability: Presence over persistence Relentless chasing in name of nurturing, does not drive growth—I’ve seen that it’s not persistence but availability that matters. We don’t need to badger clients to get the deal. Instead, we stay present, responsive, and accessible when they’re ready to move forward. 3. Flexibility: Tailored Growth Solutions, Not a One-Size-Fits-All We started a bespoke solutions company instead of a product despite potential investors suggesting otherwise as I have seen, every client is different. Handing out a menu of pre-built options doesn’t work for complex enterprise needs. Our sales team too, needs to be consultative and flexible to suit the needs of the customer. One of our larger partnerships has flexibility at its charter, where we have 2 week sprints and change of scope is welcome. The world is changing rapidly and so will customer requirements and a 6 month SoW shall be resilient to accept change. We drive growth that evolves with their needs. 4. Vulnerability: Creating Authentic, Lasting Partnerships This ties to point #1 but felt it needed a separate call out. As a sales leader myself, I have closely seen automation is fast replacing human connection. Vulnerability however is a competitive edge. Being open about challenges—ours and theirs—creates authentic relationships. It’s in these real conversations, companies are built. Sharing vulnerability isn't a sign of weakness; it’s a sign of confidence in our partnership. This authenticity turns transactions into lasting relationships. We are an agency, channeled in a technological box. We are slightly different, we sell service as a software/product. We are changing the narrative we will grow only by helping our clients succeed. If this is something, you might enjoy, hit me up.

Welcome back to our Solutions Engineering Master Class! 🎓 Today, we're diving into "The Art of Onboarding" Onboarding is not just about setting up customers on the platform—it's about providing expert consulting to ensure their long-term success. With predefined templates and ready tech configurations, we make onboarding both faster and more efficient. Before we begin, we undergo a detailed sales handover to fully understand the customer's requirements. This groundwork ensures we start the onboarding process without scratching the surface, making it smooth from day one. Here’s what we focus on: 1) Understanding the Customer's Domain & Why They Invested in the Solution: A multinational catering company aimed to accelerate its digital transformation with a contract management tool. Our Solutions Engineers analyzed their existing workflows and customized the tool’s configurations to streamline contract tracking and management. By optimizing data validation processes and improving document handling using Whatfix, customer reduced manual errors and enhanced operational efficiency across the contract lifecycle. 2) Understanding Business Objectives in Detail: A renewable energy giant wanted to minimize time-to-proficiency across its CRM, ERP, and other applications while reducing IT support queries and human errors. Our Solutions Engineers thoroughly analyzed their application usage patterns & frequent errors, customized in-app guidance and optimized feature configurations to reduce the learning curve using Whatfix. By simplifying workflows and automating frequent tasks, customer significantly enhanced user adoption and minimized the need for IT support. 3) Using Predefined Implementation Methods or Crafting Custom Solutions: For multiple enterprises, we utilized standard implementation templates to expedite setup for their enterprise apps. Also, when a client had unique needs, our Solutions Engineers crafted a custom solution to integrate seamlessly with their existing systems, ensuring a perfect fit for their specific requirements. 4)Defining Aggressive Timelines for Execution and Delivery: By leveraging predefined implementation templates, our Solutions Engineers can fast-track the deployment process, significantly reducing time-to-value. These templates ensure a structured and efficient setup, enabling customers to realize immediate benefits from the DAP. Through thorough collaboration and attention to detail, we help customers achieve their desired outcomes efficiently. 👉 Insight: A strong onboarding process sets the foundation for long-term success. How do you ensure smooth onboarding in your SaaS product? Please feel free to comment. Stay tuned for the next post. #Onboarding #SolutionsEngineering #CustomerSuccess #DigitalAdoption #DAP #SAAS #Whatfix #DigitalAdoptionPlatform #Value #Dreamforce

During my more than twenty years in money management, I’ve led or co-led the development of three Solutions businesses. These were major organizational transformations. But “Solutions” has become a buzzword in our industry. How do I define it? It’s a business model focused on customization to client needs. You meet with clients who control billions of dollars, and instead of pushing a specific investment product, you ask: What do you need? You may analyze their asset mix, and liabilities (i.e., how and when the money is distributed). Based on this analysis, you may recommend an off-the-shelf product or a customized portfolio. When a client who controls billions of dollars asks for an analysis or a proposal for a customized portfolio, the fire station alarm goes off. The Solutions Strategist must mobilize the entire organization quickly and efficiently. Everyone must work towards one objective: delivering the best the firm can offer this client. Whoever happens to have “bandwidth” (the ability to temporarily drop other projects to focus on this one) must step in. Organizations that are siloed and rigid about role clarity don’t do well as Solutions providers. My experience standing up these Solutions businesses at three companies has been that if you focus on the client, you can break silos without bruising relationships. #leadership #changemanagement

Research shows that while 61% of banking executives view a customer-centric business model as essential, fewer than 20% feel ready to implement it. This gap presents a huge opportunity! A successful customer experience goes beyond transactional skills and product knowledge. It demands a deeper understanding of customer needs—sometimes even uncovering needs the customer wasn’t aware of. In the past two years, regional and community banks have faced unprecedented challenges with rising interest rates and an inverted yield curve. These market conditions have forced many to rethink strategies and seize the opportunity to future-proof their organizations. The key to navigating this complexity? Cultivating holistic customer relationships and developing highly skilled professionals. Shifting from a traditional savings and loan model to becoming a premier partner for small businesses is no longer optional—it’s essential. To thrive, banks must invest in their people. Moving away from a single-product mindset to building deeper, more comprehensive client relationships is especially critical in the business sector. This transformation allows banks to address two primary types of customer challenges: Customers with Identified Needs: These clients are aware of their challenges but need expert guidance to find the right solutions. By asking thoughtful, probing questions, bankers can uncover these needs and offer tailored solutions. Yet, many bankers hesitate to engage at this deeper level, fearing they’ll come across as too “salesy” or aggressive. This reluctance often leads to prematurely offering solutions, missing the chance to create more impactful, value-driven conversations. Customers Without Clear Needs: These clients may not have a pressing issue but can benefit from a proactive banker who introduces fresh ideas, identifies hidden pain points, and explores their goals. Meaningful, consultative conversations here can showcase how the bank can support long-term business growth. At Integrity Solutions, we’re helping banks close this gap by equipping teams with the skills, mindset, and confidence to engage in genuine, consultative conversations. Through our relationship-focused model, bankers learn to ask the right questions, build trust, and deliver tailored solutions that truly resonate with their clients. In today’s dynamic environment, investing in your people is key to staying resilient, relevant, and responsive to evolving client needs. What strategies have you found most effective in building deeper, consultative relationships with business clients? I’d love to hear your thoughts and experiences in the comments!