Case Studies: Sales Training
Toss the Resume
Problem...
A client was advised that before the chief executive of a large
public water district could approve the contract, he would have to make a
presentation to the city council in just 4 days.
Solution...
We worked on the presentation by starting out with strategies
and successes the lawyer and his firm had with similar problems. The firm
and lawyers' backgrounds were integrated into the pitch, not made the
highlight. Instead of a 10 minute discussion, the council was fascinated
with the options our client presented and asked numerous questions. The
contract was approved that evening and asked that the work begin the
following day.
