Oct 171 min read

Grow your business by promoting your wins

How are your wins (and value for your customers) being promoted in your customers’ organizations? Are they promoted at all? What is an effective approach to ensure the right people in your customers are aware of the value your company is providing?

YOU should manage the perception of value

If you are assuming the mid-level manager you worked with on a project is going to promote the value your organization provided, you may be disappointed. Let’s be honest, your customer contacts want to look good internally and are more likely to promote their accomplishments. Customers may have good intent to ensure your company gets some visibility, however, they get busy with other priorities.

No one will do a better job than YOU in ensuring visibility of how your company helped your customer.

Drive the process

Documenting the project and results are critical. Managing the communication is equally important. Here is an outline of the steps:

Develop a draft document including summary of the project, key people involved, results and value for the customer.
Collaborate with customer management you worked with on the project regarding:
- Document content
- Who it should be shared with
- How it will be shared with
- Scheduling meeting(s) with customer senior management to review
Particularly if you were not able to personally present the summary to senior management, follow up to get their perspective on value provided.