Case Studies

Client Interviews and Market Research

Situation

A consulting design and architecture firm sought to develop a unique value proposition based upon its competitive advantage in the marketplace.

Approach

Redington Solutions assisted in compiling a target list of clients and contacts to whom to reach out for the survey, and conducted subsequent in-person interviews.  Survey results were analyzed and compiled for the firm leadership’s review.

Results

The in-person client interviews revealed several future new business opportunities for the firm, and the glowing reviews provided by clients were incorporated into the company’s new messaging, website and marketing materials.  Feedback from the client interviews enabled the firm to strategically update its market messaging to align with its target community’s values and needs, and create a distinctive value proposition that differentiated the firm from its competitors.

Pursuit Research Analysis

Situation

A national, full-service law firm was seeking assistance garnering the “next level” of in-depth research for use with their pursuit teams and in preparation for individual pursuit meetings.

Approach

Redington Solutions utilized a multifaceted research approach which entailed industry research, litigation history reporting, public record analysis, website information, and detailed deep-dive into company records to retrieve and analyze strategic insight that would help place the law firm at an advantage in their targeted potential client pursuits.

Results

Lawyers in the law firm came to appreciate and expect a new level of in-depth research in preparation for client meetings and in formulating new client pursuit strategies.  This unique business intelligence report provided the lawyers with a distinct advantage over the competition when creating strategies for winning (or retaining) business.

Executive Business Development Coaching

Situation

A 30-year-old firm needed a boost in business following the economic downturn, which left it lacking repeat business from institutional clients.

Approach

Redington Solutions analyzed key industry opportunities, as well as strategic partnerships and relationships, and put in place an overall market plan which included a pipeline report and accountability calendar for firm leadership to follow.  Redington Solutions maintained regular individual and team coaching meetings to ensure the company was progressing toward its business development goals.

Results

Several months after initiating the action steps associated with the plan, the firm acquired new matters from existing clients and broadened its referral and prospective client contacts.  In addition, the company enjoyed broader market recognition through targeted marketing and client development efforts.

Client Team Management and Group Meeting Facilitation

Situation

An international law firm sought to increase its marketshare by deepening relationships with key institutional clients.

Approach

Redington Solutions worked with firm management to lead client teams through a systematic process that focused on expanding relationships within the client organizations, identifying and pursuing new areas of opportunity, and deepening existing areas of practice with the client.

Results

Many of the client teams enjoyed increased recognition within the client organization, an increase in prior-year billings, and elevated status as a “preferred provider” for the large multinational client accounts.

Brand Fulfillment

Situation

A leading fiduciary audit firm was seeking to transform its brand message from a singular, authoritative perspective to a collaborative voice that would better engage its prospective client base, build community around its message, and address the needs of its executive audience.

Approach

Redington Solutions proposed a fresh, new branding and messaging concept that was a departure from the company’s prior conservative marketing campaign.  The new brand voice clearly communicated the company’s stated mission to be a “partner in fiduciary excellence” for its clients.

Results

The new branding concepts were fully integrated into all of the firm’s marketing initiatives, including in the website, e-mail newsletters, and client-related events.  The inclusive marketing messaging helped to engage the company’s target audience, and create a community in support of the cause for fiduciary assurance (which fully aligned with the company’s strategic mission and purpose).

Marketing Collateral, PR and Advertising

Our team has developed ads for leading law firms, organized PR efforts around focused event campaigns, authored and designed websites and brochures that message a company’s brand, and implemented white paper initiatives to establish companies’ distinct perspectives in their target markets.  These efforts can prove to be critical in a firm’s overall go-to market approach, in developing a professional services firm’s brand through clients’ actual experiences with its messaging, people, and culture.

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