Tuesday, January 17, 2017

Including RFP’s Into Your Customer Success Program

Author: Mateo Miramontes, Mainstay Business Value Consultant

For years Mainstay Company has been the go to place for the world’s leading tech firms when they need a clear and effective way to reach new customers. Whether it be whitepapers, infographics, videos, blogs, Mainstay has the ability to take content and break it down into assets that can be digested by all decision makers. With the release of “Competing for Customers”, Mainstay has shown how their ability to reach prospective customers can also work for current customers.

With the push to dedicate more time to current customers, Mainstay has been asked to assist in the complex world of RFP’s (Request for Proposal). Companies have reached out and asked for help in renewing contracts of their vital customer base. This move has brought a new challenge for Mainstay but also for companies who have long relied on large proposal documents that mirror reports sent to prospective customers. Change is not always easy but as Mainstay’s customers have learned, there is a better way.

To make a RFP more effective, Mainstay relied on its efficient and direct method of gathering and presenting information. Cutting filler information and relying on the data to tell the successful story of the solution proved to be the best way to reach decision makers and map out the true value. What seems like an obvious approach to this process actually presented a change in philosophy and for those who trusted Mainstay in this change, find themselves not only renewing valuable contracts, but also improving their relationship with their customers. Decision makers appreciate the direct approach and many are impressed with the value they have received and the future possibilities. In 2 pages, Mainstay can show that the grass is not always greener on the other side.

The reality is the RFP process is a costly and time consuming endeavor for a solution provider. But that cost is minimal when compared to the cost a customer might incur when switching a solution that might require massive hardware and software changes. By outlining the cost avoidance in renewing with a solution that is providing great value, Mainstay has shown the ability to effectively communicate the entire picture of the RPF process to those who will ultimately make the decision.
Mainstay has always been able to provide efficient and effective assets to every level of a company’s management team. Adding the RFP process to the stable of areas that these assets can be used in is a natural move that has proven to be effective in the new business world of customer satisfaction. A long standing client of Mainstay commented:

“The quality of work delivered by the Mainstay team is second to none and truly frames our Organization’s value against our competition in the format of what it means to the customer. We heard from the evaluation committee that "We got it" in regards to our proposal. If we are fortunate enough to be awarded this $11M TCV business, it will be directly correlated to Mainstay’s efforts.”

Please contact us at www.mainstaycompany.com if your organization needs help finding new ways to reach your customers and guarantee that they become loyal customers that you can rely on. 


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