Case study: Follow up on deals and close them successfully
1. Description of the initial situation
The company specializes in software development for dental practices and laboratories. Through a highly specialized in-house and field service team, the company offers a nationwide network with expertise that allows it's customers to offer better solutions, to optimize workflows, to modernize product presentations and to significantly improve their own business. The key objective was to ensure that proposals are drawn up, followed up and deals were closed professionally.
2. Client's objective (IT consulting)
In order to ensure not only the best possible use of its own software, but also the optimal processes and procedures for laboratories and practices, IT Consulting offers customers a seminars on various topics. These are aimed primarily at employees with direct customer contact, ensuring that offers can be better presented. The aim was to communicate the message that sending out a proposal is only one part of the process. The follow-up as well as the successful completion are essential.
3. Format of the course (online)
The day-to-day in practices is often only partially plannable and many things come up and have to be immediately prioritized. Therefore, it was decided to conduct this online. The group was very heterogeneous, as were their backgrounds and locations. The participants particularly appreciated the fact that they could join from anywhere. The online seminar platform was provided by the Kitzmann Institute. A consistently high level of interaction was possible for participants from busy ER practices and high-availability laboratories.
4. Results and future outlooks
The entire training was evaluated by the Kitzmann Institute as well as the client. In addition, the satisfaction of the participants in the laboratories and practices was also included in the assessment. The overall result showed a very high level of satisfaction across the board. The seminar series was thus expanded and extended in several parts, so t that a wider range of topics could be covered.
