CASE STUDY: Articulating a Global Capability

SPCIQ GLOBAL CAPABILITIES CASE STUDY-01Challenge

With Standard & Poor’s globally distributed sales force, it was a challenge to ensure consistency of message and positioning.  Plus, some sales teams focused on only one set of capabilities with little awareness of the full range of solutions.

Solution

We reached out to each global sales team to understand how they articulated our value proposition and to gather materials they were currently using when speaking to clients.

The resulting Global Capabilities Presentation presented a total view of all S&P’s client solutions, along with the enabling capabilities.

The 72-page deck was divisible into discrete sections which addressed specific client situations or product sets, and was stored and updated quarterly on a globally accessible platform. Additionally, we created a short guide to assembling a customized presentation which focused on specific product solutions and global markets.

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