Читать книгу Never Say Sell - Tom McMakin - Страница 37

With Thomson Reuters, Susie has been able to EXPAND the relationship by introducing live events to the scope of work. Susie explains, “After we'd been convening these networks of CIOs and CFOs on their behalf for a few years, the timing was right to discuss how we could make the peer network even more deeply engaged by bringing the executives together in person – incorporating both facilitated discussion and a social event.”

Although our work with Thomson Reuters up to this point had been exclusively virtual events, this was a natural progression, and Susie was able to speak to dozens of case studies that demonstrated how PIE had successfully convened in-person events for other clients.

The Diamond of Opportunity in Action

 MORE. Susie has grown the contract to include more of the same work for the same buyer (virtual peer exchange facilitation).

 EXPAND. Susie expanded this relationship by offering an adjacent service (facilitated live events) to her same buyer.