Oliver-Reynolds

Strategic Communications for B2B Corporations

Oliver-Reynolds specializes in creating critical B2B communications (proposals, sales presentations and other long-form content) that are specifically designed to drive new business for our clients. We’re passionate about crafting persuasive stories that they can confidently deliver—when it counts the most.

The cost of not doing business

For B2B companies whose main drivers of revenue are through the traditional sales process, falling short at an RFP or subsequent round can mean the difference between meeting or missing annual sales goals. For most, a single bid lost represents substantial money left on the table and the foregone opportunity to do business from year to year. Many times (even when a firm has competitive pricing or superior products) a loss can be attributed to a presentation that lacks a defined and persuasive message.

How hard do you want your prospects to work?

Does your presentation clearly assert why they should select your company,
or leave them to arrive at their own conclusion?

Across industries, we find that many sales finalists fail to:

  • Acknowledge that they heard and understand the prospect’s needs
  • Directly and completely address the prospect’s pain points
  • Communicate how their business is uniquely suited to serve the prospect
  • Demonstrate the highest and best their firm has to offer
  • Intentionally guide the prospect to choose their company

The benefit of nailing your narrative

From the standpoint of your prospects, each sales round provides a glimpse of what it’s like to work with your company. Whatever impression your company makes is what they will use to infer the experience of serving as your client in an official capacity. So make it easy: Leave them with only positive associations of your brand and control the one factor you can—your storyline. A strong and thoughtful narrative can be the opening you need to win their business.

Crafting Your Persuasive Presentation

1. Assess viewpoints

We evaluate your opportunity from three distinct perspectives:

  • The prospect’s
  • Your firm’s
  • Known/possible competitors’

2. Determine value

We consider any existing brand elements and competitive differentiators, then help you define additional value contributors related to what the prospect is seeking. This is the basis of your value story.

 

3. Build argument

We use your unique value story to construct a persuasive argument—one that’s designed to reduce indecision, address other psychological barriers and compel the prospect to action.

 

4. Engage audience

We build out your presentation using strategic copywriting (infusing salesmanship, logic and emotion), graphic design (to reinforce messaging) and storytelling (to bring it to life).