One of Productive Strategies smallest clients is in the business of developing

advanced technology for the metal casting industry. The firm has four

employees, including two who actually build and assemble the hardware. After

years of making occasional sales around the world at a modest rate, they

decided the firm needed to grow. The father and son who own the firm, both

engineers, realized that selling and marketing were not skills they possessed

and they also lacked time to devote to these activities.

Our initial project consisted of four consulting days. We defined the benefits

of this product, documented the savings that users would realize through its

use and began to develop a database for our client. Our next project involved a

mail campaign to the target market. We handled everything from the copywriting

to licking the stamps. The initial mailing produced a result three times the

projected rate, and as of this writing the company is talking to the largest

group of prospective customers in its history. We handle all of the lead follow

up for this client and assist in closing the sale. Further, we have helped this

client prepare for a trade show exhibition where we also helped them staff the

booth.

While our client has realized excellent results from our association, this

relationship is also interesting in terms of our fee structure. Throughout this

relationship, our compensation has been designed to assure the client that they

are getting clear, measurable value for their money. Our initial consulting

project was handled on a traditional day-fee basis, with a per-name charge for

the database creation. The mailing campaign cost the client $500 plus $1.50 per

letter. Our follow-up handling of the leads was compensated by a percentage of

sales arrangement. For our trade-show work, the client covered our direct costs

while we contributed our time.