Case study:
Giving BD the tools to drive better client conversations
Go-To-Market Activation
I knew what we needed to say, but not how to bring it together. We needed a way to communicate a complex service in a way that was understood quickly with clients. Jocelyn helped me cut through the noise and turn that thinking into a BD tool I now use across the board.
It’s clear, credible and easy to tailor. A practical asset that supports how I sell, present and explain the value of what we do.
Trilby Langdon, Business Development Manager – Nexus Point
Challenge
Trilby was active in the market but lacked the tools to support early-stage conversations.
There was plenty of content in the business, but most of it was written from an operational lens. What was missing was a clear, structured way to talk about the Import File Audit, part of Saving Point’s customs advisory offer, in language that made sense to clients.
Approach
We worked together to create a tool that didn’t just explain the Import File Audit, but made it easy for clients to see why it mattered.
The aim was a flexible resource that could be used in multiple contexts, and make the value clear without overwhelming detail.
- Developed a modular, PowerPoint-based capability deck, designed to support conversations, not just deliver information.
- Rewrote all messaging from a client perspective, focused on pain points, benefits and commercial value
- Structured the deck so the Import File Audit stood on its own, while still linking to the broader advisory offer
- Built the tool for flexibility: something that worked printed, on-screen or with messaging that could be used easily in conversation
- Applied a ‘less is more’ lens to make sure the message landed fast
Impact
The deck was adopted quickly and used in one-to-one meetings, tailored for proposals and repurposed as a leave-behind.
It gave Trilby and the team structure without being prescriptive, helping them steer conversations, position the Import File Audit as a commercial enabler and build early momentum with prospects.
It’s improved prep time, made the advisory offer clearer in-market and given BD a tool they can use as part of the pitch to secure initial conversations.
This wasn’t just a collateral update. It was a focused marketing intervention built around the offer, the audience and the conversations that drive business forward.