Schedule a workshop
Once a need has been identified, the managing director and client principal work with the client to schedule a workshop. The objective: get key people from the prospect’s organization into the room and build alignment around a specific outcome. This allows the client to see our team in action and allows us to understand the domain and opportunities, discuss architecture, and the like.
Invest the team’s time to research the domain and industry before the workshop.
For example, when meeting with a financial institution, perform a landscape analysis for banking technology that includes a competitive analysis of all deployed applications and how they stack up across the competitive landscape. The extra investment early on will benefit the relationship and the project down the line.
Before a workshop, the managing director should first assemble the right team members across all our disciplines—product, design, and engineering.