Onboarding (presale) & Bonuses

Securing a new client often takes a lot of time, energy, and financial investment. Also, competition in digital landscape is quite tense and everyone promise “to deliver the best result possible”, because of it we invest resources in pre-sale client development (e.g. market research for ads, design concepts in design etc). Other than that an on boarding process is also vital for long lasting relationships.

1. Identifying common requirements

As a digital agency we have core set of products and services that we deliver – design, development & marketing.

Since we have a number of packages already created (at least internally), we can can obviously identify which elements or components any particular client will engage with.

For example a basic deal consist of:

  • Dedicated landing page (design/development/copywriting),
  • Google AdWords setup & management
  • reporting

Sounds simple, and it is simple.

2. Identifying unique requirements

Just like no two snow flakes are the same, nor are two clients. Even two straightforward competitors in the same niche can be wildly different with their internal competencies, their objectives and expectations.

Identification of these unique requirements is critical in the success (short and long term) of the marketing campaign and long lasting partnership.

I like to do this part of the process easily enough by just asking a series of questions. Below is a screenshot from a real conversation I had recently.

3. Key stakeholder meeting

At this point, it’s time to invite key stakeholders to a physical or virtual round table meeting.

My own preference is to have a set agenda, and to keep in on point. We’re respecting each others time and resources, and this can now pave the way for all/any future meetings of a similar nature.

The agenda should be sent to people involved ahead of meeting time.

An agenda might typically include but not be limited to;

  • Introductions
  • Client’s company overview
  • Client’s objectives
  • Key people in client’s organisation
  • Client’s core products/services/revenue/margins
  • KPI’s
  • Reporting preferences

Who are the key stakeholders?

This changes on a case by case basis, although let’s look at the more common roles;

  • (Agency) Account Manager
    • Many companies tend to include whole set of specialists her, but GRIN tech’s believe is that a maximum 2 people should be facing client and be responsible for A. communication B. results delivered
  • (Client) Business owner (or senior delegate)
  • (Client) Marketing Manager
  • (Client) Department Manager (or delegate)
  • (Client) Single point of contact

4. Internal kick-off meeting

Now we’re getting to the pointy end, and a well communicated internal project kick-off meeting will basically get a team dedicated to your project on the same page.

This internal meeting will include any/all personnel who will be actively working on the campaign or project.

WIP meetings conducted on a regular basis. For constantly evolving projects such as web development, these could be weekly. For an AdWords or PPC client, they can be monthly arrangements.

The outcome

A well-structured client onboarding process can really make a massive difference in the length and strength of the relationship between the two parties.

tempting to try
awesome to stay

Choose the bonus when we sign up a deal

Before

After

Development

1 year hosting on 32GB monster machine, 99% uptime

MVP

Competitor analysis

Design

Design concept

Marketing

Unit economy estimation

Free promo video

Analytics

Audit

Data warehouse prop. and unit economy estimate

Changelog

1.1 Moved visual productions into separate unit and started dedicated marketing campaign on home market

We love Wordpress and recently shipped two plugins into open beta for commercial sale.

1.2.1 King The Monk - wordpress plugin to virally grow your email list

1.2.2 Plain conversions - wordpress plugin to convert your visitors

1.3 We fell in love with ecommerce, coz of short feedback cycles for both development and marketing. Today we slightly upgrade GRIN tech's expertise shipping into production inhouse SaaS project - AVOKADO - the web app for learning languages with flash cards.

1.4 Collaboration with Logomachine.
It is design company working in Russia. We fell in love with the their offer on logotypes & brand assets (transparent pricing, fixed deadlines) and decided to bring their offer to English speaking markets.

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