The Dating Game
The secret to success at KPI is really no secret. Sure, at first glance, we’re demand-generation experts – but we’ve knocked ourselves out to redefine what any client should expect from the demand-generation experience. For us, it’s not just about data, follow up and follow through. The real key to success is in the relationship we build with our clients. We can only make it work when we work together. If that sounds a lot like something you’d hear from some late-night relationship expert cable talk show, well, it’s because it is.
Our job is to keep in touch with our clients. We don’t want to just slap our own KPIs on a campaign. We want to understand the client’s KPIs, which can be unique to every initiative. That means we have to do a lot of listening. We often make the initial, strategic approach – think of someone trying to make an impression in a bar – but for any conversation to continue, that person has to listen as much, after they make the introduction. Everyone knows that guy who comes on too strong and talks to much. He at best he’s annoying. At worst, he’s just creepy. We certainly don’t want to be thought of as annoying creeps by our clients or their customers!
In the weeks ahead, we’ll use this blog space to offer regular profiles of the “relationship stages” that make what we think are the most effective, healthiest professional relationships. The progression is a lot like when two people meet and hit it off. Things move from that initial involvement to setting expectations to a state of ongoing management. Throughout, there’s constant communication. Stay tuned to join us for further discussion on how we try to make this happen. Of course, we’ll be expecting you to participate. We can’t make this work by ourselves!