Establishing a digital transformation engagement program at professional service firm

Building momentum

A global leader in technology consulting sought to elevate its relevance with key clients by focusing on digital transformation. The company aimed to engage senior stakeholders across 20 global accounts, positioning itself higher in the value chain and improving customer satisfaction. This strategy prioritized larger deals and emphasized localized delivery capabilities, reflecting the leadership's commitment to driving meaningful change.

Our engagement

We partnered with the company to develop a targeted engagement program focused on capturing senior stakeholders' attention and effectively communicating the firm's digital transformation narrative. We began with deep-dive discovery sessions with account teams, reviewing sales collateral, and researching market trends and commercial drivers. Using this data, we crafted personalized value propositions for each account, delivering them through videos and PDFs to ensure a consistent and compelling narrative across sales and marketing channels. Deliverables included:

• Tailored value propositions that reflected the unique dynamics and history of each client relationship.
• Seamless collaboration between account teams and marketing functions to enhance the client experience.
• Customized pre- and post-event materials, thought leadership, and social selling strategies based on account-specific challenges and insights.
• Content informed by audience insights, moving beyond generic persona-based approaches to maximize impact.

Key outcomes

The program significantly strengthened the firm’s reputation as a trusted digital transformation partner at the board level, aligning with its strategic shift. Additionally, it laid the foundation for a multi-year transformation of sales and marketing approaches, showcasing progress in C-suite engagement and account penetration.

• Delivered 41 customer showcases highlighting digital transformation capabilities.
• Entered five new buying centers within targeted accounts.
• Engaged 432 contacts, establishing meaningful touchpoints across decision-making hierarchies.
• Generated $46.6 million in opportunity pipeline.
• Secured $10.5 million in won opportunities.

Feedback from stakeholders underscored the program’s success. Both internal teams and clients praised the personalized communications and strategic alignment, which strengthened relationships and positioned the company as a leader in the digital transformation space. This initiative set a new benchmark for engagement with the firm’s most important global accounts, solidifying its status as a differentiated player in a competitive market.