Sharpen client experience
Increase differentiation and improve the client experience.
Ideal for:
It is widely known that buyers conduct extensive research before reaching out to potential providers. The challenge now is that enterprises, equipped with powerful tools like generative AI, are researching and short-listing more potential providers than ever before.
Adding to the complexity, the buying journey is no longer a linear progression. In fact, three in four buyers admit to identifying their preferred candidate before even reaching the shortlisting stage. This shift underscores the importance of maintaining strong, always-on brand visibility to sharpen client experience.
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possible providers researched in 2018
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possible providers researched in 2024
Five steps to better pipeline performance
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1Diagnostic
Assess factors behind wins and losses and analyze drivers of provider choice.
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2Strategy
Map buying journey and develop targeted plays to increase win rates and grow deal sizes.
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3Enablement
Develop proactive interventions for improved pipeline quality and opportunity progression.
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4Execution
Drive targeted pursuits to accelerate buying processes and increase team effectiveness.
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5Value realization
Evaluate improvements and effectiveness across pipeline velocity performance.
Win with a consistent and comprehensive approach
Our Account Development Process helps identify your strengths and weaknesses across the account engagement journey – so you can make the improvements needed to accelerate client growth.

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The role of thought leadership in the buying process
New research from Momentum ITSMA shows that thought leadership helps buyers gain confidence in your brand and, crucially, align on key issues that would otherwise stall purchase decisions.
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How brand tracking drives sales, differentiation, and growth
In today’s B2B landscape, brand reputation tracking is no longer optional – it’s a competitive necessity. Our research shows that as purchasing decisions become more complex and high stakes, B2B buyers say the risk of poor decision-making has increased. Minimizing this perceived risk and maximizing trust in your brand can help you win.
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Grant Thornton: Driving growth in global markets
How do you build trust and grow client relationships on a global scale? Jason Levergood shares how strategic alignment, a client-first mindset, and cross-border collaboration drive success in the complex world of professional services.