OMD, Confidently advising clients to buy into the new

Situation

OMD is one of the largest marketing services companies in the world, providing brand and advertising services and advice to over 5,000 clients in over 100 countries, and spending billions of dollars on behalf of their clients.

In 2019, they wanted to build more empathy into their engagement with clients to further underpin their brand promise to make “Better decisions, faster” on behalf of clients.

Solution

Through a tailored Client-Centred Thinking workshop, we taught OMD’s client-facing teams a framework for consultative sales discussions that put the client’s interests first. This allowed them to advise clients on increasingly diverse products and services to help them grow their business and brands.

The results

Clients retained

Within 6 months, 5 client accounts moved out of a ‘defend’ status.

Organic growth

Within 6 months, 3 new products were co-created with clients and sold

More efficiency

The data and analytics team reported faster sales cycles

Fewer meetings

“We now have fewer client meetings, and the ones we have are faster and more efficient. In the past it would have taken 3 or 4 of softly, softly meetings.

Now in one meeting we get all the information we need, give the client options and co-create a scope of work.”

Jody Saunders
Head of Data and Technology, OMD UK