Case Study
How Kimberly Turned Client Stories Into Her Business Development Engine
Built for Business Development
When an RFP came in for a new contract, Kimberly didn't scramble. She pulled up a client testimonial that highlighted her previous experience and let her client's words speak for her. Shortly after submission, she got called in for the interview.
Kimberly leads SMART Health Education, where she builds training, facilitates retreats, and leads team-building experiences for public health organizations. She's deliberate about her business development, which means she needs content ready for when prospects make decisions. She knew she could use client stories as a response to a LinkedIn DM, an RFP, or the follow-up after a discovery call.
The Hesitation
She'd wanted stories that demonstrated why her clients keep coming back, but capturing that proof brought up friction she kept avoiding. She hesitated to ask a long-term client whose project had been completed a few years earlier, and she felt uncomfortable adding one more task to her busy clients' schedules. She recognized client stories were how she'd build trust with prospects, but she didn't want to be the one managing the whole process.
Kimberly's Asset Library
I interviewed three of Kimberly's past clients, a public health nonprofit, a global health advocacy organization, and a social impact focused consulting firm. Instead of asking for generic compliments, I asked about the details of their partnership with Kimberly and the specific reasons why they keep choosing to work with her.
The result Kimberly received wasn't a single quote but an organized library of case studies and testimonials she could use over and over again. They speak to her rare mix of big-picture thinking and her ability to get into the details, and to how she brings evidence-based recommendations without ever shutting down an idea. Her assets from A Good Word provide the kind of detail that makes a prospective client think, I want to work with this consultant, not just any consultant.
"Way, way better than I could ever do, even if I had the time, capacity, or vision."
Kimberly Green-Warren, SMART Health Education
Client stories that build trust with prospects, ready when you need them. If that's what's missing from your sales process, let's talk.