Once again, Brand Central Station pulls together an internal team to discuss the challenge presented by the client – this time with the additional insights and information collected during the Discovery process.
The resulting conversation formulates the sales and marketing strategies and tactics to be proposed to the client for consideration. In many cases, team members are requested to provide cost estimates and production guidelines/timelines that can be included in our final proposal for review.
Sometimes, the team is able to actually go as far as identifying key point of view, market positioning or messaging elements at this step – but not every time. It is incumbent upon the BCS sales consultant to make sure the client’s expectations for what will be presented are in line with what is being created internally.
Because a successful presentation of findings and recommendations will lead to the next step: Authorization.