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IBM's CHALLENGE:
"Communicate nationwide the relationship between IBM products and the business issues confronting IBM customers and prospects."
IBM's SOLUTION:
Dirk Beveridge's cutting-edge BOSS critical success factors developed and tailored to actual IBM clients presented in a conference format to 200 – 250 IBM customers and prospects in each of twelve cities country wide.
IBM's RESPONSE:
- "Dirk Beveridge is quite good."
- "Mr. Beveridge did a great job getting our customers/prospects to understand what IBM can do for them in the new technology 'assisted' marketplace."
- "His willingness, ability, and eagerness to help IBM achieve the objectives is obvious."
- "It was important that Dirk Beveridge deliver the message because of his credibility and the fact he doesn't work for IBM."
DIRK BEVERIDGE'S COMMENTS:
"We listened hard to ensure we understood what IBM was attempting to accomplish. We then made field visits to 'feel, touch, and smell these issues', and then used our considerable expertise to design and develop a timely and tailored program to meet their needs. Finally, we delivered a highly energetic, dynamic, content-filled, cutting edge message supported by the best graphics in the business using IBM products." |
