How to Ask Your Corporate Client to Be Featured in a Case Study
You've completed a significant project for a corporate client and achieved exceptional results. Of course, you want to showcase that work in a case study. Case studies are incredibly valuable marketing tools, providing real-world evidence of your expertise, and they allow prospective clients to see the tangible impact you can deliver.
Surely your happy client will want to share the good news with the world! Maybe.
Corporate clients are especially protective of their image. Asking to use their name in such a public way requires a delicate, professional approach.
Here are a few tips to help you successfully navigating that conversation.
1. Ensure Client Satisfaction First
Before broaching the topic of a case study, it’s essential to confirm that the client is genuinely satisfied with the work you've delivered. A happy, impressed client is far more likely to agree to being featured than one who has unresolved concerns. If possible, quantify the benefits or results of your work, whether it's an increase in revenue, improved operational efficiency, or another relevant metric.
2. Outline What the Case Study Will Include
Transparency is key to ensuring your client feels comfortable with the process. When making your request, explain exactly what the case study will involve. Will it include specific data points, quotes from key stakeholders, or a general overview of the challenges and results? Offering to draft the content for their review can also alleviate concerns, as many corporate clients may want control over how their brand is represented.
3. Emphasize Confidentiality
Reassure them that confidentiality will be maintained for any sensitive information. For instance, if the work involved proprietary processes or internal strategies, offer to leave out or anonymize any details that may be too specific.
4. Be Prepared for a 'No' and Stay Professional
Even the happiest clients may say no. They might have strict corporate policies around external communication, or they may not be comfortable with publicizing their internal challenges. If this happens, remain professional and thank them for considering your request.
5. Set the Stage
Case studies can be a big ask. An easier one is asking to use the client’s name and logo on your website. Here’s some language to get you started.
Use of Client Name and Logo
The Client hereby grants the Consultant a non-exclusive, royalty-free license to use the Client’s name and logo in the Consultant’s marketing materials, including but not limited to the Consultant's website, presentations, and promotional materials. The Consultant agrees to use the Client's name and logo in accordance with any brand guidelines provided by the Client and solely for the purpose of identifying the Client as a past or current customer. The Client may revoke this permission at any time upon written notice to the Consultant.
Remember, even if a client declines, the professional relationship you’ve built is invaluable.
IP is fuel. 🚀
Erin