Overview
Objective:
Read the case study attached below.
Your task is to create a video presentation as an account manager representing Universus Media Group Inc. The goal is to persuade Doug Flynn, President of the Flynn Group of Companies, to award an initial project to Universus, fostering a potential long-term client relationship.
Key Components:
1. Introduction (1-2 minutes):
- Briefly introduce yourself and your role as an account manager at Universus Media Group Inc.
- Set the context for the presentation by highlighting the unique opportunity with the Flynn Group of Companies.
2. Understanding Flynn's Needs (1-2 minutes):
- Summarize Flynn's background, emphasizing their emphasis on internal culture, training challenges, and the need for engaging training materials.
- Address the importance of "The Flynn Way" and how Universus can align with their values.
3. Universus Media Group Overview (1-2 minutes):
- Provide a concise overview of Universus Media Group, including its growth, client portfolio, and expertise in the automotive industry.
- Highlight key strengths such as creative and production skills, industry knowledge, and a strong account service team.
4. Challenges and Solutions (2-4 minutes):
- Discuss challenges Universus may face in selling to Flynn, such as industry differences and potential perceptions of cost.
- Present compelling solutions, emphasizing the transferability of skills and experience, clarification on the B2B focus, and the ability to provide cost-effective solutions.
5. Tailored Proposal (2-4 minutes):
- Propose a focused initial project tailored to Flynn's training needs, leveraging Universus' expertise in creating engaging training materials.
- Highlight the benefits of collaborating on this project and the potential for deeper engagement in areas like marketing, website development, and design.
6. Addressing objections (2-3 minutes):
- Acknowledge potential objections to outsourcing and provide concrete examples of how Universus has successfully worked with other clients, resulting in mutual benefits.
- Use facts and examples to support the case for outsourcing as a strategic move for Flynn.
7. Pilot Project Consideration (1-2 minutes):
- Discuss the option of a pilot project, explaining the benefits for Flynn in terms of risk reduction and showcasing Universus' capabilities.
- Leave room for discussion on this point during the potential meeting.
8. Conclusion and Call to Action (1-2 minutes):
- Summarize key points.
- Emphasize the potential for a mutually beneficial partnership.
- Encourage further discussion and express eagerness to explore opportunities with Flynn.
Additional Resources:
- Utilize examples of Universus' previous work.
- Explore Flynn's YouTube channel for insights into their preferences.
- Consider interviewing the connection to Flynn for additional insights.