This is a part of a series that was created to help you create case studies for your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly.
During the early stages of this initiative you will have to research the “going rate” for writers and designers.
The best way to do this is by asking each of your candidates:
- What is your going rate?
- What are your expectations (time spent and rate charged) for this role I have defined?
Asking these questions does not mean you are agreeing to pay the price they’ve quoted. You are the manager, so you can determine the rate. The candidate of course has the right to reject your offer.
In the early stages of your research, it is okay to be evasive about price. You can let your prospects know that you have yet to determine the rate that your budget will permit.
Don’t get discouraged if you speak with a content creator who laughs at the rate you have in mind – there are qualified professionals out there who will be willing to work on projects for that rate. That said, be prepared to have a number of conversations to find the best fit.
Once you feel as though you have come up with a reasonable rate for your freelancers, present your figures to your management team/CFO to get their approval. Demonstrate the research you’ve performed to find the best fit (both professionally and monetarily), and how the selected individual stacks up against their competition.
Articulate in your written proposal these points about the value of this initiative. Professionally produced case studies:
- Build credibility with your prospects. Case studies demonstrate the legitimacy of your products/services; your customers’ willingness to participate in case studies and share their successful results shows prospects that other companies are satisfied with your products/services. Your case studies offer proof that your solutions work, and that your products/services are worth the investment.
- Increase sales productivity. By displaying your company’s successes through a clear and concise marketing document, your sales team will have less selling to do – the content speaks for itself and the story serves much like a reference check would for your business.
- Showcase your company’s success to investors, partners, analysts, and the media. Your case studies are essentially bragging tools for your company; they demonstrate how rather than just talking the talk, your business walks the walk. Case studies leave a lasting impression that people can physically take away with them after a meeting or presentation.
Next week, I’ll explain how to create a statement of work (SOW) for your freelancers.
Photo by: khrawlings