Case studies make an impact on prospects and offer specific evidence that your firm can deliver. A success story about how your firm improved someone else’s business is a powerful communications tool. But how do you convince clients to participate in a case study?

It's never too early in the project cycle to start thinking about a case study. When you begin a project with a new client, ask about their policy for allowing their name to be used in the service provider's marketing materials.

Choosing Your Case Study Candidates

What if it's a big client and you are anticipating great results? Consider giving the client a small discount for the work you perform if they agree to do a case study. The ROI you receive with the case study from a major client will more than cover the expense of knocking a few dollars off their final invoice.

Don’t get hung up on the big clients. It may be inviting to focus on clients with recognizable names, but your case study doesn’t have to be about big client names. Strong case studies include projects that deliver the biggest results--even if the client is lesser known. In addition, you may have a better chance of getting the go ahead from a smaller client than a large corporation that rarely lends its name.

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