Business case studies can help you sell your services to prospects. Here’s how to write a case study that you can share with others so they can see how you have helped others. Plus, use this business case study format to create your own.
What is a Business Case Study?
A business case study is a story about one of your clients and how you solved a problem for them. It allows your prospects to see how your solutions address their needs.
Think of it as painting a picture for a prospect to illustrate what a solution to their problem could look like. Business case studies allow a potential customer to understand how your company can help someone like them. When you pick a client to highlight in your business case study, your prospects can see another company who is similar in size, focus, industry, or other characteristics.
The purpose of a business case study is to make your prospects feel more comfortable with working with you. The fact that you solved a related issue for a customer very much like them will provide comfort and offer ideas.
It also serves as a customer testimonial from an existing client, which is a solid stamp of endorsement about your capabilities. Your business case studies can also include benefits such as return on investment, cost savings or other metrics that prospects want to see.
Here are some steps on how to choose your subject, format the study, and display the final product on your site.
Find the Right Client for Your Business Case Study
You’ve just completed a project with a client. All the issues are resolved and everything is running smoothly. They’re pleased with the results and so are you. So what should you do now?
Take advantage of your customer success story by documenting the situation and solution in a business case study, and placing it on your website. In doing so, you’ve just equipped yourself with a highly effective marketing document.
If your client has experienced outstanding results from using your services, particularly if their issues were more complicated than most, see if they would allow you to develop their story into business case studies.
Once they grant permission, discuss what details they are comfortable with using such as their company name and location. You’ll also need to provide a Case Study Release Form to ensure you have documented legal permission to use your client’s information.
How to Write Case Studies
Use the following business case study example and format to create your own. Make sure you have your facts about the case study straight by asking your client some detailed questions and then carefully documenting the answers:
The Initial Problem
- Can you describe the problem that prompted you to seek our services?
- What were the areas where you were facing some problems, such as inefficient processes, inaccurate results, expensive or slow solutions?
- Did you already have a department or company that was not able to find a solution to your dilemma?
The Quest for a Solution
- How did you go about searching for a solution?
- Did you have a specific solution in mind when you were looking for help?
- Why did you choose us over our competitors?
The Results and Outcome
- What benefits have you received from using our company?
- How have our services saved you time and money?
Create a Colorful and Visual Case Study Template
Decide on a case study template and use it consistently for all future business case studies so they are easy to read and look consistent. This is important in order to keep your branding consistent. Choose a good-sized, easy-to-read font, and color to offset your subheads. The goal is to make the study skimmable. That way people can read it quickly without having to go over every word. Charts, infographics, and videos can also enhance the message.
Here’s a list of subheads you might want to include in your business case study template:
- Client Information
- Support Needs
- Situation (Problem)
- Success Factors
TEK Systems has an interesting approach to its case studies. When you click on a subhead, a paragraph at a time is displayed. In order to view the entire case study, you need to download a PDF where greater detail is available. You might want to consider this if you want to use the downloadable PDF to generate new leads.
Tell Your Customer Success Story Carefully
Once you have gathered your detail and settled on a template, try to write the content of the case study as if writing a customer story, because it is! You’re retelling the story of your company’s professional victory.
Using 1st and 2nd person keeps the case study more personal and relatable. Detail, including specific numbers, and information on hardware and software systems, helps reinforce the valuable support your managed services company has provided.
Make Business Case Studies Easy to Find
Now that the case studies are developed, decide the best place to locate them on your website menu. You should provide a clear path so the case studies are accessible.
You can also categorize your business case studies to make them easier to locate. Possible categorizations could include industry, company size, or technology. If you hope to find more clients within the same industry, providing a case study of a similar company is a great way to build a niche market. You’ll have written proof that your company is well equipped to meet the particular needs of their profession.
A business case study is more than a list of the client, problem, and solution; it’s a powerful illustration of your company’s powerhouse of problem-solving arsenal. If used effectively, you will be armed with another strong marketing tool to build your business.