EXECUTIVE SUMMARY

Challenge and Goal of the Project

The primary goal of this project was to develop and implement a functioning client acquisition strategy for Vienesse Consulting, a young technology consulting firm based in Vienna. Vienesse Consulting, despite its innovative approach and agile practices, faced significant challenges in broadening its client base. The objective was to create a strategy that would expand the firm’s client base, enhance its market presence, and build credibility.

Methodology

We utilized the design thinking method, which involves empathizing, defining, ideating, prototyping, and testing. We began by conducting 22 qualitative interviews with various stakeholders, including Vienesse staff, potential clients, end customers, business partners, and competitors. This was complemented by secondary research to provide a comprehensive understanding of the industry. The gathered information was synthesized to identify key challenges and insights, which then formed the basis for our strategic initiatives. Various ideas were brainstormed and refined, resulting in the development of practical strategies that were tested and iteratively improved based on feedback.

Results

The final client acquisition strategy for Vienesse Consulting is centered around the LinkedIn Sales Funnel, which includes three main components:

Video Acquisition: Personalized video messages sent to potential clients on LinkedIn, fostering a personal and professional connection from the outset. This approach helps build trust and provides value before any formal engagement.

Value in Advance: Establishing credibility by offering valuable insights and actionable advice through engaging webinars before any formal business relationship begins. This demonstrates Vienesse’s expertise and commitment to delivering results.

LinkedIn Influencer: Collaborating with LinkedIn influencers who have a large and engaged following to increase reach and build credibility. This strategy leverages the influencers’ reputation to enhance Vienesse’s visibility and trustworthiness.

Next Steps

Immediate actions include subscribing to LinkedIn Sales Navigator, sending personalized video messages, and enhancing LinkedIn profiles for visibility and credibility. In the short term (3-6 months), plan and conduct initial webinars, create and distribute high-quality content, and participate in industry events to expand reach. Mid-term actions (6-12 months) focus on establishing a follow-up process and implementing a CRM system to maintain client contacts. Long-term actions (12+ months) include regularly evaluating and adapting strategies, identifying new niche markets, and developing innovative client acquisition methods based on market trends.

Cooperation Partner

• Vienesse AT Consulting GmbH

• Gumpendorferstraße 5/22, 1060 Vienna, Austria

• vienesse-consulting.com

Contact Person

• Florian Niedermayer

• +43 681 10598663

• florian.niedermayer@vienesse-consulting.com

Student Team

• Anja Nöhrer

• Alina Wiener

• Anna Amiary

• Florian Leissing

• Marius Wocke

Project Manager

• Florian Peter Nemetz

• Diana Lauer