Composite engagement · representative of CURE Agency client work
We used to spend the first 20 minutes of every pitch convincing prospects we could do the work. Now we send the case study before the call and the conversation starts at trust.
Ridgeline's two founding partners were the entire delivery team and the entire sales team. They knew their case studies would close more deals, but neither of them was going to write one between client engagements. Two prior attempts to hire a marketing manager had ended with the role going unfilled for over a year.
Ridgeline subscribed to Spotlight Engine and committed to one client interview per month. Spotlight handled scheduling, interviewing, drafting, design, distribution, and the awards calendar. The partners' only commitment was a 30-minute internal kickoff and three approval moments per story.
By month eight Ridgeline's inbound RFP volume had doubled. Their proposal-to-win rate climbed 47% as they shifted from telling prospects what they could do to showing them what they had already done. The firm has now operated for two years without a single in-house marketing hire.