By Brenna Lofquist, Client Services Operations Manager at Heinz Marketing
At Heinz Marketing we value transparency and we want to make it easy for people to understand what we do, how we do it, and what it’s like to work with us. So we have compiled the most frequently asked questions to tell you just that. Whether you’re curious about our services, process, or what it’s really like to collaborate with us, you’ll find the answers here.
What is it like to work with us?
We are pipeline experts dedicated to making a meaningful impact on clients, careers, and community. We like to think of ourselves as an extension of your marketing team and we’re here to empower your success. This means we are very collaborative, adaptable, and authentic.
Everything we do is based on achieving real results through customized strategies – no cookie cutter business here. Our main goal is to teach your team what we know, to drive towards client independence.
We adapt to your needs and can operate in a way that fits best with your organization. We treat every engagement as an opportunity to positvely impact careers and lives by enabling work that matters.
What is our expertise?
Our expertise can be broken out into three categories:
- Predictable Pipeline
- Covers all the foundational sales and marketing elements including Target Market, Content & Messaging, Sales Cycle, Technology & Resources, and Metrics
- We take those foundational elements and then develop a GTM strategy for your organization depending on your goals
- GTM Orchestration
- We take a peek behind the curtains at the processes, people, and technology that support your GTM strategy and develop a process to enable teams, improve agility, and speed to market
- Advisory Services
- Our advisory services give you direct access to senior marketing expertise without the overhead of a full-time hire
- We act as strategic partners to help you assess challenges, uncover opportunities, and make confident, data-driven decisions
How much does a project typically cost?
The simple answer: it depends. Each engagement is catered to your needs, so it varies. However, we operate on a project basis versus an hourly rate. We chose this model for a few reasons:
- Clear scope and cost upfront – You know exactly what’s included and what it will cost before work begins, making budgeting easier
- Focus on outcomes, not hours – Our main goal is to deliver results efficiently rather than stretching time to fill tasks or nickle and dime you for more time
- Aligned expectations – Project milestones and deliverables are clearly defined, making progress easier to track
- Better value perception – You’re paying for the finished product, not just the time it takes to create it
Typically, our engagements range from 3-6 months with an option to extend on a month-to-month basis or we can switch gears to another type of engagement. The pricing of our engagements is all inclusive as described in the scope. There are a few things we don’t do like design and creative, which we can outsource at an additional cost – all of which is clearly outlined in the proposal.
What if there are other things out of scope? Let’s talk about it. We can swap things out or provide a proposal/addendum to add on to the initial engagement.
How do we measure success? What KPIs do we track?
We have a standard measurement and KPI framework that we adjust based on your needs and that’s what drives how we measure success. There’s no one-size-fits-all set of KPIs. We want to make sure how we’re tracking success aligns with your organization and what you’re trying to achieve.
Metrics is one pillar of our Predictable Pipeline model where we go through an exercise to determine and recommend which KPIs should be used for your organization. We’ll then use those KPIs to measure success of our efforts. We create reports and dashboards to showcase performance and make sure we’re all aligned.
How long does it usually take to see results?
This is another question where the simple answer is it depends. It depends on the type of engagement, sales cycle length, and other factors. However, depending on the engagement type of KPIs tracked, we can see initial results within weeks. Even though our engagements aren’t long term, we set up check-ins with our clients post engagement to review performance, make recommendations, and answer any questions. We want to make sure the work we’ve done together is successful.
Will we provide regular reports and insights?
Yes! Once we have a launched a GTM strategy, you’ll see weekly reports that include a summary of performance, insights, and recommendations for optimization. This can be done within your systems (i.e., Hubspot, Salesforce, Marketo) or manually in Excel. We adapt based on your tech stack and can accomodate any limitations within these tools.
Need a report for your board or exec team? We can do that too. We are often asked to provide a summary of the work we’ve done and the results, which we can pull together for you.
How do we adjust strategies if something isn’t working?
First, we’ll start by having a conversation about what we’re seeing, why it’s happening, and provide recommendations for improvement. If need be, we’ll go back to the drawing board and figure out a new solution. As previously mentioned, we’re focused on delivering results and if that’s not happening we will figure out how to get there.
We’re no strangers to pivoting – it happens. Our framework and processes allow us to adapt to our clients needs.
Who will be my main point of contact?
Each engagement is assigned an Engagement Manager which is your main point of contact throughout the project. They are your go-to. However, you will have access to a team of consultants, which make up your client team. We include all client team members on communications for visibility.
Will I have access to project management tools?
Yes. We use SmartSheet for project management and can provide access to our clients. If that format doesn’t work, we can adjust. Don’t want to see all the nitty gritty details? We can provide a high-level timeline, so you know where the project stands at any time.
If you have a project management tool that you prefer, we can be added as users and incorporate into your process.
How involved does my internal team need to be?
At the beginning of our engagements we conduct discovery interviews with people in your organization. This could be a variety of people as we like to speak with at least one person in each department or function related to sales and marketing. Throughout the engagement we might have follow up questions or want to share deliverables with the appropriate teams. In this case, we do expect your internal team to participate in those conversations and provide feedback in a timely manner.
Although we typically work with a few people on the client side, we want to ensure everyone is aligned on the work we’re doing. We may recommend having conversations with other internal stakeholders and can facilitate those conversations.
Weekly Communications
We meet with clients once per week for an hour. This time is used to present and discuss deliverables, gather feedback, and outline next steps. We communicate asynchronously when necessary via email, Slack, Microsoft Teams, etc. We don’t limit communications to the weekly meeting.
In addition, we send an agenda prior to each weekly meeting. After the meeting, you’ll receive a recap with notes and next steps for your team and ours. Every Friday you’ll receive a weekly summary outlining next steps and what we’ve accomplished that week.
We expect our clients to review the weekly communications and encourage them to ask questions or provide updates in between our weekly meetings, when necessary.
How are the client teams structured?
Each engagement has a dedicated client team comprised of an Engagement Manager and Senior Marketing Consultants and/or Marketing Consultants. The client team depends on the type of project, expertise, and the amount of resources needed. As previously mentioned, you have access to the entire client team and you will often hear from consultants, not just the Engagement Manager.
What certifications does your team hold?
Our team holds the following Google certifications: Ads (Search and Display), Measurement, Analytics, and Tag Manager. Other certifications and training include (but aren’t limited to):
- Account-Based Certified Expert from DemandBase x ForgeX
- Hubspot Academy Inbound Certification
- Netline Certified
- 6sense
- Salesforce Reports and Dashboards
- Salesforce Campaign Basics
- Hubspot AI for Marketers
- Salesloft
- Outreach
In summary
We hope these questions provide more visibility into what we do, how we work, and what its like to work with us. Have more questions or want to learn more? Reach out and let’s chat.
The post Frequently Asked Questions About How We Work and What We Do appeared first on Heinz Marketing.
