Deepening Client Partnerships Through Strategy & Enablement

Challenge
Our clients at Demand Chain often needed more than just a technology solution—they needed a true partner who could help them fully leverage their Salesforce investment. The problem was that, when they originally connected with our team, they often thought they just wanted an initial engagement and then wash their hands with us. Because of this, many initial projects were small (~$10K) and focused on immediate fixes, but bigger opportunities were there, if you knew how to find them and work through their buying process.

Approach
I set up and led strategy workshops designed to engage our sales engineers with key stakeholders across Sales, Marketing, and Operations—not just IT. These workshops helped uncover broader needs in CRM and positioned us as strategic advisors to problems they didn’t realize they had, instead of just another service providers.

At the same time, I continually leveled up my own Salesforce expertise and shared what I learned about best practices and new features directly with clients, making myself an extension of their internal teams and someone they were glad to keep in touch with.

By demystifying Salesforce and providing actionable advice, I built trust and uncovered new project opportunities for our consulting teams.

Result
Several accounts grew from ~$10K to $100K+ in revenue through expanded engagements. Clients saw me not just as a salesperson, but as a strategic partner invested in their success—opening the door to deeper, longer-term relationships and ongoing project work.

Reflection
Business development doesn’t happen on it’s own. When done well, it means going the extra mile to uncover and solve problems the client didn’t realize they had. Trust + value = growth.