Getting Approval for Case Studies

“How can I get my clients to participate in a Case Study?”

This is a question a lot of founders, CEOs, and marketers ask themselves from time to time. 

Each month, we complete and get written approvals on 20+ B2B Case Studies, so we’ve learned a few things about the process of getting this kind of content approved. 

Here are the factors that influence your likelihood of getting a Case Study done, as well as some practical tips for improving your odds. 

#1 – How much value you bring to the client

The happier and more successful your clients are, the more interested they’ll be in sharing their stories about working with you. 

Tip: Make sure you and your client know exactly what success looks like for the relationship. If you can, discuss specific metrics in the sales and on-boardng process that equal success. 

#2 – Relationship with your people

Participating in a Case Study takes effort from your client, usually with little reward. Sometimes  they even have to convince their internal legal and marketing teams to allow it. Whether they are willing to do this often depends on their relationship with the people at your company. They have to really want to help you out, and often it is personal.

Tip: Celebrate completed Case Studies for what they are: a big win for the customer success person that manages that relationship. Bonus: Compensate them for each one. 

#3 – Size of the client’s company

Generally, the larger the company, the harder it’s going to be to get approval. Larger companies are much more likely to have a formal review process when their company name and logo is used, and this is where Case Studies often get held up.

Tip: Explain to clients that they’ll get a chance to review the content before it’s approved or published, and define exactly where you’ll use the content. Finally, be willing to create an anonymous version if you can’t ultimately get the approval.

#4 – Clarity of your process

Your client will ask you, “What will be involved for me?”

If the answer is vague and it sounds like it could be weeks’ worth of an unknown amount of back-and-forth conversations and a few phone calls, they’ll be more likely to opt out.

Tip: Make it clear you have a tight process that will take a set amount of their time. Explain if/when/how they will review it, and any expectations on where it will be used. 

Our process takes 20 minutes of your clients time

Julian Co-Founder & CEO

Julian has focused his career on B2B sales and sales management, specifically bringing new technologies to market. After years as an elite sales rep, he began leading teams, specifically focused on coaching sales reps on how to be direct, credible, and respected throughout the sales process. Julian conceived of and designed SuccessKit when running an 18 person sales-team at Axial, a b2b startup, as a way to help sales reps have better conversations by utilizing customer success examples and other content more effectively.

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What people are saying

Milo Sindell President, Skyline G

“If you’re looking for Case Studies, this is a really nice little organization to partner with. Our experience, frankly, has been excellent.”

Franklyn Peart Co-Founder, CentreStack

“We’re already recommending SK to our customers. It is important [for a company] to have social proof. The more social proof, the more it matches the experience your prospects are looking for, which builds trust - a key factor in closing a deal faster.”

John Morgan, Director of Marketing, Elemental Machines

“SuccessKit has been great. I have created Case Studies in the past and I realize how difficult it is to get them to commit and be fully engaged. SuccessKit is able to draw out key points - we can tell them, ‘ABC company had this problem,’ and they will document our solution.”

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