How our proposal process works

At Gorilla 76, we’re not vendors for our clients, but strategic business partners. If we’re going to help you build and execute a sustainable inbound marketing and sales program for your company, we’ll need to learn how your business works and how your customers think. We’ve designed our proposal process accordingly. Here’s how it works.

Step 1: Industrial Marketing Consultation

Our first step is a 30-minute phone call where our objective is to answer three questions:

  1. What marketing/sales problems are you trying to solve?
  2. What results are you looking to achieve?
  3. Are we the right agency?

In this first conversation, we focus on the big picture (possible solutions and tactics come later) and making sure we line up in terms of budget. You probably have a sense for what you can spend and we know what kind of budget it will take to get the needed results. Our Pricing page will give you a sense for how we price our services.

Who should attend

On your end, just you is fine. On our end, you’ll be talking with one of our company’s founders. You can meet our team here.

Homework before the meeting

We ask that you read our short who we help and how page (three-minute read) before we talk. This will give you a sense for who we are, what we do and how we help our clients grow their businesses. And consider reading at least one of our case studies so you can visualize how we’ve brought our solutions to life for real companies whose marketing and sales challenges may resemble your own.

Step 2: Discovery Session

During this 75-90-minute meeting, we’ll take you through a series of questions to help us formulate a baseline understanding of your current marketing and sales situation, competitive landscape and customer. Here’s what we want to learn:

  • Your business development objectives (what would make you say one year from now, “This marketing investment was a huge success”).
  • Your current and past sales efforts (team, process, sales goals).
  • Your current and past marketing efforts (what you’ve done and are doing now, what’s worked and hasn’t worked, how you’re measuring ROI, what you want to accomplish).
  • Your customer base (types of companies, who at those companies you deal with, what their needs and pain points are, their buying process).
  • Your competitive landscape (the big and small players in your space, what makes you different from them).

Who should attend

It’s time to bring a few more people into the conversation. Ideally, that includes someone involved in sales (they often know your customers’ needs and pain points better than anyone), someone involved in marketing (if that position exists at your company) and someone in upper management who can speak to the direction of the company at a high level.

We’ve worked with a lot of B2B industrial companies through the years, and the ones who are most successful are those who get buy-in early from those at the top. Presidents, CEOs or executive team members that at least understand the basics of inbound marketing are the ones who can let their teams drive success.

On our end, you’ll continue conversation with our marketing strategist and we often loop in an account coordinator who would be responsible for much of the day-to-day communication if we were to work together.

Homework before the meeting

We’ll have a lot to cover in this meeting and want to stay focused on you. So if you haven’t yet, we ask that you read the following pages before our meeting to give you some background on Gorilla 76.

If you feel like digging deeper to better understand our methodology, take a look at our Industrial Marketing: The Definitive Guide (45-60-minute read).

Step 3: Solution Review Meeting

In the two weeks between our Discovery Session and this Solution Review Meeting, our marketing strategist conducts a Mini Audit of your current marketing and sales situation. This includes:

  • Digesting and organizing the insights we gathered during our Discovery Session.
  • Analyzing your existing website data (we request access to your Google Analytics account or install it for you if not yet up and running).
  • Investigating competitiveness of your online marketplace.
  • Diagnosing your strong and weak points across the Seven Core Elements of your marketing and sales initiatives.
  • Identifying where we see opportunities and challenges.

During this meeting, we review and confirm your marketing objectives, share what we’ve learned from our Mini Audit, present our recommendations and review associated costs and timing. This presentation is very visual, so if we’re not meeting in person, please plan to be in front of a computer so we can share our screen.

Who should attend

We recommend the same group that attended the Discovery Session join for this final meeting in the process. That includes you, a member of both your sales and marketing teams and someone in upper management. On our end, you’ll continue the conversation with the same team you’ve been meeting with.

Homework before the meeting

Because we’re a very results-driven agency and want our proposed solution to reflect that, we need to benchmark where you currently stand. So before this Solution Review Meeting, we ask that you provide us with access to your web analytics, whether that be through Google Analytics, HubSpot or another software. If you have none, don’t worry – we can help you get Google Analytics installed.

We’ll likely also ask for you to fill in a few holes for us after the Discovery Session to round out our understanding of your business. That can happen via email or a short follow-up call.

What happens next?

At this stage, you now have an understanding of what we’d do for you and the required investment to move forward. Your next step is to confirm a final budget so we can translate what we’ve shared into a condensed, written contract. At that point, we’re very excited about the possibility of working together. And of course, we hope you are too.