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I completely agree... but help me learn a bit please. I fail to see how a website could help in those situations (due to my lack of experience, I'm not contesting it since you've experienced it and have answers to those questions), could you give me some examples you came across?
Lets talk hypothetically about a large industrial firm. Let's say it's in the renewal energy field (or oil, or civil construction, you pick it). These guys don't rely on their website for work, they have contracts with the city hall and other large companies that are already in contact, so a new website would do nothing for them into getting new clients (especially when monthly searches on specific keywords is extremely low to justify it). What would be some examples on the other questions you mentioned that could be resolved with a website, and how would a new website provide value to them?
Hypothetical question so hypothetical answer...
Oil prices are globally low so city hall are getting squeezed for the high prices they were paying subcontractors a few years ago. Reelection is coming up and the current major has to show that all contracts were awarded to the best parties for the right prices. Enter your client.
You find out the above information during a phone call discussing how they get the majority of their contracts. You also know that on their bidding applications (multiple per month) they include a footer with information about the company. You also know these are publicly available and while viewed by those awarding the bids they are also viewed by those trying to see if the major/city hall is spending money in the best way.
You create a plan for a website that will focus on the showing how your client runs a very efficient business producing great results far below the cost of their competitors. You show they use cost pricing systems designed to reduce wastage and consistently complete projects under schedule. They also only hire workers who also support the city and follow similar practices. You show they are the best choice for delivering results within tighter budgets. While the competitors sites also have a little on these topics you present a plan for a website that will go in depth showing case studies, graphs, testimonials, and real data.
This clearly makes a lot of sense for your client and they have been spending a fortune on new bids with very little results (remember times are tougher so the process has got more competitive). Each potential contract is worth $300,000 to $5,000,000. They are happy to spend the $20,000 investment for a website with such a clear plan.
You then build this site and advice your client how to best use it during their bidding process. Now they not only focus on the cost savings (one win) but also on letting city hall know that this is the best political move that safeguards them further political exposure (second win). When it comes time to award the next bidding process who is more likely to win?
Of course this is highly fictional but you asked for one example. The thing is though there are millions of ways to do something similar and add just as much value. It starts with looking at it in the right way.
Meanwhile Jimmy McColdSpam is trying to get pass the secretary so he can let them know they are only showing up second for some google keywords.
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