Turning a long-standing target account into a strategic client
The Challenge
Fujitsu had been targeting a major software organisation operating across the government and defence sectors for several years, but traditional outreach and generic capability messaging had failed to gain traction. Without meaningful insight into the client’s workforce challenges, conversations struggled to move beyond supplier discussions.
The Approach
Black Slate developed a bespoke Talent Crystal™ report, combining workforce trends, hiring activity, competitor intelligence and market insight into a beautifully presented business development resource.
Rather than another sales deck, Fujitsu entered the conversation with evidence-based insight into the client’s organisation, helping reposition them from recruitment supplier to informed strategic partner.
The Result
The impact was immediate.
A meeting was secured quickly and, within a short period, Fujitsu was entrusted with ten senior hires across critical areas of the business. More importantly, the Talent Crystal approach fundamentally changed how the account was managed, becoming a core part of Fujitsu’s strategic business development approach.
Client Perspective
“Black Slate’s Talent Crystal approach completely changed how we engaged a long-standing target account. We’d been trying to break into a leading software business operating in government and defence for several years without real traction.The Talent Crystal report reframed the conversation. Rather than another supplier pitch, it gave us a clear, evidence-based view of their workforce, hiring pressures and delivery risks. It gave us something genuinely valuable to take to the client.That shifted the dynamic immediately. A meeting was secured quickly and within a short space of time we were entrusted with ten senior hires across critical areas of the business.More importantly, it positioned us as a partner who understands the complexity of their environment, not just a supplier of CVs. It’s now a core part of how we approach strategic accounts.”
