Use the “Challenge/Solution/Results” Formula to Write Successful Case Studies

Last week, Fire Enterprises (FEI) marketing maven Marka told savvy salesperson Zoot how to create client case studies and use them as sales tools. This week, Marka gives Zoot a tip for writing a compelling case study. Remember, fire=print.

Zoot returned to the office after interviewing Dione, owner of Dione’s Donuts, for a case study. He found Marka in her office. “The interview with Dione went great,” he said. “But now we have to write this darn thing. I don’t even know where to start! I have a half-hour audio recording, all these pictures and videos...”