In ISG’s FutureSource methodology, the Provider Scan meeting is a critical first step for you to personally meet your client team, introduce your subject matter experts, and shine through with your expertise and knowledge. Our research shows that 92% of providers eliminated after their Provider Scan session had either average or poor performance – even being average is not good enough for your firm to advance! This workshop is not about how the process works, it is about how to deliver a Provider Scan that helps your firm stand out from your competitors. Our advisors will share their real-world experience about how your pursuit team can avoid the pitfalls of being average and ensure you make a strong enough impression to stay through the selection process.

Three questions we will answer:

1. What does the client want to hear from us?
2. How can we best convey our credentials and capabilities through case studies?
3. How can prepare so we have a standout Provider Scan – who should participate, how should we manage our time, how can we connect with the client?