The Case: Qvartz

Qvartz is a Scandinavia-based management consulting company with offices in seven countries around the world and provides strategic and business development consulting services to top international companies. With 350 employees, Qvartz is a leaner and more flexible organization than many of its larger competitors.

Watch the Case Video

The Challenge

To secure new business, Qvartz must show that they are the best consulting firm for the job. This means competing against globally-recognized consulting firms, often with ten times as many employees and office locations. This was the case when Qvartz was pitching to win a new large international client.

“We were pitching against some of our biggest competitors,” explains Jens Friis Hjortegaard, Partner at Qvartz. “One of our competitive disadvantages is that we’re not a global company, but in this case we were pitching on a job that required us to be on ground in a number of countries across 5 continents.”

The scale of this job required some creative thinking due to the mixed geographies and languages. Jens remembers thinking: “How can we impress the customer and show that this will not be a problem?” Enter UserTribe.

“How can we impress the customer and show that this will not be a problem?”

— Jens Friis Hjortegaard, Partner at Qvartz

“In all pitch situations it’s great to have the voice of the customer. But it’s just very time consuming and resource-heavy. With UserTribe it took seven days. It’s a no brainer that you should do it.”

— Jens Friis Hjortegaard, Partner at Qvartz

The Opportunity

Qvartz engaged UserTribe to conduct a series of interviews with customers in five markets: Kenya, Thailand, France, Brazil, and the USA. The interviews, 34 in total, were to be conducted with local people in their local languages.

We used our network of international specialists to recruit people in each country and conduct in-person interviews. Each interview was recorded on video and professionally transcribed and translated into English. These videos were then collected and analyzed by our anthropologists who extracted key insights and patterns and compiled them into a report. We combined the results from each of the five markets into one master summary and, together with the raw video footage, delivered our findings to Qvartz.

“From the time we initiated to when we got an extract, it took 7 or 8 days, which was great,” says Jens. Qvartz was then able to use the information we provided to build their own results for the pitch presentation.

The Result

The result was simple: Qvartz won the job with the support of Usertribe. “They were obviously very impressed,” Jens remembers, “because we were the only ones who had actually gone out and talked to customers.”

Based on the success of this project, Jens sees that there is an ongoing opportunity for UserTribe to fill a crucial role in Qvartz’s work processes. “In all pitch situations it’s great to have the voice of the customer,” Jens explains. “But it’s just very time consuming and resource-heavy. With UserTribe it took seven days. It’s a no brainer that you should do it.”

UserTribe can help you strengthen your pitch and win new business.

Rachel Kador

Rachel Kador

Head of Marketing, Newsletter Curatress, Fast Typer