Program: Held In Consideration™

Many deals are won before the opportunity formally exists.

Held In Consideration™ keeps your company present with the stakeholders who will shape the next opportunity — long before a new initiative formally begins.

Buyers tend to trust the companies they have remained connected to over time.

MAINTAIN

presence between deals

REINFORCE

strategic relationships

ENSURE

early opportuniy consideration

"If there’s no active deal, engagement can wait."

— the team that loses the next opportunity

Most companies disappear between opportunities.

Sales teams naturally focus on active deals. When a proposal is in progress, engagement is constant.

But once a deal concludes — whether won or lost — communication often fades quickly.

Months may pass with little meaningful interaction.

During that time:

• priorities shift
• teams reorganize
• new stakeholders enter the conversation
• future initiatives begin forming

By the time the next opportunity appears, the companies that stayed present are already under consideration.

OUTCOMES

Your company remains familiar when new initiatives begin
Champions keep your perspective in the conversation
New stakeholders encounter an established relationship
Early opportunity discussions include your company

THE SHIFT

Most teams re-engage when opportunities appear.
Strategic teams remain present before they do.

Where the Held In Consideration™ strategy works best

“How do we stay connected without forcing a conversation?”

If your team has ever asked this question,
this is exactly the moment Held In Consideration™ was designed for.

When future opportunities are likely, but timing is uncertain.

Held In Consideration™ maintains relationships between active opportunities — when trust and familiarity quietly shape the next deal.

After a completed deal cycle
when the organization may revisit the initiative later.

Between major buying initiatives
when stakeholders are focused on other priorities.

When champions remain supportive
but timing for the next opportunity is unclear.

When strategic accounts require long-term relationship continuity.

When new initiatives begin, your company is already part of the conversation.

HOW IT WORKS

A structured engagement cadence between opportunities.

Rather than sporadic outreach, Held In Consideration™ establishes a structured cadence of meaningful touchpoints.

These signals reinforce the relationship without creating pressure or promotional noise.

Each engagement is designed around moments that feel natural within a professional relationship.

Held In Consideration™ engagement is built around three principles:

Periodic signals of recognition

Thoughtful moments acknowledge the relationship and reinforce familiarity.

Stakeholder alignment

Engagement reflects the priorities of the stakeholders involved.

Natural interaction opportunities

Each signal invites conversation without forcing it.

WHAT THIS LOOKS LIKE IN PRACTICE

Most B2B relationships go quiet between opportunities.

Many complex B2B relationships follow patterns like this:

Active opportunity
Engagement is frequent and focused.

Decision period
Communication begins to slows.

Post-decision phase
Interaction gradually fades.

Months later

A new initiative begins to form.

Held In Consideration™ fills the quiet space between these moments with thoughtful signals that sustain familiarity and trust.

WHAT’S INCLUDED

Strategic relationship mapping - Identify key stakeholders and influence paths.
Engagement cadence design - Define the rhythm of meaningful touchpoints.
Thoughtful gifting coordination - Select signals aligned to stakeholder priorities.
Signal timing and execution - Deliver moments that reinforce familiarity and trust.

INVESTMENT

Held In Consideration™ engagements are designed around:

• number of stakeholders
• strategic account priorities
• cadence frequency
• relationship depth

Programs are typically structured as annual engagements supporting strategic accounts.

Gifting costs are scoped separately.

Frequently Asked Questions About Held In Consideration™

Does Held In Consideration™ replace normal relationship management?

No. Held In Consideration™ complements normal relationship management.

Sales teams naturally focus their time on active opportunities and ongoing conversations. This program fills the quiet periods between those moments with thoughtful engagement signals that reinforce familiarity and trust.

The goal is to ensure your company remains present in the relationship long before the next opportunity formally begins.

When does the Held In Consideration™ program have the most impact?

Held In Consideration™ is most effective in complex B2B environments with long buying cycles.

It works best when:

- opportunities arise periodically rather than continuously

- multiple stakeholders influence buying decisions

- future initiatives are likely, but timing is uncertain

- relationships influence who is invited into the next opportunity

In these situations, remaining present between deals often determines who is considered when the next initiative begins.

What happens if a new opportunity appears during the program?

The engagement cadence can easily transition into active opportunity support.

Because relationships are already warm and familiar, the program naturally shifts from relationship maintenance to supporting the active buying conversation.

This continuity is one of the key advantages of maintaining engagement between opportunities.

How is Held In Consideration™ different from occasional client gifting?

Occasional gifting is typically isolated and transactional.

Held In Consideration™ takes a strategic relationship approach. Instead of one-off gifts, the program designs a structured cadence of thoughtful signals aligned with stakeholder priorities and relationship moments.

These signals reinforce:

- familiarity

- credibility

- trust

over time — ensuring your company remains top of mind when future initiatives begin.

Why do B2B relationships often fade between opportunities?

In complex B2B sales environments, engagement typically increases during an active deal and then declines once the decision is complete.

During the months between initiatives:

- priorities shift

- teams reorganize

- new stakeholders enter the conversation

Without intentional engagement, familiarity fades and relationships often need to be rebuilt when the next opportunity appears.

Held In Consideration™ prevents this gap by maintaining thoughtful, low-pressure engagement between deals.

Who typically uses the Held In Consideration™ program?

Held In Consideration™ is most commonly used by companies managing strategic accounts and enterprise relationships, including:

- B2B technology companies

- professional services firms

- enterprise sales teams

- organizations with complex buying committees

These teams rely on relationship continuity because future buying decisions are often influenced long before an opportunity formally begins.

How do companies stay top of mind with enterprise buyers?

In complex B2B relationships, buyers rarely make decisions in isolation. Familiarity and trust often influence which companies are invited into early conversations when new initiatives begin.

Held In Consideration™ helps companies remain present in those relationships through thoughtful engagement signals that reinforce credibility and familiarity between opportunities.