Your potential investors have one big question on their minds: “Can this firm deliver results?”
Case studies are a fantastic way to answer that question in the affirmative.
A great case study tells a story, showcases your expertise and highlights your firm’s success. It’s not about boasting — it’s about presenting data and outcomes in a way that speaks directly to you audience and makes a positive impression.
If you’re ready to begin crafting compelling case studies, here’s what you need to know.
What Is a Case Study, And Why Is It Effective?
A case study is a detailed account of a specific client’s experience with your firm, showcasing how your expertise solved their problem and delivered measurable results.
Case studies are effective because they:
- Provide proof by showing how your strategies have delivered results in real-world situations.
- Build trust by helping potential investors see your firm’s expertise in action.
- Address specific challenges and help make your firm’s value clear.
- Differentiate yourself from the competition by offering social proof that helps your firm stand out.
- Act as a potential lead magnet to get people to share their contact information.
How to Create a Compelling Case Study
Choose the Right Client or Scenario
Pick a case that shines a spotlight on your firm’s strengths and aligns with the needs of your target audience. If you’re marketing to high-net-worth individuals, for instance, you’d choose a case that shows your success in managing complex portfolios.
Frame the Problem
Start by outlining the challenges your chosen client faced. Be specific, but don’t reveal identifying details without specific permission. “The client, a business owner nearing retirement age, came to us asking for a strategy to maximize income while minimizing tax exposure” says plenty.
Share the Solution
Next, outline how your firm addressed the challenge. Walk the reader though the thought process you used and how you came to the decisions you made. Use clear language that’s easy to understand. You don’t want to talk down to your audience, but you don’t want to write too academically or go heavy on jargon, either.
Focus on the Results
The results should be the meat of the case study. That’s the part potential investors are most interested in. Did your strategy increase the client’s portfolio? Significantly reduce taxes? Use specific numbers and percentages whenever possible.
Make It Visually Appealing
Charts, graphs and infographics can help make your results easier to digest. Not only do visuals break up the text, but they can also make it easier for your investors to understand complex data.
Keep It Concise
A case study doesn’t need to be a novella to get the point across. Stick to the highlights and avoid an information overload. Don’t add more details than you need.
Stay Compliant with the SEC Marketing Rule
Under the SEC’s Marketing Rule, case studies are considered “specific investment advice” and are required to be presented in a fair and balanced manner. Some things to consider:
- No cherry-picking. You can’t only present your best cases if they’re not representative of typical results. Your case studies should reflect overall performance and capabilities.
- Include disclosures. You must be transparent about the limitations of the case studies you publish. For example, include a disclaimer that past performance isn’t indicative of future results.
- Avoid misleading information. You’re not allowed to exaggerate outcomes, guarantee results or leave out key details.
- Obtain consent. If you include client details, you must have written permission to share.
(Please note: This is just a brief overview of how the Marketing Rule applies to case studies. Further information can be found at SEC.gov.)
Are You Ready to Present Your Case?
Case studies are a great way to demonstrate your firm’s success and expertise, but they require a thoughtful approach. By selecting the right stories, presenting them in their best light and staying on the SEC’s good side, you’re well on your way to building trust and confidence with potential investors!
Do you need help creating case studies that deliver results? Mischa Communications is ready to roll up our collective sleeves. When can we start?