Strategy
Sharpening Luminary Studio's Proposition
Three acquisitions had left Luminary telling three different stories to the same market. We built one proposition every team could repeat consistently.
Client
Luminary Studio
Date
Services
Brand & Proposition
One company, three different stories
Luminary had grown through acquisition, absorbing two smaller agencies along the way. Each retained its own way of describing what it did best, and prospects were getting three different pitches depending on which salesperson they met.
The situation
Win rates on competitive pitches had fallen, and the sales team admitted, when pressed, that they weren't confident explaining what made Luminary different from the mid-size agencies it was losing deals to.
What we did
Interviewed clients from all three legacy businesses to find what they actually valued, not what marketing assumed.
Identified the one capability — speed from brief to launch — that consistently won deals across all three units.
Rebuilt the proposition and pitch materials around that single, provable claim.
Ran the new pitch through the full sales team until every rep could deliver it without notes.
The result
Win rate on competitive pitches rose from 24% to 38% within two quarters, and for the first time, every salesperson tells prospects the same story — because it's the one clients actually confirmed.
Other projects
Even after the project is complete, we remain by your side, providing ongoing support and adjustments as needed.
