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By Gretchen Dukowitz

Case studies – love ’em or hate ’em – remain a critical part of the content marketing mix for almost every B2B organization. To some, they may seem stodgy (or dare I say boring?), but CMI research shows more companies are using them – 77% in 2015 – and 58% say they’re effective.

But, let’s be honest. Case-study creators’ opinions probably fall more on the hate-’em end of the spectrum. The tried-and-true formula – challenge, solution, benefit – doesn’t exactly inspire creativity or good storytelling, and the fallback – to pack them full of bad business jargon – can make writing a case study a huge chore.

Life is short; you shouldn’t waste it laboring over case studies. Fortunately, a few simple steps will allow you to not only create your case studies faster, easier, and less painfully, but can help make them sound better, too.

  1. Interview a real, live person

A good customer interview is the lifeblood of a good case study. Before you write a case study, do yourself a huge favor and actually talk to a real, live customer. In the past, I’ve been asked to write case studies based on quotes taken from videos, testimonial quotes, emails from sales teams – anything and everything but a customer interview.

“But wait,” I can hear you saying, “it’s hard to find customers and get time on their calendars. And get sign-off on the final product? Forget it.” Yes, it can be difficult and time-consuming, but trust me when I say that trying to use secondhand sources makes case study writing 100 times harder than it needs to be.

Case studies are stories. They have narratives and need to be rooted firmly in the experience of the customer. You can get all of these things by talking to one. The end result is a strong case study with a clear beginning, middle, and end, as opposed to a Frankenstein-assembled story that you put together from random parts.

  1. Edit the heck out of your quotes

You are a case-study writer, not a reporter. You are not being held to some journalistic standard that says you must reproduce all customer utterances word for word (not even journalists adhere to this standard, by the way). You can – make that should – edit and embellish quotes to make their point more effectively. In all my years of writing case studies, I have never had an interviewee take me to task for altering a quote. In fact, most people appreciate being made to sound better.

You can’t go crazy and just make up stuff for the fun of it. You have to retain the spirit of what a customer says and make it sound plausible. If you take a quote like, “Yes, on the whole, I would say the WidgetTron 2000 is a pretty good product,” and turn it into “The WidgetTron 2000 is the best product in the whole wide world and its awesomeness brings me to tears every time I think about it,” you’re going to run into problems.

A better way to shape the original quote would be something like this: “The WidgetTron 2000 is a really good product. It is easy to use and allowed us to streamline our operations.” I deleted the “on the whole” and changed “pretty good” to “really good,” which removes the lukewarm tone. I also extended the quote to make it sound well-rounded. A few small, completely OK tweaks make a big difference, and with customer approval, you are secure in knowing your updated quote works for everyone.

  1. Blow things out of proportion

When you get right down to it, most businesses aren’t too terribly concerned about the challenges other businesses face. This may be short-sighted, but more often than not, businesses are too knee-deep in their own issues to worry about the other guy (aside from giving lip service to outpacing the competition, of course).

This thinking is a big problem for case-study writers because exploring the case study’s problems – the challenge section – usually makes up at least a third of the story. To effectively hook readers, take a step back and think about why a broader audience might be interested in the one business’ challenge.

Let me show you. In this case study, the challenge is written as: “Luigi Mozzarello, CEO of Pronto Pies, needed to sell more pizzas, but his point-of-sale technology was slow and buggy.” Clearly, Mozzarello has a problem, but as written, the challenge isn’t compelling.

Here is a more broadly detailed challenge that has greater appeal: “Operating a restaurant is fraught with challenges, from demanding customers to razor-thin margins. Luigi Mozzarello, CEO of Pronto Pies, thought he could rely on his point-of-sale technology to give him a competitive edge, but it was slow and buggy.”

The revised challenge situates Mozzarello’s specific problem – bad technology – in the context of the larger restaurant industry and a universal business theme of competitive differentiation. The first sentence of your case study should always speak to a broad business issue and provide context for the reader. This provides a better chance that readers will identify with the broader challenge even if they are not in the study’s specific vertical or business.

I think crafting a first sentence like this also makes case studies easier to write. After all, if you have bigger, meatier issues to explore, you are less likely to simply go through the motions to craft the case study.

Conclusion

When you implement these three tips into your case-study process, you will be able to create an authentic, easy-to-understand voice that sets the stage for a meatier and more effective case study that is appealing to a wider audience.

Gretchen Dukowitz has spent more than a decade writing case studies, white papers, and other marketing content for some of the world’s largest technology companies, including Symantec and Cisco. She currently works as a writer and content strategist for a tech startup in the Bay Area. You can find more writing tips like these at her blog, DIY Content Marketing, or connect with her on LinkedIn. This post originally appeared on the Content Marketing institute Web site.  

Author: Bob Scheier
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I'm a veteran IT trade press reporter and editor with a passion for clear writing that explains how technology can help businesses. To learn more about my content marketing services, email bob@scheierassociates.com or call me at 508 725-7258.

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