Competitive intel
Three made for IT sales and marketing teams, each for one buyer. Open any of them to see it in full.
BATTLECARD · CLAIMS
NorthwindUs vs. the big four.
NORTHWINDBIG FOUR
Claims projects✓ 62 deliveredGeneralist teams
First value✓ 12 weeks9 months
Pricing✓ Outcome-basedTime and materials
Senior team✓ Stays onRotates off
LANDMINE TO SET
Ask who stays on the account after the contract is signed.
HEAD TO HEADNorthwind
Where we win, and where they do.
WHAT THE BUYER WEIGHSNORTHWINDBIG FOUR
Claims depth
Time to first value
Senior team continuity
Outcome-based pricing
Global scale
Board-level brand
Steer the deal to the first four rows. If it becomes a scale contest, we lose.
BATTLECARD · CLAIMS02 / 03
HOW TO WINNorthwind
Questions to ask before they pitch.
01“Who from the proposal team will still be here in month six?”
02“When will you see the first dollar of leakage recovered?”
03“How many claims programs has this exact team delivered?”
SAY
We’ve recovered $48M for a top-10 insurer.
The partner you meet runs the work.
DON’T SAY
“They’re too expensive.” Let the buyer say it.
Anything about their audit business.
UPDATED MONTHLY · WIN/LOSS DATA03 / 03
Battlecard · vs. the big four
Competitive intel · 3 pages
WIN THEMES · INSURANCE
NorthwindWhy we win in insurance.
01We’ve done your exact project.
PROOF · 62 CLAIMS PROGRAMS DELIVERED
02Value in 12 weeks, not 12 months.
PROOF · $48M RECOVERED IN YEAR ONE
03The team you meet stays.
PROOF · 91% PARTNER CONTINUITY
USE IN · ORALS, EXEC SUMMARYV4
THEME 01 · BUILT TO PROVENorthwind
Every theme climbs the same ladder.
CLAIMWe’ve done your exact project.
PROOF62 claims programs, 3 at top-20 carriers
NUMBER$48M leakage recovered in year one
VOICE“They knew our adjusters’ day before we did.” · COO, top-10 insurer
Use the full ladder in the executive summary. Use only the number in orals.
WIN THEMES · INSURANCE02 / 03
WHERE EACH THEME LANDSNorthwind
Lead with the theme each buyer cares about.
THEMECOOCIOCFOPROCUREMENT
01We’ve done your exact project.
02Value in 12 weeks, not 12 months.
03The team you meet stays.
● Lead with it◑ Mention it○ Skip it
USE IN · ORALS, EXEC SUMMARY03 / 03
Win themes · Insurance
Competitive intel · 3 pages
OBJECTION GUIDE · CLAIMS
NorthwindAnswers to the hardest questions.
“You’re smaller than Accenture.”
→That’s why a partner runs your account, not a pyramid.
“We tried AI. It didn’t stick.”
→Most pilots stall on data. We fix that first, in 12 weeks.
“Your price is higher.”
→Tie our fee to leakage recovered. You pay from the savings.
“Who else in P&C?”
→Three top-20 carriers. Two will take your call.
ONE OBJECTION, FOUR MOVESNorthwind
“You’re smaller than Accenture.”
1
ACKNOWLEDGE
Yes, we’re a tenth of their size.
2
REFRAME
Size decides who staffs you. In a big firm, you’re one of thousands.
3
PROVE
Our partners run 4 accounts each. Theirs run 40.
4
ASK
“Who would run your program day to day?”
OBJECTION GUIDE · CLAIMS02 / 03
THE PRICE OBJECTIONNorthwind
“Your price is higher.” Show the math.
YEAR ONE, $M · TOP-20 CARRIER
6
4.5
18
12
Our feeTheir feeLeakage we recoverNet to you
Offer: tie part of the fee to leakage recovered. They pay from the savings.
ILLUSTRATIVE · BASED ON 3 CARRIER PROGRAMS03 / 03
Objection guide · Claims
Competitive intel · 3 pages
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Competitive intel3 EXAMPLES
Battlecard · vs. the big four
