How A Transparency-First Approach Converted A Skeptical Client Into A Long-Term Partner

CHALLENGE:

A major energy company was evaluating abstracting services for their New Mexico operations but had been burned by previous vendors delivering incomplete or poorly organized work. 

The client's land manager requested proof of quality before committing to any contracts, stating they needed to see actual work samples and understand the complete process before making a decision. 

This "show me before I buy" mentality makes sense after receiving abstracts that appeared complete but were missing critical documents from segregated files.

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APPROACH:

We readily embraced the transparency request. 

Our team walked the client through our complete process that ensures all of our digital products are ready-to-use upon delivery.

We provided detailed examples of our proprietary database cross-referencing system and demonstrated how we catch incomplete files that even BLM offices don't realize are missing documents. Our team walked the client through our complete process that ensures all of our digital products are ready-to-use upon delivery.

The team also shared specific examples of cost inefficiencies we regularly observe, including out-of-state landmen paying day rates, mileage, lodging, and meals only to return with incomplete segregated files. 

We provided sample abstracts showing our organized, indexed, and digitally formatted deliverables compared to standard document stacks.

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RESULTS:

The proof-of-concept approach successfully converted the skeptical client into a long-term partner. The client recognized the value proposition of working with specialists who maintain a proprietary land record database, clear costs, and on-time delivery. 

The transparency demonstration eliminated the six-month BLM scanning backlog delays the client had experienced with previous approaches.