Know-How Exchange : Other

I am being tasked to create ongoing communications directed to the office of the CEO for all our customer companies, about 1,000 insurance companies in total. The goal is to increase the awareness of our services (identifying and preventing insurance fraud) at the top level to assure the value of our services is understood. Besides including the usual differentiating information that makes us unique, including the value of propriatary databases containing fraud intelligence available nowhere else in the US, we thought about conveying success stories that demonstrate a positive impact to their bottom line as well as their return on investment for the services. Are there other topics that we should consider? We have strong relations with company managers at the tactical level and at some VP levels at the strategic level but come budget time we seem to run the risk of being cut because the value is not clearly known at the executive levels - CEO, CFO, COO. We can identify the executives but what method of communication is best at that level? Does the communication need to be customized specifically for each company executive team? How do we increase the probability that the communications will be read? How often should we communicate with the executive levels? What about face-to-face presentations?