In order to become a pre-approved vendor within a large company, it is best to reach out to the senior executive heading up each division or business unit. This is how I get a “green light” and referrals: 1. Contact the executive’s support person. 2. Acknowledge that you haven’t spoken before & offer to send an executive briefing by email. [...]
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Reaching the Leader of the Pack
Reaching the most senior executives in a big company takes the skills of a big game hunter. Before asking for an appointment, send an Executive Briefing to help open doors: 1. Get permission from the administrator to send an executive briefing in advance of a meeting. This document situates your service at senior level concerns rather than day-to-day operations. [...]
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Catherine McQuaid, a Toronto-based business-development consultant has a theory. She calls it “Big-Game Hunting….in the urban jungle” It’s an approach to prospecting that might help you build stronger relationships with hard-to-reach executives McQuaid on Business Networking ROI Why Hunt Big Game?
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