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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Major Accounts: Jungle Talk
Interested in social media and its relevance to business services? I’m investigating its uses in B2B marketing Skype: cmcquaid Twitter: @CatherinMcquaid Bwana on Key Account, Big Game Hunting
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For business services firms, securing ongoing assignments from Fortune 1000-sized companies is a planned growth strategy.
Key account acquisition takes into account the fact that there are multiple stakeholders around any decision to hire a new service provider. Knowing where to invest development efforts within large, complex organizations is made easier by understanding that discretionary budgets are more likely to fund first assignments with new suppliers.
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