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. [...]Read the rest of this entry »
Archive for the 'Wooing Big Business…the serial e-book' Category
If you have been trained in sales techniques, you may find my approach to major accounts counter-intuitive. If you are a sales manager, major account executive or are responsible for high-value client relationships, you may have noticed that subject matter experts are most effective in peer-to-peer discussions, where a defined scope of work has been established. Internal [...]Read the rest of this entry »
If you are a smaller business, you may underestimate your competitive advantage when pursuing major accounts. Do you deliver quick turn-around for your clients? Deliver creative responses to client demands? Service narrow, specialized business needs? This is true for one of my clients who delivers specialized training. They had done a couple of projects in consumer banking when they [...]Read the rest of this entry »
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 HuntingRead the rest of this entry »
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.Read the rest of this entry »