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 hired me to help win major accounts in the US marketplace.
After scanning industry publications, it seemed customer experience was a hot spot for the industry. Banks were worried about losing clients. With mergers going on, banks needed to take action because the name on the front door may have changed and clients were likely feeling less loyal.
Today, my client is a preferred vendor to 3 of the 25 largest financial institutions in North America.
By the way, their cost of sales is 12%.
The business services industry cost of sales averages 32%.