Big Game Hunting delivers ongoing, repeat engagements for smaller, specialized firms. The objective of our work is to have our clients secure company-wide vendor agreements rather than winning one-off projects.
How do we win long-term, standing agreements with Fortune 1000-sized companies for our clients?
We use major account acquisition principles scaled down for smaller businesses who cannot afford national account sharpshooters. Scaling down does not mean, however, a less skillful or less thorough methodology.
Having positioned our clients’ message related to industry trends which senior executives are focused on, we conduct one-to-one discovery conversations simultaneously with stakeholders in several business units or divisions of these complex organizations.
Gathering business intelligence is part of “acting big”. If you are targeting Fortune 1000 companies as clients, following new business development principles rather than sales-focused activities will yield long-term, repeat business.
These are 3 principles of Big Game Hunting’s methodology:
1. Email a briefing document BEFORE requesting a conversation
2. Pursue discovery conversations with senior executives in all business units simultaneously
3. Your objective in approaching the head of the business unit is to be referred to their team who have been charged with delivering on promises made to shareholders.
If you want your company to be retained company-wide, on an ongoing basis, your cost of sales may be higher than winning one-time assignments.
However, you will recieve compound returns on that investment. Here’s why. Since a multinational is a collection of several “silos” or independant business units, when you secure a company-wide vendor agreement, you have gained access to multiple opportunities. Each business unit head has their own discretionary budgets and therefore represent discrete business opportunities for your firm.
Big Game Hunting’s objective is to win new clients who are in a position to award multiple assignments simultaneously, year after year. Done right, the value of each preferred vendor agreement compounds with time.