Business services firms, which are frequently project-based, can stabilize revenues by becoming a preferred vendor to key accounts. More and more business is conducted virtually rather than by face-to-face meetings, so major accounts can be supported by smaller businesses. Smaller businesses are vulnerable if they cannot provide coast-to-coast support when the project is running. Being [...]
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Smaller firms need major accounts because large companies are more likely to award multiple contracts year after year. However, getting past the barriers in Fortune 1000-sized companies can be daunting and time-consuming. How about doing something counter-intuitive?
Cold-calling senior executives is discouraged in many key account acquisition strategies.
No More One-off Assignments
If you are a business services firms and you want out of the “feast or famine” treadmill, pursuing major acccounts is the best way out of one-time assignments.
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