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 [...]Read the rest of this entry »
Acquiring major accounts takes more than a traditional sales process. And it takes more than getting to talk to senior executives because they’re in your “rolodex””. If your firm has never done business with a global brand, to them you are a contender. A critical step in winning a first assignment is understanding that the easiest way to get a [...]Read the rest of this entry »
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.
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.Read the rest of this entry »
If you want to be a Big Game Hunter, you need to know where big companies prefer to hunt, what they eat and who their predators are. If your client roster is limited to one industry and you wish to win business in another sector, how do you make the business problems you have solved relevant to that industry you [...]Read the rest of this entry »