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 »
Earnings Before Interest, Taxes, Deductions and Allowances” is why you want to have major accounts as clients.
When I was retained by an early-stage services company, they needed stable, predictable revenue. Friends and family had been promised they would have their funds back within 3 years.Read the rest of this entry »
A few big companies on your client roster can mean you sleep well at night. What is the best way to track down a major account? Here’s a story from the concrete jungle: A second-generation, design-build firm found themselves with shrinking profit margins and a reputation as a me-too supplier in their industry. My task was to track [...]Read the rest of this entry »
Since you are a specialized business services firm, becoming a preferred provider to a few key accounts may make the difference between a stable income and “drought” periods. Before you pull on your jodpurs, you’ll probably need to know: Are you hunting water or tree-dwellers? Where do they prefer to eat? Do they travel in [...]Read the rest of this entry »