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 »
Optimizing investments in face-to-face events can help reduce the cost of acquiring and converting the asset value of key stakeholders. If we take key account acquisition costs as a model, the average for business services is 30% of revenue generated. Live events, whether you are hosting or participating, are optimal times to expand your potential stakeholder pipeline [...]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 »
Face-to-face contact with key stakeholders frequently drives the decision to host live events, since these relationships underpin financial sustainability. Acquiring and developing a key relationship can take significant portion of the financial contribution , if considered as cost of sales. The semantic web can amplify returns from in-situ events. One way is to embed stakeholder acquisition and [...]Read the rest of this entry »