Key Account Acquisition: Tracking the Big One
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 able to respond quickly, right across the nation is a great asset, so demonstrating that you use alternative ways to reach nation-wide can set the stage favorably from the first contact.
This is why we suggest doing all early contact with major accounts by phone rather than face-to-face. In addition, it is easier to schedule 45 minutes over the phone with a national team rather than waiting to get everyone into the same room.
Concepts like virtual delivery (you don’t have to be in your clients’ place of business to deliver your goods or services) are liberating small businesses from home-town thinking.
Smaller businesses cannot afford long sales cycles or expensive client acquisition processes.
Anyone starting a business today can play in the global marketplace. This is a long way from a storefront business model where geography limits the ultimate size of your business.
