Long Distance Relationships: Key Accounts
I’ve been told that key account acquisition is best done face-to-face.
I beg to differ.
My client, a private equity placement firm serving sophisticated investors was launching a new investment vehicle.
They had asked me, “Could large transactions be completed entirely over the telephone and still satisfy regulators?”
The answer was yes. In fact ,this investment group now operates as a separate, highly profitable division. They use telephone-based processes I proved can work in the concrete jungle.
The moral of the story: high-value transactions can be established and long-distance relationships maintained without face-to-face contact.
