Key Accounts: Thinking Big
Pursuing a key account, even if you have a great portfolio of clients, can lead to rethinking the economics of how you deliver services.
Might winning a big company’s business mean being asked to deliver outside of North America?
This happened when a Fortune 500-sized company became interested in retaining my client.
The catch was, they felt person-to-person contact would take too long to roll out across the country.
Big thinking led my client to explore an alternative to their more costly (and slower) on-site service.
The outcome? Within 6 months, the #5 company in the industry requested a proposal.
And my client realized a 100% return on their investment in my fees.
