Major Account Acquisition: “Go South Young Man”
Bwana on smoothing out “feast or famine” revenue cycles
A young company wondered if they could leverage their success with a consumer credit client in the US marketplace.
I was retained to conduct an outreach campaign to the senior executives of the top 20 firms in financial services.
With agressive, double-digit growth plans, the intention was to follow one herd at a time and to grow from one sector to another.
The task was to migrate credibility earned in one sector into other industries. Therefore, the strategy was a 3-step migration:
1. Win consumer credit clients in the automotive industry
2. Secure assignments with asset-backed lending firms
3. Test “stickiness” within credit card operations of big-box retailers
What kind of big game was bagged for my client?
* Projects with 12 of top 20 firms were secured
* Preferred provider agreements are in place with 4
