Major Accounts: No More One-Time Assignments
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.
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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 [...]
“Wooing Big Business”…Major Accounts Jungle Stories
True stories from the jungle….
….winning major accounts
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Hear how it works: Major Accounts, Big Game Hunting
Major Account Myth # 3: Get to the “right” Person
Discussions about how to win major accounts usually involves the “get to the right person” myth.
The bigger the dollar value of the service you offer, the broader the impact of your service and the more stakeholders it affects, the more people will be involved in the decision before you are hired.
As a rule of thumb, you should [...]
Watching the Herd: Key Account Acquisiton
Winning a new key account is takes more than sales skills. In fact, taking a sales approach, which expects a yes/no outcome from every contact can hurt you if you’re going after major accounts
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