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.
Read Full Post | Make a Comment ( 4 so far )How Big Game Hunting Works
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
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
Read Full Post | Make a Comment ( None so far )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 [...]
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