Acquiring major accounts takes more than a traditional sales process. And it takes more than getting to talk to senior executives because they’re in your rolodex.
If your firm has never done business with a global brand, to them you are a contender. A critical step in winning a first assignment is understanding that the easiest way to get a project funded will [...]
Pursuing a key account, even if you have a great portfolio of clients, can lead to rethinking the economics of how you deliver services.
Read Full Post | Make a Comment ( None so far )Earnings Before Interest, Taxes, Deductions and Allowances” is why you want to have major accounts as clients.
When I was retained by an early-stage services company, they needed stable, predictable revenue. Friends and family had been promised they would have their funds back within 3 years.
Read Full Post | Make a Comment ( None so far )Winning a major account is not for the faint of heart.
Four years ago, on a client assignment, I initated contact with a senior executive of a firm ranked in the top 10 of their industry..
When this leader took a position in another company, I was back in touch. Still no business was won.
Shouldn’t I have stopped tracking and gone on [...]
Major accounts can seem like another species.
I have learned that words are neuropathways to the heart.
Let’s say you’re a service provider to the pharma/biotech industry. Would you talk about “customers” or “KOLs” (Key Opinion Leaders)?
I was having a discovery conversation on behalf of a client. The audience was the training group in a Biotech firm.
They taught [...]
