Jungle Stories

Reaching Mountain Peak Dwellers

Posted on August 4th, 2010.

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 [...]

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Key Accounts: Thinking Big

Posted on July 12th, 2010.

Pursuing a key account, even if you have a great portfolio of clients, can lead to rethinking the economics of how you deliver services.

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Major Accounts: Fatten Your EBITDA

Posted on July 11th, 2010.

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.

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Tracking Major Accounts: How Long is Too Long?

Posted on July 3rd, 2010.

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 [...]

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Major Accounts: What Difference a Word Makes

Posted on June 19th, 2010.

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 [...]

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