Key Accounts: Thinking Big
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 )Jungle Stories
Major Accounts: Fatten Your EBITDA
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 )Tracking Major Accounts: How Long is Too Long?
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: What Difference a Word Makes
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 [...]
Key Account Acquisiton: Moving from One Herd to Another
If you want to be a Big Game Hunter, you need to know where key accounts live, what they eat and who their predators are.
If your client roster is limited to one industry and you wish to win business in another sector, how do you make the business problems you have solved relevant to that industry you want to enter?
Often [...]
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