Wooing Big Business...the serial e-book
Posted on January 12th, 2010.
For business services firms, securing ongoing assignments from Fortune 1000-sized companies is a planned growth strategy.
Key account acquisition takes into account the fact that there are multiple stakeholders around any decision to hire a new service provider. Knowing where to invest development efforts within large, complex organizations is made easier by understanding that discretionary budgets are more likely to fund first assignments with new suppliers.
Read Full Post |
Make a Comment ( None so far )
Posted on December 12th, 2009.
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 )
Posted on December 12th, 2009.
Winning major accounts….a serial e-book
Get on the distribution list
Interested in social media ? I’m investigating its uses in B2B marketing.
Or prefer a live person?
416 923 0877 or Skype: cmcquaid
Bwana on Key Account, Big Game Hunting
Read Full Post |
Make a Comment ( None so far )
Posted on December 11th, 2009.
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 )
Posted on October 26th, 2009.
Let’s say you were a service provider to the pharma/biotech industry and this was your first conversation with a potential new client, a company which would be a major account for you if all went well.
Would it matter whether you used the term ”customers” or “KOLs” (Key Opinion Leaders)?
Would you use the term “KOL” if you [...]
Read Full Post |
Make a Comment ( None so far )
« Previous Entries |
