Winning major accounts….a serial e-book
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Bwana on Key Account, Big Game Hunting
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 )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 )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 ( 5 so far )Trying to make contact for the first time with a major account can seem like getting inside a herd. Or a pack. Or a tribe.
Every herd protects itself from intruders. Much ink has been spilled about getting around gatekeepers.
Read Full Post | Make a Comment ( 1 so far )
