This the big day. You have your binoculars trained on the King of the Jungle.
You’ve Googled the executive you want to reach. You’ve made notes on charites and schools you have in common. You’ve planned a concise 60-second commercial. Your business coach has crafted great responses to the most likely questions you’ll be asked.
The assistant […]
When conducting a discovery conversation, a purchasing decision is not the objective.
The objective is not necessarily to win a project. The objective is to become a preferred provider enterprise-wide. Therefore, the information gathered during discovery conversations is different from a sales conversation.
Business intelligence needed to secure preferred vendor status is more strategic than tactical. […]
Members of thec executive committee have discretionary budgets for critical initiatives.
Annual operating budgets fund ongoing needs such as IT, sales & marketing, training and customer service. Discretionary budgets fund one-time efforts to improve revenue and shareholder value.
Aiming your offering at these initiatives gives you a leg up.
Big Game Hunting’s secret to getting the attention […]
Smaller businesses may underemphasize the competitive advantages they have in their field.
Do you deliver quick turn-around for your clients?
Don’t you deliver more creative responses to client demands?
Aren’t you servicing narrow market niches?
This is true for one of our clients who delivers specialized training. They had done a couple of projects in consumer banking […]
Lions, gazelles and zebras serve as excellent metaphors for the types of business intelligence a company uses every day to compete and survive.
Strategic business intelligence provides a company with a view into the future. Predictive models and forecasting allow us to anticipate market moves and position ourselves for success. Departmental strategies may sometimes give way […]
Turn One-Time Projects with the Fortune 500 into Long-Standing Agreements
