Trying to make contact with a potential Big Business client 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.
Big Game Hunting doesn’t try to “get around” gatekeepers. Instead, we enroll them.
A gatekeeper gives us permission to email […]
The job of the Alpha animal is to keep out intruders.
Nevertheless, it is crucial that you win the attention of senior executives if you are to become a preferred vendor because:
Although they seldom make a decision on their own, they have authority for resource allocation.
If what you are offering helps them keep shareholders or customers […]
Are you hunting water or tree-dwellers?
Where do they prefer to eat?
Do they travel in herds or are they loners?
Knowing the habitat and habits of the entity you are tracking means you have a greater chance of not scaring them away before they spend a little time to check you out.
Before deciding which kind of entity […]
We all felt the tug of the herd during the dot-com era.
It was lonely being a Luddite, arguing the case against setting up a stand-alone Internet bank or an on-line brokerage. At times of mass enthusiasm for a trend, pressure to follow the herd rather than rely on one’s own information and analysis is […]
Of all the documented cognitive distortions, overoptimism and loss aversion (the human tendency to experience losses more acutely than gains) are the most likely to lead people astray, because decisions with an element of risk have two components:
1. Judging the likelihood of a given outcome
2. The value of that decision
When judging the likelihood of […]
Turn One-Time Projects with the Fortune 500 into Long-Standing Agreements
