How To Pursue Large Firms


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How To Pursue Large Firms
By: Tama Swan, Associate Editor
Issue: 2009aug

Six ideas on how to pursue large firms and their big accounts you desire.

Want bigger accounts? Moving up, so to speak, in the business world by contracting with big-spender companies is everyone’s dream but only the reality of a few. Here are six ideas for booking the account of your dreams.

Continue to focus on large and midsize accounts as a base. This gives you a safety net and promotes self-confidence to help you go big.

Find the account you want and then figure out who’s on top. Learn about the company and its goals and then bypass the middleman and go straight to the CEO or president.

Take ownership of the account. Forge relationships with the company’s top performers and then network to other areas of the company and the account through them. You never know where they will go and who (perhaps you) they might take with them.

Be a problem finder. Problems are really opportunities for you to develop ideas and solutions. This will help you stand out from the competition, which is probably only pushing product.

Forget what you sell. Act as though you sell what the account sells. This turns you into a company asset.

Don’t ever stop. Most people quit just shy of the finish line. If you’re certain that you’re the right person for the job, be persistent.

Source: www.entrepreneur.com

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