Fortune 500 clients can add significant revenue to your bottom line. We've got insider tips to help midsize company leaders earn the business, and evaluate whether it's worth keeping.
1. Stand Out: Use your location, technology, certifications and network to establish and reinforce your unique value.
2. Understand Your Customer: Capitalize on internal and external resources to clarify an enterprise client's culture. Build meaningful and multiple internal sponsor relationships. Support your advocates' incentives and motivations. And, operate within the (target) client's budget and sales cycles.
3. Know Your Why: Be clear on the impacts that a Fortune 500 deal will have on your business - including resources, costs and revenue. Strategize and plan to achieve your goals in the relationship, so you're deliberate about those objectives - both during negotiations and throughout the sales cycle.
Never stop networking, Allies! Reach out to an internal advocate at a Fortune 500 company. Ask how you can support their objectives, whether professional or personal. Consistently support those goals.
If you don't have a connection with a target customer, review your network and devise a plan to start building relationships. Ask your professional advisors to support your strategy, and help build those connections.
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