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BigGameHunting
In the Urban Jungle
You Can Win Big
Mobilizers + Commercial Insight
BigGameHunting
In the Urban Jungle
You Can Win Big
The SME Market
BigGameHunting
In the Urban Jungle
You Can Win Big
BigGameHunting
In the Urban Jungle
You Can Win Big
BigGameHunting
In the Urban Jungle
You Can Win Big
BigGameHunting
In the Urban Jungle
You Can Win Big
You Win Big Because…
Big Game Hunting:
– Uses “key account” development discipline
– Creates warm entrée in to cool C-suites
– Adds company-wide intelligence to your sales
activities
BigGameHunting
In the Urban Jungle
You Can Win Big
You Win Big Because…
We help you:
– Uncover the needs of all players before you enter
the proposal stage
– Increase the likelihood of profitable, ongoing
contracts
– Pursue “sweet spot” business
BigGameHunting
In the Urban Jungle
You Can Win Big
Big Game. Really Big Game.
Urban Jungle True Story
BigGameHunting
In the Urban Jungle
You Can Win Big
A Big Game Story
Stable, profitable contracts secured future value
of services company
• RESULT:
– Secured long-term contracts: co. sold
– Contracts grow: industry leader clients
BigGameHunting
In the Urban Jungle
You Can Win Big
A Big Game Story
An early-stage services company set out to hunt for
big business in the US by capitalizing on their
success within financial services sector
– Goal: secure key accounts
– Extract founder value when company sold
BigGameHunting
In the Urban Jungle
You Can Win Big
Big Game Story Strategy
• Target top 20 Financial Service companies in U.S.
• Change language
– Sell “customer experience” solution, not training product
• Change buying target
– Market to individual Lines of Business instead of central
purchasing dept.
• Deepen LOB relationships to build repeat biz
– Learn LOB needs and offer relevant solutions
BigGameHunting
In the Urban Jungle
You Can Win Big
Big Game Story Results
• Within 2 years: 4 Kinds of Growth
– Obtained contracts with 12 of top 20 prospects
– Awarded preferred vendor status by 5 of top 20 US
institutions
– Increased value of initial assignment through
compound annual growth in each Line of Business
– Expanded service offering into 2 additional sectors
BigGameHunting
In the Urban Jungle
You Can Win Big
Jungle Wisdom
1. Referral = permission to make your approach
2. Manage influencers to gain purchasing
consensus
3. Virtual, cost-effective channels = reduced cost
of sales
BigGameHunting
In the Urban Jungle
You Can Win Big
Big Game Hunting
You Can Win Big
Catherine McQuaid
416 944 0534
huntnewbiz.mcquaid@gmail.com
https://about.me/catherine.mcquaid

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Building Consensus: Mobilizers + Commercial Insight

  • 1. BigGameHunting In the Urban Jungle You Can Win Big Mobilizers + Commercial Insight
  • 2. BigGameHunting In the Urban Jungle You Can Win Big The SME Market
  • 3. BigGameHunting In the Urban Jungle You Can Win Big
  • 4. BigGameHunting In the Urban Jungle You Can Win Big
  • 5. BigGameHunting In the Urban Jungle You Can Win Big
  • 6. BigGameHunting In the Urban Jungle You Can Win Big You Win Big Because… Big Game Hunting: – Uses “key account” development discipline – Creates warm entrée in to cool C-suites – Adds company-wide intelligence to your sales activities
  • 7. BigGameHunting In the Urban Jungle You Can Win Big You Win Big Because… We help you: – Uncover the needs of all players before you enter the proposal stage – Increase the likelihood of profitable, ongoing contracts – Pursue “sweet spot” business
  • 8. BigGameHunting In the Urban Jungle You Can Win Big Big Game. Really Big Game. Urban Jungle True Story
  • 9. BigGameHunting In the Urban Jungle You Can Win Big A Big Game Story Stable, profitable contracts secured future value of services company • RESULT: – Secured long-term contracts: co. sold – Contracts grow: industry leader clients
  • 10. BigGameHunting In the Urban Jungle You Can Win Big A Big Game Story An early-stage services company set out to hunt for big business in the US by capitalizing on their success within financial services sector – Goal: secure key accounts – Extract founder value when company sold
  • 11. BigGameHunting In the Urban Jungle You Can Win Big Big Game Story Strategy • Target top 20 Financial Service companies in U.S. • Change language – Sell “customer experience” solution, not training product • Change buying target – Market to individual Lines of Business instead of central purchasing dept. • Deepen LOB relationships to build repeat biz – Learn LOB needs and offer relevant solutions
  • 12. BigGameHunting In the Urban Jungle You Can Win Big Big Game Story Results • Within 2 years: 4 Kinds of Growth – Obtained contracts with 12 of top 20 prospects – Awarded preferred vendor status by 5 of top 20 US institutions – Increased value of initial assignment through compound annual growth in each Line of Business – Expanded service offering into 2 additional sectors
  • 13. BigGameHunting In the Urban Jungle You Can Win Big Jungle Wisdom 1. Referral = permission to make your approach 2. Manage influencers to gain purchasing consensus 3. Virtual, cost-effective channels = reduced cost of sales
  • 14. BigGameHunting In the Urban Jungle You Can Win Big Big Game Hunting You Can Win Big Catherine McQuaid 416 944 0534 huntnewbiz.mcquaid@gmail.com https://about.me/catherine.mcquaid