Big Game Hunting


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Win new clients from the Fortune 1000 if you are a business services business

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Big Game Hunting

  1. 1. You May Be Small but You Can Win Big! With Big Game Hunting
  2. 2. You Can Win Big <ul><li>We help small businesses: </li></ul><ul><ul><li>Gain access to decision-makers inside large, complex organizations </li></ul></ul><ul><ul><li>Develop a plan of attack that will deliver Big Business </li></ul></ul>
  3. 3. You Can Win Big <ul><li>We help small businesses like yours: </li></ul><ul><ul><li>Ensure your offer addresses industry needs </li></ul></ul><ul><ul><li>Build business outside your city or country </li></ul></ul><ul><ul><li>Sell more strategically </li></ul></ul><ul><ul><li>Secure clients who will become long term repeat customers </li></ul></ul>
  4. 4. When You’re on the Hunt for… <ul><ul><li>Access to the top </li></ul></ul><ul><ul><li>Strategies that will generate big wins </li></ul></ul><ul><ul><li>Engagement long term </li></ul></ul>Big Game Hunting can help!
  5. 5. What’s Challenging You? <ul><li>Having trouble filling your sales pipeline with qualified prospects? </li></ul><ul><li>Reluctant to pick up the phone? </li></ul><ul><li>Not enough time to prospect? </li></ul><ul><li>Not invited through the C-suite door? </li></ul>Big Game Hunting can help!
  6. 6. Want to Fill Your Pipeline with Qualified Prospects? <ul><li>Big Game Hunting can help you: </li></ul><ul><ul><li>Develop a method for sustaining sales growth </li></ul></ul><ul><ul><li>Identify industries and companies most likely to buy from you </li></ul></ul><ul><ul><li>Tailor your offer to specific business challenges </li></ul></ul>
  7. 7. Big Game Hunting delivers… <ul><li>Research on likely “points of entry” at the top </li></ul><ul><li>Contacts with C-level decision-makers on your hit list </li></ul><ul><li>Intelligence on qualified decision-maker needs and intentions </li></ul><ul><li>Project opportunity scope </li></ul>
  8. 8. You Win Big Because… <ul><li>Big Game Hunting: </li></ul><ul><ul><li>Uses “key account” development discipline </li></ul></ul><ul><ul><li>Creates warm entrée in to cool C-suites </li></ul></ul><ul><ul><li>Adds company-wide intelligence to your sales activities </li></ul></ul>
  9. 9. You Win Big Because… <ul><li>We help you: </li></ul><ul><ul><li>Uncover the needs of all players before you enter the proposal stage </li></ul></ul><ul><ul><li>Increase the likelihood of profitable, ongoing contracts </li></ul></ul><ul><ul><li>Pursue “sweet spot” business </li></ul></ul>
  10. 10. Big Game. Really Big Game. Urban Jungle True Story
  11. 11. A Big Game Story <ul><li>A young Canadian training company set out to hunt for big business in the US by capitalizing on their success with large financial services client here. </li></ul><ul><ul><li>Target: US FS market </li></ul></ul><ul><ul><li>Goal: become preferred vendor company-wide </li></ul></ul>
  12. 12. Big Game Story Strategy <ul><li>Target top 20 Financial Service companies in U.S. </li></ul><ul><li>Change language </li></ul><ul><ul><li>Sell “customer experience” solution, not training product </li></ul></ul><ul><li>Change buying target </li></ul><ul><ul><li>Market to individual Lines of Business instead of central purchasing dept. </li></ul></ul><ul><li>Deepen LOB relationships to build repeat biz </li></ul><ul><ul><li>Learn LOB needs and offer unique solutions </li></ul></ul>
  13. 13. Big Game Story Results <ul><li>Within 2 years: 4 Kinds of Growth </li></ul><ul><ul><li>Obtained contracts with 12 of top 20 prospects </li></ul></ul><ul><ul><li>Awarded preferred Vendor status by 5 of top 20 US institutions </li></ul></ul><ul><ul><li>Increased value of initial contract through compounded annual growth in each bus. line </li></ul></ul><ul><ul><li>Secured footholds in 2 new consumer finance sectors </li></ul></ul>
  14. 14. Jungle Wisdom <ul><li>First gain permission to make your approach </li></ul><ul><li>Think big and manage forward to grow faster </li></ul><ul><li>Personal relationships can be built by phone </li></ul>
  15. 15. A Big Game Story <ul><li>Challenge: win stable, profitable contracts for early-stage co. to make it saleable w/i 2 years </li></ul><ul><li>RESULT: </li></ul><ul><ul><li>Secured long-term contracts: co. sold </li></ul></ul><ul><ul><li>Contracts grow: industry leader clients </li></ul></ul>
  16. 16. Big Game Hunting You Can Win Big <ul><li>Catherine McQuaid </li></ul><ul><li>Big Game Bwana </li></ul><ul><li>416.923.0877 </li></ul><ul><li>[email_address] </li></ul><ul><li> </li></ul><ul><li> </li></ul>