How Did You Capture Your Key Account?

In terms of single accounts with big sustaining revenue or 'biggest whale', how did you land the business?

Is it a long term personal relationship (ie: fishing buddies), a business social group (ie: Rotary Club), account growth over time, or competitive bid? Or did you earn it because of persistent sales calling and being the '#2 option' until the opportunity arose?

As an integrator, the 'biggest fish' I ever had hand in personally landing was a large consolidated school system that was won through competitive bid. It was hard work to build consultative trust with them, because the whole relationship was based on low-prices not skill or knowledge. It took a while to get 'not awkward'.

I spoke with someone recently who told me his 'big fish' was based on playing highschool football with the Chief Executive, and that he had always been his security supplier through stops at several companies.

How did you capture your Key Account?

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