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...

****, *** '******* ****' * **** *** **** ** ********** landing *** * ***** ************ ****** ****** **** *** *** through *********** ***. ** *** **** **** ** ***** ************ trust **** ****, ******* *** ***** ************ *** ***** ** low-prices *** ***** ** *********. ** **** * ***** ** get '*** *******'.

* ***** **** ******* ******** *** **** ** *** '*** fish' *** ***** ** ******* ********** ******** **** *** ***** Executive, *** **** ** *** ****** **** *** ******** ******** through ***** ** ******* *********.

*** *** *** ******* **** *** *******?

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*'** ***** **** **** ** ******** *** ********, ** *** always ***** ** ***** * ******** ****** ******* *********. ***** them ** ** *****, **** *** ** *** *** ****** from *** *********.

** ******** **** ******* **** ** ** **** *** ******** marketing ***** * ***** ***. * **** ******** **** ****** and ** ****** ****** ******. *** **** **** * ******, or ***, ** *** *****. *** ** ******* *** ** the *********** ** * ****** ******** **** *** *** ** budget *** ** *** ******** *** ******** *** * ***** replacement. *** ***** **** *** **** *** ***** *** ***** on *** *** ** *** ****** *** * ***** ******* anyways. ** *** * **** *****. * ***** *** ** let ** ***** ** *** ***** *** ***** *** **** I ***** **** ***** ***** **** *** ******. * ***** hear **** *** *** * ****** ***** ****. **** *** of *** ****, ** ******* ***** ***** ********* *** *** organization.

*** ************ *****, * *** **** ******** *** ***, **** it **** ** ******* ***** ***** * *****. *** ****** later ** ********** ** * ******* ** *** **** ********, about *** ******, **** **** ********** *********. **** ** ***** the *** *** ***** *** ** ***** ** ********* ********* cameras *** **** *** ****** *** ** ** ***** *** way ** ******.

***** *** *** * **** ***** ***** *********** ** ***** that ** **** ***** **** ********* ** ****, **** ** understand ***** *** *** **** *****. **** ********** ** ******* and **** ** ***** ** ** *** **, ******* ******* them **** ******. **** *** ******* *** ********** * **** them. ***** ***, ***** **** ***** **** ***** ******** ***. take **** ** ****, *** **** **** **** **** ** their ****.

** ****** **** ***** * *** ***** ** ***** ******** to *** **** * ****** ** **** *** *** *********. ;)

** ***** ***** ******* ***** *** * *** ** ******* a ******* ******. ** ****'* ** ****** *** ******* *** ticket *** ** ** ***** ** *** ****** *****. * was **** ** *** *** ****** ******* *** **** **** a *** ****** ******. * ******'* ********* **** * ***** tactic ******.

*** ******* ***** ******* **** ** ** ***** ***** * got * **** ** * ****** ** ** *** * subwoofer ***** ** *******'* *****. ** **** *** *** ******** so * **** * ***** ** ***** ****. ***** *** the *** *** *** ** *** * ***** ******* ** the ****. * **** ***** ** ****** ** ** **** their ***+ ****** ******. **** ******* *** *** *** ** to **** *** ******* ** *** ********** **** ******* ** have **** **** ** ******** **** ******* ** **** ** get **** **** ********** *******.

...******* *** ****** *** ** ** ***** ** *** ****** chief. * *** **** ** *** *** ****** ******* *** sold **** * *** ****** ******.

**:*****, ** *** ***'* **** ******* *** ***** **** **** center ************* ******, *'** ***** ***'** *** *'* ******* **** the **** ****.

*****:**, **'** ** **** ****... ****, ** ***'* **** * town ****** ************* ******.

**:****, **** *** ****...

:)

**** # *

* *** ******* * *** **** *** * ***** **** for **** **** ***** ****. **** * **** *** *********** I ******** **** *** **** ******* *** **** **** ****** from ******* *** **** *** **** *** ***** ******* *** they **** ******* **** *******. * **** ****** *** **** of ****** *****, **** *** ** *** ******* ***** ** junk ** *** *** ****,** ******** ** **** * *** to *** *** **** ***** *** **** ****. *** ***** later ** ****** ** *** **** ** *** ** ************ opportunity *** ***** * **** *** ***? * **** ** his ******, ********* *** *********** **** *** *** *** **********, closed *** **** * ***** *****. *** **** ****** ****** spread ****** ** ****** **** ********* ******, ****, ****** *** fire *********, **** **** *** ****** *****. ***** ***** ***** I **** **** ***+ *******.

**** # *

**** *********** ** * *** , * **** ** ***** competitors ** * **** **** *********** ********, **** (**) **** deal *** ****** *******, ********** ******** *** ** ***** *** and ****** ****. ****** **********, **** **********, ******, ***** *** name **. **** ***** **** ****+ ** *******

*** *** * ****** ** *** *** ******* *** *********** the **** **** ** *** *** ******* *** ********, **** care ** *** ******** ****** ***** **** ******* *** *** your ******* ****** ** **** *** **** *** **** *** second **** ****** ********, ****'* **** *** **** **** *********......

208

*** ****.

**** **** **** ****? * **** **** ** * ******* reference, *** * ***'* *** **.

*** ***** ** ***é*** ** "***** ***** '** ***". *** ball ** *** **** **** **** ****** ** ****. *********, it's **** *** ***** **** **** ************. ***** ****** ****** relevant **** * * **** ***.

**, *** **. ******!

****** ******** ******* ***** ***** **** *** ****** *** ******* winter *** ** ************ *********** ******* ******** ** *** ****'*, I **** ******* **** * *** ***** ********, ** *** corporate ***** **** *********, *** *** "******* ******".

*****'* ******* **** ***** ****** ***** **** *** *********** ** freezing ************, ****** ***** *** * ****** ****.

*** *** ** **** **** ** **, ** *** **** the *** ** [***** **** *********/******** ****]? "*** **** *****? From *** ******* ****?"

*** **** ** ******* ** ***** ** *** *** ** you ****'* **** *** **** ******** ****** ***. *** **'* hard ** ** ***** **** ***'** ******** ******* ******* * jacket, ********* *** ******* * *****.

**** ***** ** ******** *** ***** "**** ******".

***** ******.