Bag the Elephant!

Bag the Elephant!

Bag the Elephant!

How to Win and Keep Big Customers

by Steve Kaplan

If you are the owner of a small or medium-sized business, Bag the Elephant! will show you how to find the big company (or “Elephant”) that is right for your business and business needs, navigate your way through huge companies, identify and secure internal champions, build strong alliances, and position your selling approach for maximum effectiveness. Are you afraid that your company’s culture won’t be a good match for an Elephant’s culture? Business expert Steve Kaplan explains how to align them to get the most out of your relationship.

What You'll Learn

  • The Elephant needs you. You might ask yourself, "What could I possibly have to sell that a big company would want?" The answer is, plenty, if you match your products and services to the company's needs.
  • Six keys to thinking like an Elephant. In order to best develop and leverage your relationships with large firms, you need to know how they go about their business and to anticipate needs before the Elephants even recognize them.
  • How to embrace the bureaucracy. In large companies, bureaucracy is a given, and you can make it work for you by aligning your outputs and processes to make life easier for your client and, by extension, yourself.
  • How to draw up your hit list. Don't be afraid to think outside the usual box to come up with the Elephants you will hunt. Ultimately, however, the business you pursue must make sense for your organization and your prospects.
  • How to recruit great champions. Your attempts to bag Elephants will only prove successful if you have the right people on your side - people on the inside of the prospective organization who will speak up for you and influence decision makers on your behalf. These are the champions of your organization in more ways than one.
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