Bagging the first_assignment

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Bagging the First One

Gathering business intelligence is part of “acting big”. If you are

targeting Fortune 1000 companies as clients, following new

business development principles rather than sales-focused

activities will yield long-term, repeat business.

These are 3 principles of Big Game Hunting’s methodology:

1. Email a briefing document BEFORE requesting a

conversation

2. Pursue discovery conversations with senior executives in

all business units simultaneously

3. Your objective in approaching the head of the business unit

is to be referred to someone on their team who has been

charged with delivering on promises made to shareholders.


If you want your company to be retained company-wide, on an

ongoing basis, your cost of sales is likely to be higher than

winning one-time assignments.

However, you will receive compound returns on that investment.

Here’s why: a multinational is a collection of several “silos” or

independent business units. When you secure a company-wide

vendor agreement, you access multiple opportunities.

Each business unit head has their own discretionary budgets and

therefore represent discrete business opportunities for your firm.

Big Game Hunting’s objective is to win new clients who are in a

position to award multiple assignments simultaneously, year

after year.

The lifetime value of a company-wide vendor agreement is

usually several multiples of the cost of acquiring a one-time

assignment.

Big Game Hunting secures company-wide, ongoing assignments for business services firms who think globally.

Catherine McQuaid's Big Game Hunting Motto:

"You may be small but you can WIN BIG!"


Bagging the first_assignment

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