Big game hunting how to
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Big Game Hunting In the Urban Jungle You Can Win Big Big Clients for Small Business Hunting Big Game in the Urban Jungle
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Big Game Hunting secures company-wide, ongoing assignments for business services firms who think globally. www.HuntNewBiz.com
Transcript of Big game hunting how to
Big
Gam
e H
unti
ng
In the Urban JungleYou Can Win Big
Big Clients for Small Business
Hunting Big Game in the Urban Jungle
Big
Gam
e H
unti
ng
In the Urban JungleYou Can Win Big
Business Development Principles
• Permission-based Introductions
• Know EVERYONE
• Relevance: the eye of the Beholder
Big
Gam
e H
unti
ng
In the Urban JungleYou Can Win Big
Winning Big: True or False?
If you get to the C-suite and they say no,
you’re dead
If you win one project,
the rest of the business
is yours
Personal relationships
must be built
face-to-face
Big
Gam
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In the Urban JungleYou Can Win Big
Reaching the Most Senior Executive
Objective: Permission-based Conversations
Send a briefing BEFORE asking for appointment
Enroll the Support Person
Big
Gam
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unti
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In the Urban JungleYou Can Win Big
Permission-based Conversations
Briefing gains permission for next step:
Identify principal shareholder on the exec’s team
OR: 45-minute exploratory conversation
Big
Gam
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unti
ng
In the Urban JungleYou Can Win Big
Objective: Access to Stakeholders
Half will forward briefing to team member
Access into EACH LINE OF BUSINESS
Multiple stakeholders’ viewpoints
Big
Gam
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unti
ng
In the Urban JungleYou Can Win Big
Stakeholders in the Decision
Check signer Champion Influencer ImplementerUser
Each want different benefits
Big
Gam
e H
unti
ng
In the Urban JungleYou Can Win Big
Golden Rules
Don’t Tell, Don’t Tell, ASKASK
STRATEGIC, STRATEGIC,
not tactical questionsnot tactical questions
Big
Gam
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In the Urban JungleYou Can Win Big
Big Game. Really Big Game.
Urban Jungle True Story
Big
Gam
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unti
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In the Urban JungleYou Can Win Big
Relevance is in the eye of the Beholder
Relate your offer to industry-wide challenges
Demonstrate a point of view around solutions
Validate:
- case studies, “demos”
- transparency during an assignment
Big
Gam
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unti
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In the Urban JungleYou Can Win Big
Tracking Your Prey
Investor Relations section of website
Industry newsletters, conferences
Tailor your benefits to stakeholders’ view
Big
Gam
e H
unti
ng
In the Urban JungleYou Can Win Big
Pipeline size: MetricsMetrics
30 contacts
= 8-10 briefings =5-6 referrals (from conversations
& briefings being forwarded)
=3 conversations
Big
Gam
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unti
ng
In the Urban JungleYou Can Win Big
A Big Game Story
Challenge: win stable, profitable contracts for early-stage co. to make it saleable w/i 2 years
RESULT: Secured long-term contracts: co. sold
Contracts grow: industry leader clients
Big
Gam
e H
unti
ng
In the Urban JungleYou Can Win Big
Big Game Hunting You Can Win Big
Catherine McQuaid
Big Game Bwana416.923.0877
http://www.huntnewbiz.com/
