A global professional services company desired to develop a target account from initial meetings to sustained multi-million dollar relationship.
Leverage a change in leadership to engage
Provide valuable services and information (inexpensive to provider, valuable to recipient) gratis as ice breaker and to create chances to engage
Over-staff initial project with outstanding team to ensure over-delivery against project targets
Build on success of initial project to successfully deliver larger and larger projects
Use hard-won reputation for successful delivery to land major strategic project
Over a three year period, the relationship was built from $0 per year to $10+ million per year with high satisfaction