Do you have a replicable process for building new business with your current key clients? Does everyone know who is responsible for maintaining relationships, for developing new relationships inside the client company, and for proposing new business ideas? Are you in a relationship that is moving towards “trusted advisor” or is your company starting to look like a vendor to this customer?
I’m pleased to bring you an opportunity to learn about a valuable method for strengthening key account relationships: an Executive Sponsor Program. In this strategic process, a non-sales executive from your team is responsible for relationship-building at the executive level with your key client. When implemented properly, such a program has measurably powerful results. On Wednesday, January 25 (8 am Pacific; 11 am Eastern) I’m hosting a teleconference with Karen Posey, Senior Consultant with Geehan Group and author of recent research about executive sponsor programs, and Gary Vastola, Vice President Marketing & Field Support for Xerox Managed Print Services Business Group, who is responsible for the Xerox Executive Sponsor Program, which Geehan Group helped to develop. Xerox has 100 clients who participate in the Program.
Most of you who read this blog own and/or work for companies much smaller than Xerox, so our conversation will focus on those aspects of an Executive Sponsor Program that a small to midsize company can implement successfully. Click below for more information and to register for this free call.
Record three years of data on revenue, gross margin, and operating margin. Total assets and total debt help you create a snapshot of the company’s current position.What is the company’s current market strategy? Are they gaining or losing market share? Are they poised to introduce new products or services? Are they B-to-B or B-to-C? What kind of budget have they had historically? Who is or has been their incumbent provider? 
