Don't Let the Big Ones Get Away

Source: Accounting Today

In an intensely competitive environment, successful firms are coming up with innovative strategies for pursuing larger business opportunities. Geri Gregor, leader of the consulting practice at Long Island-based Grassi & Co., has landed some big clients using unorthodox strategies. For example:

• Instead of assembling a team for the introductory meeting, she makes the initial contact alone and then matches individual partners with decision-makers based on background, chemistry, and other factors. She also seeks the prospect's input so that team selection is a joint decision.
• Rather than tout her firm's qualifications, Gregor initially asks a lot of questions to gather information and position herself as a "problem-solver with an intimate understanding of the project."
• She attempts to develop a more intimate relationship with the prospect than other bidders by asking who her competitors are and initiating a discussion of their relative merits.
• She tells prospects that a longer selling process -- in which they meet several times -- is in the prospect's best interest. This provides the firm with more time to uncover the prospect's needs and develop a compelling value proposition.

For the complete article, click here and select "Fishing Lessons" under Practice Resources in the May 10, 2010, issue.

From Accounting Today, May 10, 2010, SourceMedia Inc., One State Street Plaza, 27th Floor, New York, NY 10004, 800-221-1809.