In other words, do you focus on bringing in the big kill? The large contract? The Fortune 500 account?
If so, you may want to start hunting something new. If we call the big account an elephant, there are lots of elephant hunters in the world. However, why not hunt for the elephant herders? The companies and people who already know the elephants, have relationships with them, and who can help you get into the account?
I don't typically hunt elephants myself. But I have others who have referred me to elephants. But it's the elephant herders who I have the best conversations with. I just met one today. As we were talking over lunch, I mentioned a client in Denmark, and he said that he's worked with a complementary company in Pittsburgh. He suggested we connect the two companies and help them expand their businesses globally. This is good thinking. Fortunately, he's not a one-trick elephant herder. He has connections that I don't have.It's a beautiful thing when you get two elephant herders together. If you're an elephant herder, you can even sell the elephant hunter the ability to bag one of your elephants. Fortunately, bagging doesn't mean killing in this example. You can re-use your elephant connections, all the while benefiting all parties.
Go hunt some herders!
