• Offers a proven approach, based on real situations, not theories
• Shows how to coordinate the efforts from multiple areas such as sales, marketing, service, operations, and senior management to leverage resources for better business development
• Provides the perfect way to align business development activities with the global aspirations of a large client
• Illustrations explain the stages of business development and the activities necessary to create and grow business with large accounts
• Provides a bibliography
"Raquet, a business consultant and trainer, describes the ClientAlignment approach, an approach to creating and growing a business that sells to large companies. Insights are drawn from the author's interviews with 50 top sales performers and 100 purchasing decision-makers from large corporations and organizations. The book details the activities at four stages of business development, from lead generation to loyal client generation, and explains how to plan time, run account teams, find business opportunities, and align the needs and desires of clients. The audience for the book includes anyone who runs their own company, sells for a living, manages or supports those who sell, or is in any type of business development. In particular, it will aid veterans of large-account selling who have had some success. A companion web site offers articles and exhibits."
Reference & Research Book News
"Mike Raquet's approach to developing business in large accounts is unique and effective. He shows how to align all of your internal resources to develop business in large companies. It's comprehensive and keeps the focus on easy-to-perform activities that anyone can understand and perform." (Elise Roma, GM Northeast, FranklinCovey)