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Calling all Pro's...

We're a small business in a vertical market (Direct Mail Production), and have only one salesman. We've had a few (that's fodder for another post), and we've got a reputation as a high quality, professional organization.

There is an account we would like to break, but it's big. They have nearly 300 salespeople and revenues this year of $500 million. They do *exactly* what we provide and it's a perfect fit, however, we cannot seem to figure out how to get on their radar. We've finally, after a year of work, been asked to bit on a project. We are capable of handling a very large volume of work for them, and we're extremely secure.

We have other major accounts by way of Advertising Agencies we can refer to, but nothing direct at this level.

Does anyone have any suggestions on breaking this account without a "sales team?" approach?? - by TommyMac5
Would earning your way to bigger jobs by handling a few smaller jobs play into your strategy? - by Houston
Would earning your way to bigger jobs by handling a few smaller jobs play into your strategy?
The difficulty is getting the opportunity. They (like many other businesses these days) utilize an online bid system which makes it difficult to stand out. I'm sure that there are opportunities that get put on this system, and there are other, much better opportunities that are assigned without it. It seems to me that the online system acts more like a filter than anything else.

Once we do something for a prospect, they nearly always become customers, and they stay customers. It's getting that first opportunity that's hard. - by TommyMac5
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