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Strategic Alliances & “Heroism:” Find quality partners desiring to reach the same companies / industries that are on your hot list. Compare intelligence and resources and together develop an approach strategy based on the priorities and issues being experienced by the prospect.
For example, let’s say that it’s somewhat common knowledge that XYZ Company has been experiencing significant losses and may have to close in six months to a year if the trend continues. A lender, turn-around consultant and a marketing company all know and respect each other and want to get in to XYZ. Reviewing the situation from XYZ’s perspective, they decide that the lender is probably closest to the XYZ’s pain and would most likely receive the warmest reception of the three at this point in time.
The lender gets in the door and sees that XYZ needs to cut some costs and make some changes to qualify for the full funding they need. The lender introduces her respected colleague, the consultant to help XYZ qualify for the funding. As they near the conclusion of the consultant’s time and funding is in sight, the consultant now introduces XYZ to the marketing company as a go forward partner in recovering lost ground and returning XYZ to a growing business.
By working together in a coordinated way, all three (plus XYZ) come out winners. Had the marketing company been the first to approach XYZ, they would likely not have made it past the gatekeeper because they would have been viewed as one more thing XYZ couldn’t afford at that time. The lender and the consultant not only helped a colleague with a referral, they look like a hero to XYZ for providing them with the right partner for their needs at the right time to get the right results for XYZ.
with additional suggestions for ways we can all work together to prosper.
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