小公司如何吸引大客戶

5. 保持專注

????大公司可能要求參加耗費(fèi)時(shí)間的會(huì)議。小公司不能因?yàn)檫@樣的要求而迷失方向。專注可以量化的目標(biāo)，比如為客戶帶來1000名新顧客等。如果大公司高管的要求讓你偏離了軌道，一定要坦率地說出來。紐約市咨詢公司ICC/Decision Services的CEO戴維?里奇建議：“提醒這些大公司牢記與你合作的最初目的，并以此來保持你們的合作關(guān)系。”小公司只要能夠提供大公司想要的結(jié)果，自然能夠基業(yè)長(zhǎng)青。

????本文作者凡爾納?哈尼什為高管培訓(xùn)公司Gazelles Inc.的CEO。

????譯者：阿龍/汪皓

5. Stay focused

????Avoid getting sidetracked by a big firm's requests to join time-devouring meetings and calls. Focus on numerical goals, like producing 1,000 new customers for the client -- and speak up if you're pulled away from your mission by new demands by executives. "Bring them back to their purpose for bringing you in," advises David Rich, CEO of ICC/Decision Services, a New York City consulting firm. If you deliver results, you'll win repeat business.

????--Verne Harnish is the CEO of Gazelles Inc., an executive education firm.