Today we’re going to look at strategies for acquiring enterprise clients. Acquiring and effectively servicing enterprise clients can be hard for small businesses. Long sell cycles. Dealing with bureaucracy. Scaling a client base. All major challenges.
Our entrepreneur today is the Managing Partner of Xynergies, a technology consulting firm with a client base primarily serving enterprise clients. Before starting his own firm Jurg Bonnofsky has held key roles with everyone from SAP to AT&T to Microsoft. Welcome to the show Jurg – What’s the Lowdown?
– Can you tell us briefly about your background and how you got the the place where you decided to start your own consulting firm?
– one of the big challenges for small businesses and startups is acquiring that first meaningful enterprise client. Can you remember back to the early days of Viewbridge Partners and tell us how you landed your first key client?
– Walk us through a typical engagement cycle from the time of getting the lead through execution and completion and try to be as specific as possible.
– One of the challenges that I always had an individual consultant was servicing existing clients while continuing to engage in business development. Have you guys been able to systematically grow your client base and if so, how?
– You recently acquired Xynergies, another small firm, and took on their brand name which is slightly unusual. What went into your thinking with regard to this acquisition and how has it helped your business?
– What has been the keys to demonstrating the value of your services, especially early on when you didn’t have much of a track record?
– How do you ensure that you’re getting to the right person inside of a large organization?
– Any common mistakes to be aware of when engaging with such large organizations?
The Real Lowdown Segment
– Tell us about a terrible engagement where everything or the big stuff went wrong. What happened and what did you learn from it?