Читать книгу Never Say Sell - Tom McMakin - Страница 47

The sixth opportunity for growth within a client is what we call INNOVATE work: work we've never done before with a buyer who has never worked with us. This is the double black diamond run. It's the hardest kind of work to win, as the bars for credibility and trust are highest for us to prove our ability to help. Sometimes it comes from opportunistically listening for where our skillsets can be helpful in different ways across different parts of the organization. Firms looking to reinvent themselves might also be particularly focused on these types of opportunities.