Eggs in One Basket

By Mike Philie
In September 22, 2008

You work like heck to get into that great account. Over time, you finally get in-wow! The first thing you know you've grown the business to where it's your largest account. In fact, it's the company's largest account as well. Oh yeah, and it's your only account now as you've devoted all of your efforts into it.

Some reps I've met, and some owners as well would applaud this and encourage the rep to stay the course and make sure that the account is totally satisfied-24/7. Others might encourage the rep to keep the account happy but to also diversify a bit as having all of your income tied to one account could be dangerous.

I know what I would recommend but I'd like to get your thoughts. Stay the course or get more eggs? Let us hear what you've got…

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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