Contact Strategies

It’s not only who you know, but what you know about the people who matter.  If relationships are the lifeblood of the organization, then approaching them strategically can help open doors to increased revenue.

Ferrazzi Greenlight helps companies unearth treasures of valuable relationship-building information by creating Contact Strategies for key accounts.  By identifying leveragable pieces of data about each contact, we help create the basis for an ongoing outreach plan, which methodically and strategically deepens those relationships.

We start by conducting interviews with account teams to uncover information about each account contact, and we supplement that with secondary research.  That data is divided into three buckets:  professional agenda, personal agenda, and corporate social responsibility initiatives. Once we have that data, we can develop currency (universal, professional, personal) for the account teams that can be leveraged as part of an outreach strategy, which we will assist in building.

Ultimately, executive sponsors and members of the account teams will be able to leverage these contact strategies to initiate and/or deepen relationships with key account contacts.  The net results are increased revenue for each account and the company’s movement away from the status of vendor and toward the role of strategic partner.