I think the answer to that comes from experience. There is no specific way of dealing with large accounts. Sometimes you will get a down to earth buyer who appreciates your service and commitment. Sometimes you get a big coporate purchaser who will make you sweat and give you the hardest time. I used to have this big account and the buyer and myself had a love/hate relationship. Sometimes she treated me like dirt, but other times she appreciated my help. Then, she got replaced by a young corporate buyer and his only motivation was to make a splash at the company, so he threw me out and brought in his buddy who he thought could do better. This buyer was forced out after 5 months.
It all comes down to relationships. I don't know if there is a specific way to deal with large accounts, although they may be more demanding and have greater requirements than the small accounts. I just treat every relationship the same way. I am there to make their life easier. If you want to try some things to see if they work, then go ahead. You will learn from trial and error.
Hope this helps,
Sean
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