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    Bag the Elephant (Review and Analysis of Kaplan's Book)
    Bag the Elephant (Review and Analysis of Kaplan's Book)
    Bag the Elephant (Review and Analysis of Kaplan's Book)
    Ebook45 pages53 minutes

    Bag the Elephant (Review and Analysis of Kaplan's Book)

    By BusinessNews Publishing

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    About this ebook

    The must-read summary of Steve Kaplan's book: "Bag the Elephant: How to Win and Keep Big Customers".

    This complete summary of the ideas from Steve Kaplan's book "Bag the Elephant" shows the merits of acquiring and retaining big clients to grow your business. In fact, working with fewer big customers has many advantages over working with many small ones, ranging from being more cost effective, being more focused, being able to build lasting relationships and reduce advertising spend. These 'elephants’ of the business world are hard to acquire, and a successful contract is contingent on an effective game plan which must contain the following four elements: 1) Develop the right business mindset,  2) Have an appropriate sales strategy, 3) Leverage your big business clients and take full advantage of them, 4) Avoid the five killer mistakes which could mitigate your success.  The summary is logically divided into the above key points, ending with the five mistakes which should be avoided all costs  – from biting off more than you can chew, to keeping all your eggs in one basket. 

    Added-value of this summary: 
    • Save time 
    • Understand key concepts 
    • Increase your business knowledge 

    To learn more, read "Bag the Elephant" and discover a series of simple checklists and structured guidelines, that will help anyone who wishes to acquire and retain the best clients for their company.
    LanguageEnglish
    PublisherBusiness Book Summaries
    Release dateFeb 15, 2013
    ISBN9782806224910
    Bag the Elephant (Review and Analysis of Kaplan's Book)

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      Book preview

      Bag the Elephant (Review and Analysis of Kaplan's Book) - BusinessNews Publishing

      Book Presentation

      Bag The Elephant by Steve Kaplan

      Summary of Bag The Elephant (Steve Kaplan)

      Book Abstract

      MAIN IDEA

      Getting and then retaining big clients – the figurative elephants of the business world – is a great way to grow your business. Landing a sizable contract with a large organization can dramatically increase your long-term profits, but it won’t happen by accident. Instead, you need a smart big-business game plan.

      In practical terms, a workable and effective big-business game plan will have four elements:

      Develop the right big business mind-set – know what you’re attempting to do and why it’s important before getting into action.

      Have an appropriate sales strategy – so you can approach this systematically.

      Leverage your big business clients – and take full advantage of everything they have to offer.

      Avoid the five killer mistakes – which always mean the end of your big-business successes.

      Overall, selling to large corporations is hard work but it’s feasible. You just have to orient yourself in the right direction, work intelligently and then avoid the problems that can arise. Fortunately, if you do this right, there will be no looking back.

      I’ve owned, managed, or consulted with more than 100 businesses – from runaway winners to outright dogs. One thing the winners have in common is they all remember the exact moment they knew they had made it big. In nearly every case, that moment came when they ‘bagged their first Elephant’ – won their first customer big enough to provide the cash flow and profits they had craved. Then, refreshed and replenished, they could finally realize their dreams, finesse their products and services, hire more people, and capture even bigger Elephants. Why do I call these giant companies ‘Elephants’? Because they are huge, slow-moving, ponderous, strong, slow to react, often loveable, sometimes stubborn – and because they require enormous amounts of input which, if you make it your job to supply, can bring you great financial rewards. Elephants are also smart, sometimes dangerous, uniquely individual and equipped with long memories – all reasons for being super-cautious and respectful when dealing with them.

      – Steve Kaplan

      "To build a business, you have

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