小公司如何吸引大客户

5. 保持专注

    大公司可能要求参加耗费时间的会议。小公司不能因为这样的要求而迷失方向。专注可以量化的目标，比如为客户带来1000名新顾客等。如果大公司高管的要求让你偏离了轨道，一定要坦率地说出来。纽约市咨询公司ICC/Decision Services的CEO戴维•里奇建议：“提醒这些大公司牢记与你合作的最初目的，并以此来保持你们的合作关系。”小公司只要能够提供大公司想要的结果，自然能够基业长青。

    本文作者凡尔纳•哈尼什为高管培训公司Gazelles Inc.的CEO。

    译者：阿龙/汪皓

5. Stay focused

    Avoid getting sidetracked by a big firm's requests to join time-devouring meetings and calls. Focus on numerical goals, like producing 1,000 new customers for the client -- and speak up if you're pulled away from your mission by new demands by executives. "Bring them back to their purpose for bringing you in," advises David Rich, CEO of ICC/Decision Services, a New York City consulting firm. If you deliver results, you'll win repeat business.

    --Verne Harnish is the CEO of Gazelles Inc., an executive education firm.