Category Archives: Big Deals

Chamber of Commerce and Your Business

August 12, 2010 by Barbara Weaver Smith

I had the pleasure of presenting a Whale Hunters workshop for the Academy Plus attendees at the annual training seminar hosted by the Western Alliance of Chamber Executives, headquartered in Sacramento, CA.  These are experienced CEOs of local and regional … Continue reading →

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Success is 90% Process

August 5, 2010 by Barbara Weaver Smith

I circulated a new newsletter article today focused on how small companies can greatly improve their proposals–whether in response to RFPs or simply in their normal sales process–if they invest some time into documenting processes.  My all-too-real world example comes … Continue reading →

Posted in Big Deals, Business Development Strategy, RFP, Sales Development, Sales Tips, Small Business Advice, Small Business Growth | Tagged , ,

How to Land Big Deals

March 8, 2009 by Barbara Weaver Smith

Today I’m starting a blog series on The Whale Hunters Process. It’s a how-to process for landing big sales with customers that are much bigger than you! It consists of three stages—scout, hunt, and harvest—and nine phases, illustrated below.   Derived from the story … Continue reading →

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Big Deals in Higher Education

July 30, 2008 by Barbara Weaver Smith

Leaders in higher education institutions are often accustomed to hiring consultants for certain kinds of work:  strategic planning, branding and marketing, fundraising and other development activities, or admissions.  But have you ever hired an academic project manager, program developer, grant … Continue reading →

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