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WILL THE REAL CLIENT PLEASE STAND UP!!<br />
Old School Unicorn<br />
• Limited Supply Chain<br />
Knowledge<br />
• Expectations:<br />
– Standard Proposal<br />
– Price<br />
– Relationship/Entertain<br />
ment<br />
• Beer<br />
• Golf<br />
• Cigars<br />
Sales Process: 3-6 Months<br />
Odds of Winning: LOW<br />
The Real Client<br />
• Extensive Service and Supply<br />
Chain Knowledge<br />
• Expectations:<br />
– Sales Relationship<br />
– Executive Engagement<br />
– Operations Alignment<br />
– Leading Edge Solutions<br />
– Tight Team Collaboration<br />
– Innovation<br />
– Tight Account<br />
Management<br />
– Proactive Communication<br />
Sales Process: 6-12 Months<br />
Odds of Winning: HIGH<br />
63<br />
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