Advice for CEOs

In the last two posts in this series, I discussed key account management as a revenue growth strategy and presented a step-by-step approach to building key accounts. It is important for emerging growth companies to identify, penetrate and widen their sales to customers they target for growth.

In the last article in this series I suggested that a key account strategy can be a promising way for emerging companies to increase their top line and produce sustained, stable cash flow.

One imperative that companies trying to get past No Man’s Land, where they are too big to be small but too small to be considered big, have in common: they need to generate profitable revenue growth in order to achieve economies of scale. At that point, they have a chance to generate real wealth for their investors.