To win new contracts, Freese and Nichols (F&N), a US provider of engineering and construction services and winner of the 2010 Malcolm Baldrige National Quality Award (Small Business Sector), applied an Integrated Sales System (ISS) for Key Accounts, Emerging Key Accounts and Potential Key Accounts. Following a sales meeting with the potential account, a Gold Sheet was created that assessed the client organisation. Blue Sheets were developed for specific sales opportunities. The Gold Sheet helpe...

BPIR Categories

4.1.1 Identify market segments & target customers
1.3.1 Build customer relationships

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