Inside Champion (noun) – an individual within a target Elephant who can provide you with needed perspective and information.  Can be trained to say the right things about you and your company, and if they’re fond of you, will sing your praises and make bagging and keeping elephants easier.

1. Spend a lot of time with them and find out what they need, what they value.
2. Note any terms used and write them down – use them in letters and proposals.
3. Ask what their boss looks for from your industry – then listen.
4. Find out how and when their budge is made, and when buying decisions are made.
5. Learn what departments and people have the most power to make and nix decisions on new suppliers.
6. Help your champion do the due diligence necessary to make them feel and look good.

Six Keys to the Elephant:  From Bag the Elephant! By Steve Kaplan

One and Done:  The “one & done” principle is simple – you’re going to be working very hard with the hope of getting one shot at a potential client, and if you blow it, you’re done.  Remain vigilant through the entire process – quotes, presentations, sales pitches, client requests and once the deal is signed, delivery and further sales.  Never give your prospect a reason to doubt you or look elsewhere, even for a moment.

Priority One:  Bathe your Elephant in attention.  Make them feel cherished and adored.  Return calls and answer questions quickly and always address problems immediately.  Be kind to your  Elephant, and the Elephant will be kind to you.

Whatever It Takes:  If you’re doing well by your Elephant, they might offer you opportunities that may seem removed from your core business.  As challenging as these might be, consider them as a chance to grow your business and expand your services.  Never put limits on what can and can’t be done.  If the price is right and you can maintain your quality and service, always do the job, no matter what it is.

Long-Term Vision:  Pigs get fat and hogs get slaughtered.  Don’t get greedy with your Elephant – view them as a partner in a long-term relationship.  Once you develop a mutual trust there will be plenty of revenue available.  Try to break the bank on the first score and you’ll end up paying the price.  An Elephant that’s feeling gouged can depart in a hurry and do a log of damage on the way out.

Breath of Fresh Air:  Having fun – and showing it – is a great way to distinguish yourself from the competition, most of whom are so focused on getting the dollars that they’ll forget about the relationship that probably got them the business in the first place.

Partners:  A partnership is a two-way street, and that’s how you need to approach your relationship with your Elephant.  Your Elephant can do you enormous favors, but you’re in a position to do great favors for them, too.  Always look for new ways to help them and don’t underestimate what you can bring to the table .  If you become a valued resource by way of acting quickly and effectively, your odds of success skyrocket.