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Sean Norris
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Diversify
"Large accounts can be very rewarding, but it is wise to have a variety of account types in your portfolio. A good rule of thumb is to look at each account and analyze how your business would be impacted if you were to lose that account—not only from an immediate financial standpoint, but also long-term. How long would it take to replace that revenue and what would the cost of that be? This could move you to work on mixing up your current blend."
- Diane Morsch, director of sales and marketing, Bristol ID Technologies, Lima, N.Y. From "The Big One: 6 tips for landing the large account," Print+Promo, January 2014
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Sean Norris
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Sean Norris is editor-in-chief for Promo Marketing. Reach him at snorris@napco.com.
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