1.
Effective prospecting using Annual Reports:
Following is a glimpse on a well-known Egyptian company that is a heavy user of
technology; Egypt Air (EA)!
I am sure may IT companies have been working with EA for
years; selling to their data center, competing with others to
get a bigger piece of the pie, getting into price wars with
competitors, etc.
On the other hand, I have a feeling that not many companies
have a comprehensive account plan for EA that can double the
revenue coming from EA (as an airline only).
EA is a holding company that has affiliates and subsidiaries,
each with significant potential for IT solutions (infrastructure,
computing, applications, etc.). The attached pictures show:
1- EA Board members name and designation
2- EA subsidiaries including names, line of business
and person in charge.
3- EA ownership in those subsidiaries
What do we do with this info:
1- Socially research the names (LinkedIn, Twitter, FB)
2- Read relevant information including annual report of those subsidiaries
3- Research their business and build relevant insights
4- Use our relationship with EA (if we have a
good story there), and ask for referrals
5- Formulate an access plan and start calling on
the new prospects.
Happy selling … Ashraf Osman, Cairo Jan. 2018