Review your positioning and your strengths and weaknesses. Determine your strategy (frontal, flanking, fragment, develop or defend) to win this opportunity.
| Frontal | Frontal is a direct strategy when you are establishing your superiority over the customers needs. | |
|---|---|---|
| Fragment | A fragment strategy divides the opportunity into smaller pieces and focuses the customer on a particular part of the solution. | |
| Develop | Develop is when the customer do not have a defined need or requirement. In strategic accounts its important to engage early and develop your relationships and provide value. | |
| Defend | Defend is when you are an existing provider and need to defend your solution. | |
| Flank | A flanking strategy shifts the focus of the customer’s buying criteria to new or different issues that favor your solution. |
<aside> 📌 Reading Resource: Sean O'Shaughnessey provides a great resource here.
</aside>