BEGIN:VCALENDAR VERSION:2.0 PRODID:-//ChamberMaster//Event Calendar 2.0//EN METHOD:PUBLISH X-PUBLISHED-TTL:P3D REFRESH-INTERVAL:P3D CALSCALE:GREGORIAN BEGIN:VEVENT DTSTART:20110414T180000Z DTEND:20110414T200000Z X-MICROSOFT-CDO-ALLDAYEVENT:FALSE SUMMARY:The Whale Hunters - Think Like a Buyer DESCRIPTION:Topic: Think Like a Buyer – How do big company buyers think about small company providers? \n\n\n\nJoin us for a special panel presentation of Whales and Whale Hunters and learn what big company buyers think about small companies and how to overcome Whale fears.\n\n\nThe four circumstances that Whales fear:\n\n• Change. Any variation from what they are doing now\n\n• Conflict. Any disruption of the relationships\, be they inter- or intra-departmental\, between the whale and customers\, or between the whale and current suppliers\n\n• Work. Any additional expenditure of effort or activity in the current workload of the people with whom you are meeting\n\n• Failure. Mistakes\, shortcomings\, problems\, or any other public signs of a bad decision\n\n\n\nThis interactive discussion will focus on:\n\n• What the whale buying environment is like today\, given the economic climate\n\n• Defining specifically what scares whales about small companies\n\n• On how and why whale companies buy from small companies\n\n• Knowing what questions to ask when bidding on whale business to make sure your solution fits the needs\n\n• What you can do to get the attention of the buyer as well as the decision makers at Whale companies\n\n• What you can do specifically to alleviate fear\n\n• First hand experiences from Whale Hunters on how they successfully landed Whales\n\n\n\nYou don't want to miss this informative presentation – register today! X-ALT-DESC;FMTTYPE=text/html:

\nTopic: Think Like a Buyer – How do big company buyers think about small company providers?

\n\nJoin us for a special panel presentation of Whales and Whale Hunters and learn what big company buyers think about small companies and how to overcome Whale fears.

\nThe four circumstances that Whales fear:
\n• Change. Any variation from what they are doing now
\n• Conflict. Any disruption of the relationships\, be they inter- or intra-departmental\, between the whale and customers\, or between the whale and current suppliers
\n• Work. Any additional expenditure of effort or activity in the current workload of the people with whom you are meeting
\n• Failure. Mistakes\, shortcomings\, problems\, or any other public signs of a bad decision

\n\nThis interactive discussion will focus on:
\n• What the whale buying environment is like today\, given the economic climate
\n• Defining specifically what scares whales about small companies
\n• On how and why whale companies buy from small companies
\n• Knowing what questions to ask when bidding on whale business to make sure your solution fits the needs
\n• What you can do to get the attention of the buyer as well as the decision makers at Whale companies
\n• What you can do specifically to alleviate fear
\n• First hand experiences from Whale Hunters on how they successfully landed Whales

\n\nYou don't want to miss this informative presentation – register today! \n\n

\n LOCATION:201 N. Central Ave.\, Ste. 2700\, Phoenix\, AZ 85004 UID:e.2665.2297 SEQUENCE:3 DTSTAMP:20260422T220339Z URL:https://business.phoenixchamber.com/events/details/the-whale-hunters-think-like-a-buyer-04-14-2011-2297 END:VEVENT END:VCALENDAR