Bag the Elephant!: How to Win and Keep Big Customers

by Steve Kaplan

Bag the Elephant! is more than a strategy book; it's packed with proven guidelines, tools, and techniques. Throughout the book you'll find stories, derived from the author's real-world experience, that show you how to put the strategy to work.

Genres: Business

208 pages, Hardcover

First published September 25, 2005

Reviews

[Tami · Rating 4 out of 5]

Bag the Elephant: How to Win & Keep Big Customers states that all businesses have three potential futures: the snail trail, the arc of the shooting star, and the bag the elephant track. Most businesses follow the snail trail. They put in long hours servicing a large number of small clients always trying to keep one step ahead of bankruptcy.

Some talented entrepreneurs become shooting stars. These individuals find a unique niche that propels their business into instant success. However, since these businesses don't have the foundation to support such growth, they soon find themselves in a game of catch up. Like shooting stars, these businesses usually die a quick death.

A few businesses follow the Bag the Elephant track. These businesses land and keep the big customers whose large orders will carry the business. This strategy not only increases the business short term growth but also assures long term security. Bag the Elephant: How to Win & Keep Big Customers focuses on this final strategy giving step by step instructions, helpful tips, and straightforward ideas on how to not only attract the big customers but how to build a strong foundation to support and keep these big customers.

[Bobby Lehew · Rating 4 out of 5]

We have a Monday morning book discussion group at work and we just finished this book. It was an excellent book to read as a group, particularly since it was so relevant to what we do. I liked the simplicity of the layout and the anecdotal stories that keep the material interesting.

[Lori Grant · Rating 4 out of 5]

A should-read book on sales and selling techniques for knowledge workers, managers, executives, and entrepreneurs.

[Steve Goodyear · Rating 1 out of 5]

I found this book really basic and junior. I didn't really get much out of it and by the end I was starting to find the whole "elephant" metaphor annoying and over done.

[Daniel · Rating 4 out of 5]

This is a well written strategy book with anecdotal stories along with sound theory to assist enterprises of all sizes compete for those big and lucrative customers. Well written and timely.

[Relax, you're doing fine · Rating 4 out of 5]

Sách khá hay. Phù hợp cho các bạn mới làm nghề bán hàng.

Mính thích những lời khuyên của tác giả trong việc đấu thầu để làm việc cho các doanh nghiệp lớn, cách tác giác xử lí khi bị các doanh nghiệp này ép giá.

Mình cũng thích quan điểm của tác giả về việc xây dựng môi giới "tay trong". Quan điểm của tác giả là cùng thắng. Người trong tập đoàn lớn tìm được một nhà cung cấp chất lượng, nhờ đó anh hay cô ấy thuận lợi hơn trong việc phát triển sự nghiệp.

Điều này khác với quan điểm tiền lót tay đang rất phổ biến trong tập quán kinh doanh ở Việt Nam. Mình tin rằng ở Việt Nam vẫn có những người lương thiện để hợp tác theo cách đó, hơi khó tìm chứ không thể không có. Vì nếu luôn không có thì thiệt hại là các doanh nghiệp khi mà chi phí lót tay phải tính vào chi phí sản xuất của nhà cung cấp, hoặc nhà cung cấp tăng giá bán vào, hoặc nhà cung cấp phải giảm chất lượng, đường nào thì doanh nghiệp mua hàng cũng sẽ thiệt thòi và họ phải tìm ra những nhà cung cấp ... lương thiện để cùng nhau phát triển.

[Dave · Rating 2 out of 5]

I really wanted to like this book more..but it was dated, dry and ultimately lackluster. I did pull a few ideas on how to support various Lines of Business and I did enjoy a few of the stories (Especially one about the team who made a crucial error in a Powerpoint presentation) but thats it. I'll keep it on the shelf but will not revisit this one.

[Nicole · Rating 4 out of 5]

Interesting read. Need to get through it in a short time. Spreading it out makes some things less effective and poignant in your brain.

Some great ideas. Need to get creative for industry that is not truely sales, but the ideas are there for the taking

[Invite · Rating 5 out of 5]

Tips How to Maintain our Big & Profitable Customers (especially corporate companies).
Kiat2 yang cerdik dan bermanfaat terutama utk para marketing maupun sales. Semua point2nya betul2 tepat sasaran dan lugas. Ada beberapa cases (menyangkut pengalaman nyata si pengarang), yg dapat menjadi pelajaran tersendiri buat kita. Kita tidak hanya diajarkan 'how to sales' tapi juga diajarkan strategi2nya. Cara2 pendekatannya dan penerapannya.

[Malvin · Rating 3 out of 5]

Bag The Elephant is thought-provoking by encouraging the need to gain big customers in order to grow a business dramatically. Based on a successful entrepreneur's experience as a small-timer engaging giants like Procter & Gamble, it includes strategics, steps and five killer mistakes to avoid which will enlighten aspiring business owners.

[Natasa Tovornik · Rating 3 out of 5]

It was quite interesting to read the different tips the author gives, and for sure is usefull for someone never working in a large organization.
Otherwise you can pretty much understand where is the opportunity. Still it can be used as a good reminder.

[Michelle · Rating 3 out of 5]

Good for people in sales and new business development.

[Robin]

Page 34. Read!

[Diana Widya · Rating 2 out of 5]

read in indonesian version, quite okay but some of his ideas can not implemented in indonesian.

[Eliot · Rating 3 out of 5]

Too general for my liking and a bit dated now almost 10 years after its writing. Jill Konrath's Selling to Big Companies is a better read on the topic.