Sales Tips from the World's Toughest Customers
Northrop Grumman: Specialize
"Because we're such a large company and we have so many commodity lines, we ask that our suppliers really target their outreach," says Gloria Pualani, director of socioeconomic business programs at the aerospace giant. "If you have a specialty, let it be the prime thing you talk about when you list your capabilities. We appreciate all the other things you can do, but if there is one thing you know you can do better than anyone else, that should be highlighted immediately."