The details are as follows:
1. Our client a large Investment Bank in North America has an existing partner reward points website.
2. This Bank partner reward site require enhancement.
3. Our initial approach and presentation to the bank has been encouraging and it may award a pilot project to develop the site.
4. However one condition to getting the project (indicated by the bank) is to 'bring more retailers' that will accept the Bank partner reward points.
How can we reach out to potential retailers(can be companies like Best Buy, Staples, Office Depot , AT&T) and get their go ahead to join the Bank merchant list that accept Bank reward points. ?
Any idea which organization within the retailer (HR, Vendor management) is the right one to approach and bring them on-board.
Thanks in advance for your help and general advise. It seems it is becoming a show-stopper to getting the Bank business
Short Answer: Build a deep network.
This is why network science is my primary focus and the top companies today Google, Amazon, Facebook, Linkedin are heavily leverage networks.
There is no "contact here for partnerships" form for large diversified organizations. Unless it is a very specific program, they don't want an inflow of un-vetted opportunities.
So how do you do it? You reach out to one of your advisors or investors(presuming you have some) and ask them if they know the someone at Company X. If they know the COO of Best Buy and can make an intro than that is the quickest way to get to the right department.
This is a top-down approach and generally works faster and better than a bottom-up approach.