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Beacon Enterprise Solutions Group, Inc. (BEAC) Benefits from Relationship-Focused Growth Strategy

|Includes: FTE Networks, Inc. (FTNW)

Beacon Enterprise, providing comprehensive and integrated IT infrastructure services to clients worldwide, has consciously chosen to be relationship-focused versus project-focused. It’s a strategy that goes a long way toward increasing account control, building capabilities with a minimum of cost or risk, gaining access to larger clients, and achieving a higher win rate. The company expects to continue growing new business from solid existing relationships with end-user clients, professional service firms, channel partners, and global integrators.

One of the key reasons that Beacon’s sales continue to grow, in spite of a shaky world economy, is that the company has become adept at cultivating the following relationship-based sources of potential new business:

• Existing end-user clients grow new divisions, open in new regions, and expand horizontally.
• Beacon’s vertical industry capabilities encourage expansion within industries.
• Contacts with global integrators and other services and partners provide exposure to new verticals.
• Partnerships with channel companies introduce new clients through Beacon’s support role.

Beacon’s CEO, Bruce Widener, summarized the benefits of the relationship-focused approach:

“We continue to evolve our business from project-based engagements to longer-term professional services agreements, which create a more consistent revenue stream. We are beginning to see the results of organizing the company around technical business units and focusing our sales efforts in vertical markets.”

Beacon gives companies more cost effective turnkey one-stop IT options than attempting to handle everything in-house or trying to integrate piecemeal outside resources. It’s a solution that offers a single point of contact, standardization, consistency, cost savings, and a global reach. The company targets major companies around the world, with clients such as Merck & Co., UPS, Volvo, Gap Inc., Papa John’s, Nationwide, and LensCrafters.

For additional information, visit the company’s website at

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