From the course: Consulting Professional Weekly Tips
Selling to big companies when you're new
From the course: Consulting Professional Weekly Tips
Selling to big companies when you're new
- Every consultant wants to land that big whale of a client, but selling to big clients is hard. Many big companies have supplier diversity programs where they look for small businesses to work with. Ask your clients and their prospects if they have these programs. If they do, make sure you enroll in them. There are other ways to get into big companies. You can also focus on selling a small project to a small group or department, and then grow from there. Once you can tell somebody at the organization, "Hey, we've done work with this other department "at your company," it makes getting the next engagement that much easier. Consider doing your first project at a reduced rate just to get in the door and be able to have their logo on your website. Sure, you might lose money on that first project, but it gets you in their system as a supplier. It gets their logo on your website. When their colleagues go to your site and they see their company has already used you, they're much more likely to use you again. When you start working with a large client, try to get a master services agreement in place as soon as you start working with them. Look, it's a painful process, and if you never get additional work at that client, it's a big waste of time. But if you have a master services agreement in place, it makes it easier for other groups in that organization to bring you in. They don't have to go through the pain of them walking you through the MSA process. That follow-on work will be much easier to land. What's really important with big clients is finding some way to get an initial toe hold and get in the door. From there, it's much easier to expand your relationship quickly.
Contents
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Differentiating your consulting business2m 9s
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Staying connected with clients1m 52s
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Scaling up from individual to team1m 55s
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Pricing matters2m 9s
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Sell the services, not the person2m 22s
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Document discipline2m 32s
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Staying on top of current trends1m 27s
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See every interaction as an opportunity2m
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Pick partners carefully2m 3s
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Take time off2m 15s
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Use partnership agreements2m 36s
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Join loyalty programs2m 21s
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The power of blogging1m 45s
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Picking a salesperson1m 44s
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Writing a book or white paper1m 34s
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Selling to big companies when you're new1m 43s
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Overcoming new vendor requirements1m 43s
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Getting to the decision maker1m 21s
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Set up a tax reserve account1m 33s
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Sales tip: Hey, I'm in the neighborhood1m 48s
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How to set pricing for hourly work1m 51s
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Serving a past employer as an SME1m 28s
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Create a standard proposal1m 38s
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Respecting copyrights2m 36s
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Compensating salespeople1m 58s
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Work product vs. intellectual property2m 19s
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Be a Connector1m 53s
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Build referral relationships2m 30s
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Roll back to different relationships1m 32s
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Make time for sales2m 16s
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Maintaining your brand2m 33s
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Protect client confidentiality1m 29s
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Find mentors and advisors2m 21s
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Poaching client employees or customers2m 5s
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How to set pricing for a project2m 7s
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Attending networking events1m 53s
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Stay away from buzzwords1m 49s
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Use a standard services agreement1m 50s
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Beware of RFPs2m
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Keeping control of a meeting3m 12s
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Know when a project is about to end1m 22s
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The challenge of working from home1m 52s
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Expanding opportunities versus zero-sum1m 55s
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Manage your calendar rigorously2m 13s
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Let clients have good ideas1m 33s
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Challenge your team2m 25s
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Don't be a coworking jerk1m 40s
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Get paid for scope changes1m 46s
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To join or not join professional groups1m 56s
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Saving for your future in the USA1m 20s
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Will you do implementation?1m 38s
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A lifestyle vs. a legacy1m 39s
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