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That’s a quote from an old but good article titled “Bambi vs. Godzilla: how to work with very big clients” by @Matthew Stibbe. The article makes quite a few good points both on why big companies need small vendors, and on how small companies can get past the typical obstacles. Here are some more quotes: “Your first objective is to make contact with individuals inside large corporations who can become your champion.” “Your objective is to get rostered. Once you are on the roster of approved suppliers, the nice people in the marketing department can give you work simply by raising a purchase order.” “'Avoid the trap of subcontracting for a larger agency that is already rostered.” “The more unique or specialist or niche your services, the harder it is for a purchasing department to haggle about prices or play you off against other providers.” “Try to avoid giving a daily or hourly rate as this is easily negotiated away.” (@Tanya Quintieri, I wonder what you have to say about this, as I know you are an advocate of hourly or per-project pricing.) What do you guys think? How many of you are used to working with big clients? What tips and tricks you can share? I’ll tell you mine if you tell us yours P.S. Thanks to @Alessandra Checcarelli for sharing this on Facebook!