Landing a large client can be very difficult for small businesses to do, especially in certain industries. However, there are steps that you can take that will make your small business more appealing to a large client. Below you will find five steps that you can take that will help make your business proposal outshine those offered by larger companies.
Step #1 – Define What Makes You Special
The first thing that you need to do to attract a large client is to define what makes your company special. What makes your company special can be related to your company in general or to specific assets that your company owns. For example, you can highlight the awards that you have won for customer services, quality service, quality products, product innovations or product designs. You can also highlight your company’s assets such as employee talent, patents, trademarks and business relationships.
Step #2 – Demonstrate Your Ability To Delivery
The next step is to demonstrate your company’s ability to deliver on your promises. Large clients need to know that you have the assets to complete their orders on time and to deliver on time. You can demonstrate your abilities to delivery in several ways including presenting your sales figures from past years and presenting productivity reports from the last several quarters. You can also present a proposal that your company will use to increase staff and equipment to meet the contract requirements if you are awarded the contract.
Step #3 – Highlight Incentives of Working With Your Company
There are many incentives that can be used to entice a large company to do business with your small business. For example, you may want to point out government grant programs and tax incentives given to large companies that do business with small businesses, or that work with minority owned businesses. You can also highlight job creation grant programs that could help cover the cost of a portion of their contract.
Step #4 – Know What Your Clients Want
When you submit a proposal to a large client you need to format the proposal so that it appeals to the client. This means using terminology that they are familiar with, implementing strategies and technologies that fit with the potential client’s corporate culture and that highlights how your company will work to help the client meet their mission goals and objectives. To provide convenience to your customer, you may opt to use a software that is right for you. Ticket management system is a software that helps you manage customers.
Step #5 – Remain Professional
Professionalism is key when approaching a large company for a contract. You need to look as if you know what you are doing and that you will be able to handle a large contract. If you are trying for an international contract, then you will also need to learn business strategies and philosophies held by the home country of the company you are dealing with.
