- Do we have enough staff, resources, expertise to effectively manage this account better than our competitors?
- Do we have a solid connection with the decision maker?
- Can we react quickly enough to their possible changing needs, brought on by factors such as the economy and their internal challenges?
- Should we drop the price and maybe lose some dollars to gain this account?
- Can we become their “experts” and grow this account?
If you are facing this type of challenge, it might be wise to understand what the larger fish fear about swimming with the smaller fish. A great article, titled Reduce the Risk of Doing Business with You, and published on the Selling to Big Companies blog, explains why big company buyers might be afraid to do business with smaller companies.
Some excerpts from the article, written by Barbara Weaver Smith, include:
Big Company buyers fear four circumstances:
- Change. Any requirements to do anything differently from what they are doing now represent a big hassle.
- Conflict. Any decisions that colleagues or supervisors or other departments oppose are simply too risky to pursue.
- Work. If they perceive that your solution requires a lot more work on their part, they will not buy.
- Failure. If they choose you and you do not deliver, they will be held accountable for the bad choice.
I recommend reading the full article for processes and advice that will help you land more big deals. Plus, you will get the opportunity to view all of Jill Konrath’s fantastic articles and advice.