{"id":42633,"date":"2023-10-20T15:22:38","date_gmt":"2023-10-20T15:22:38","guid":{"rendered":"http:\/\/startupsmart.test\/2023\/10\/20\/why-size-doesnt-matter-when-landing-big-clients-page-3-of-3-startupsmart\/"},"modified":"2023-10-20T15:22:38","modified_gmt":"2023-10-20T15:22:38","slug":"why-size-doesnt-matter-when-landing-big-clients-page-3-of-3-startupsmart","status":"publish","type":"post","link":"https:\/\/www.startupsmart.com.au\/uncategorized\/why-size-doesnt-matter-when-landing-big-clients-page-3-of-3-startupsmart\/","title":{"rendered":"Why size doesn\u2019t matter when landing big clients &#8211; Page 3 of 3 &#8211; StartupSmart"},"content":{"rendered":"<p>He has also been able to win work with bigger businesses by jointly pitching with partners, increasing the amount of services that they offer.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cWhen I\u2019m pitching, I always emphasise that the client will be dealing with me. I\u2019m the first point of contact for the business.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cI\u2019m involved in designing the solution and I make sure the work gets done. It\u2019s not like I have a sales guy who comes in and promises the client the world, only to get the technical guys involved who will say, well, yes, the project can be done, but it will cost double what was first estimated.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>Dervin says having worked inside big businesses such as Optus and Apple, he also understands how they tick and their politics.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cI\u2019m aware of their advantages and limitations, which is really helpful,\u201d he says.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cYou also need to understand when you\u2019re dealing with an individual inside one of these businesses, you are also dealing with all their politics.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cYou can\u2019t just go for it; because they have brand, marketing, IT, security and communication considerations.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>In terms of maintaining connections within larger firms, Dervin says the idea is to make sure you are always on the radar of former clients so they don\u2019t forget about you.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cTry to stay in touch with former clients because it encourages them to pass your information to other contacts within the business,\u201d he says.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cAnd don\u2019t forget to get out there and go to different networking events; and always be willing to meet new people, because you never know where work will come from.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cBut having a few big names as clients really does help your credibility and increases your chances of winning work from other big firms down the track.\u201d<\/p>\n<p>&nbsp;<\/p>\n<h3>Five steps to landing a big-name client:<\/h3>\n<ul>\n<li>                             <b>Do your research.<\/b> Where are the market failings? How is your business able to solve a problem when others can\u2019t?\n<\/p>\n<\/li>\n<li><b>Forge useful contacts.<\/b> Go to networking events. Talk about your business to everyone who will listen. If they won\u2019t give you their custom, they may know someone who will.<\/li>\n<li><b>Use your size to your advantage.<\/b> Establish a rapport with potential clients to underline the hands-on, personal approach of your start-up. It\u2019s a key advantage you have over the big guns.<\/li>\n<li><b>Don\u2019t overstretch.<\/b> It may be tempting to promise the moon and stars to a big-paying client, but can you afford it? Will it run your business into the ground? What will the consequences be if they ditch you in the future?<\/li>\n<li><b>Keep the lines of communication open.<\/b> You\u2019re a start-up with a small, personable team. It may even be just yourself in the business. This means that you aren\u2019t a large, faceless corporate that chews up clients and spits them out. Don\u2019t burn bridges with former clients and try to maintain a wide network. It can benefit you down the line.<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>He has also been able to win work with bigger businesses by jointly pitching with partners, increasing the amount of<\/p>\n","protected":false},"author":2,"featured_media":60224,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[13,1],"tags":[],"_links":{"self":[{"href":"https:\/\/www.startupsmart.com.au\/wp-json\/wp\/v2\/posts\/42633"}],"collection":[{"href":"https:\/\/www.startupsmart.com.au\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.startupsmart.com.au\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.startupsmart.com.au\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.startupsmart.com.au\/wp-json\/wp\/v2\/comments?post=42633"}],"version-history":[{"count":0,"href":"https:\/\/www.startupsmart.com.au\/wp-json\/wp\/v2\/posts\/42633\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.startupsmart.com.au\/wp-json\/wp\/v2\/media\/60224"}],"wp:attachment":[{"href":"https:\/\/www.startupsmart.com.au\/wp-json\/wp\/v2\/media?parent=42633"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.startupsmart.com.au\/wp-json\/wp\/v2\/categories?post=42633"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.startupsmart.com.au\/wp-json\/wp\/v2\/tags?post=42633"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}