\u201cWe have contracting and recruitment relationships so we can onboard resources on an as-needed basis,\u201d he explains.<\/p>\n
<\/p>\n
\u201cYou also need to make sure you have a resources back-up plan and set the right expectations. Don\u2019t set an expectation you can have 10 people working on a project tomorrow; you need to be clear if it will take you a number of weeks to get to full capacity on a project.\u201d<\/p>\n
<\/p>\n
He says, from a financial perspective, it\u2019s also key to ensure the larger business pays you milestone payments, so you can manage your own cashflow and costs.<\/p>\n
<\/p>\n
Toby Jenkins is the CEO of web strategy company Bluewire Media. The business has dealt with the Australian subsidiaries of large multinational corporations.<\/p>\n
<\/p>\n
He says personal connections are one of the best ways to get on the radar of a bigger business.<\/p>\n
<\/p>\n
\u201cWe\u2019ve done work with a subsidiary of a large global financial services business, whose CEO I met through a friend at a Christmas drinks party,\u201d he says.<\/p>\n
<\/p>\n
\u201cI followed up with him after the party and the relationship evolved from there, from one small piece of work to a bigger relationship.\u201d<\/p>\n
<\/p>\n
Like Smith, Jenkins says the fact Bluewire is local is an advantage that can be leveraged when competing against bigger business for work: \u201cWe understand the local market and the language, which makes a difference, because a global strategy is not going to work in every geography.\u201d<\/p>\n
<\/p>\n
With another large client, the first contact was made after the business searched Google for a special media speaker and found Bluewire.<\/p>\n
<\/p>\n
The client liked Bluewire\u2019s website, then engaged the business to prepare a social media strategy, then rollout the strategy.<\/p>\n
<\/p>\n
But, unlike Smith, Jenkins says Bluewire avoids pitching for business whenever possible.<\/p>\n
<\/p>\n
\u201cIt\u2019s an extremely expensive process and so much depends on the relationship with the client firm \u2013 going in cold can be a nightmare,\u201d he says.<\/p>\n
<\/p>\n
Marcus Dervin is the director of WebVine, which specialises in developing SharePoint solutions and websites for clients.<\/p>\n
<\/p>\n
As a former Commonwealth Bank employee, initially he was able to win work from the bank thanks to his relationships with staff at the company.<\/p>\n
<\/p>\n","protected":false},"excerpt":{"rendered":"
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