Guide To Finding Buyers From Big Corporations And Institutions

Guide to Finding Buyers from Big Corporations and Institutions

How to find gold by selling to big customers

By Daniel Kehrer, Editor, Business.com & Work.com

Targeting big companies differ from targeting small companies and so to succesfully bag thema dn keep them in the process, you need to strategize and plan some special tactics. But finding your way to the top of the ladder can’t be easy. You often have to go though different individuals and meet some special requirements to get to the top of the bureaucracy. Steve Kaplan, who wrote the book "Bag the Elephant: How to Win & Keep Big Customers" pointed out four things you must learn:

1. “Who does what”. Learn the position and responsibility of every individual in the ladder to determine who influences, who decides whether or not to buy or sign in with you or who makes the kill. Your contact is often not the only one in charge of the decision process.

2. How to make it to their list. Most big companies only deal with vendors or providers who meet qualifications and make it through their preferred list. Make sure that you get your name included in as many categories a possible and on top of that list

3. The company's one of a kind lingo, quirks and culture. Try to learn all of the company’s own foibles and jargons, including clichés, acronyms and nicknames.You could study the company’s marketing materials and website.

4. Their season for budgets. Ask when the company budgets and when the company makes a decision when you are discussing your products and services so you’ll know the right time to approach.


Sign up for business matchmaking
A partnership between the SCORE, U.S. Small Business Administration and HP, business matchmaking is a series of ongoing regional events that lets corporate and government buyers meet with small business entrepreneurs.

I recommend: Find out the process in which the Business Matchmaking program works. Go the website of Business Matchmaking to look forr upcoming events and browse the matchmaking FAQs.

Sign up to connect with corporate buyers online
A web-based network, the National Business Matchmaking Online Network assist in uniting small businesses with big corporate and institutional buyers.

I recommend: Sign up and get program updates thru email and get listed in the system's Small Business Directory.

Register to conduct business with Uncle Sam
The Central Contractor Registration (CCR) database of the Federal government places small companies into the State’s contracting game.

I recommend: Learn how it works and registeron their site. FedBizOpps is the only way to enter the procurement opportunities by the federal government over $25,000.

Discover the technology requirements to deal with big business
Big companies or the governement will expect you to have sophisticated technology when provide them an offer.

I recommend: Learn HP’s details and how-to guides to assist you. I showed 4 key points: security, operations and accounting systems, computer sophistication and Ecommerce.

Save on tech upgrades from HP
There is a 10% discount for direct purchase offered by HP for Business Matchmaking program participants

I recommend: For details, look for Business Matchmaking from HP

VIA Business.com

Keyword: Business Leads