There are a number of factors to take into consideration when prepping yourself and your company to approach the largest clients you may ever work with.
Today we will begin with a brief look at the three paths every business faces and show you which one is the path to success. Then we’ll talk about the mindset it takes to attract the big fish.
There are three major paths a business can take when expanding its business:
- Snail Speed
- Shooting Star
- Catch the Big Fish
Snail Speed
Unfortunately, most business owners end up working themselves into the ground without much reward or success. This is the inevitable result when you fool yourself into thinking you will find quick success. You may also fall onto this path when you are avoiding change.
Shooting Star
This describes a business that shoots to the top so fast that you become overwhelmed and are not prepared with adequate resources in place to adapt to the sudden growth. This can also occur when you are overwhelmed by smaller clients and do not take the time to try to land the larger clients that would sustain your business once the small client sales start to decline.
Catch the Big Fish
This is the path that allows you to build at a steady manageable pace by not allowing your customers to outpace you. You can accomplish this by putting these tips to work:
- Attract, keep, and lock in big clients;
- Integrate “big business” culture into your company and employees;
- Acquire the expertise you need to grow;
- Have the courage to make changes as you grow.
Now we are going to transition a bit and focus on the “big fish” mindset. It may sound easy to identify and catch that big fish, but if you are stuck in a small business mindset, it will be harder than you think.
Think of some of the benefits of focusing on larger clients:
- Inexpensive
- Highly Profitable
- Longevity
- Security
In order to catch the big fish, you need to believe your company can provide a benefit to their company. It is easy to second guess yourself into the belief that a large company couldn’t need anything from a small business like yours, but this is definitely flawed thinking!
Once you take a look at how large companies operate, it is important to identify which ones are the best fit for your company. One of the best ways to get in the door is through a connection with someone on the inside who will be able to put in a good word for you.
If you’re not sure where to start and feel a little intimidated about catching big fish, reach out to me for assistance.
