BRIAN WEBB BLOG

I can cite more than one instance in which one of my business development staff had celebrated their big meeting with that large “trophycase-worthy” prospective corporate client. “Finally!” they gasped. Their mouths watered at the sheer prospect of landing this huge new client with buldging budgets and liberal spending policies. Their years of feeding on business chum had finally paid off… or so they thought.

After landing their so called “big fish” client, they rapidly discovered a different reality than they’d previously expected. They learned that Joanne; Marketing Director for a large medical system conglomerate, had less money in her budget than several of our existing “maw & paw shop” and new business startup clients. And that ubiquitous billion-dollar oil and gas company they’d been stalking for months, was run by a CFO that survived the Great Depression… and who’d rather personally vacuum the offices each night, than pay for the opulent luxury of a janitorial service. Who woulda’ thunk it?

Don’t underestimate or under-appreciate your prospects and existing clients that have yet to appear on the cover of Forbes. According to the International Information Program, 99% of all independent enterprises in the country employ fewer than 500 people. Furthermore, some 19.6 million Americans work for companies employing fewer than 20 workers, 18.4 million work for firms employing between 20 and 99 workers, and 14.6 million work for firms with 100 to 499 workers. Agressively seek out smaller fish in bigger ponds. You’ll live longer.

Secondly, when you “are” going fishing for that large corporate prospect, manage your expectations. Understand that large corporations are extremely compartmentalized, and budgets are reluctantly passed down to department heads. Recognize that your proverbial foot-in-the-door might be a great step, but it’s likely to be the first of many on a long and strenuous journey.

Please feel free to share your comments. I’m always thrilled to know if I’ve helped you, your business or organization in any way. - Brian