There are a few factors to consider when preparing your company to approach the largest clients you’ve worked with.
Today we’ll look at the three paths every business faces and which one will lead to success. Then we talk about what it takes to land Moby Dick.
The three paths are Snail Speed, Shooting Star, Whale Catcher
Snail Speed
Most business owners end up working into the ground without much to show for it. They avoid change and look for the quick hit.
Shooting Star
These businesses shoot up so fast and success comes in a wave that was unprepared for with little resources to adapt to the growth. This also happens when the business concentrates on the smaller clients and doesn’t take the time to land any whales once the smaller clients sales start declining.
Whale Catcher
This is the path that allows a steady growth pace by not allowing your customers/clients to outpace you. These tips will help in accomplishing this goal:
-Attract and retain big clients
-Install “Big Business” culture into you company top to bottom
-Acquire the expertise you need for growth
-Force yourself to make changes as you grow
Now we will focus on the “whale” mindset. Thinking small or little will not get you into whale waters without getting swallowed.
Think of benefits to your business of focusing on larger “whale” type clients
-Inexpensive – Highly Profitable – Longevity – Security
In order to catch the whales, you have to believe your company can service and provide quality benefits to their company. It’s easy to overlook the potential that a smaller business can provide a great value to a larger company. This happens all the time where a smaller company is more versatile and conscious than the big guys and they just neglect to review the simple things.
Now, you have to ID which companies best fit your company and what it can provide. One of the best ways to get into the right ring of influence is to know someone on the inside who can vouch for you and put in a good word.
If you’re not sure where to start and are intimidated by the whales, reach out to me for assistance.