Fortune 500 Negotiations: Insider Tactics for the Middle Market
Release Date: 01/21/2019
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Fortune 500 Negotiations: Insider Tactics for the Middle Market
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Fortune 500 clients can add significant revenue to your bottom line. We've got insider tips to help midsize company leaders earn the business, and evaluate whether it's worth keeping.
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Welcome: Here's To Your Success!
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Welcome to Your Business Ally™! We help midsize growth company leaders achieve your highest business objectives, and tackle the most expensive problems. Host JoAnn Holmes of HOLMES@LAW has advised middle market companies for 20 years. She shares how to negotiate profitable contracts, protect and monetize intellectual property, and provides insightful business strategy. Let's start a conversation, Allies. Here's to your success!
info_outlineAlly Agenda™
Fortune 500 clients can add significant revenue to your bottom line. We've got insider tips to help midsize company leaders earn the business, and evaluate whether it's worth keeping.
1. Stand Out: Use your location, technology, certifications and network to establish and reinforce your unique value.
2. Understand Your Customer: Capitalize on internal and external resources to clarify an enterprise client's culture. Build meaningful and multiple internal sponsor relationships. Support your advocates' incentives and motivations. And, operate within the (target) client's budget and sales cycles.
3. Know Your Why: Be clear on the impacts that a Fortune 500 deal will have on your business - including resources, costs and revenue. Strategize and plan to achieve your goals in the relationship, so you're deliberate about those objectives - both during negotiations and throughout the sales cycle.
Assure™ Action
Never stop networking, Allies! Reach out to an internal advocate at a Fortune 500 company. Ask how you can support their objectives, whether professional or personal. Consistently support those goals.
If you don't have a connection with a target customer, review your network and devise a plan to start building relationships. Ask your professional advisors to support your strategy, and help build those connections.
Resource Links
- Fortune 500 Companies List
- Women's Business Enterprise National Council
- National Minority Supplier Development Council
- National Veteran Owned Business Association
- Six Sigma Certification
- Environmentally Friendly and Green Certification Programs
Contact us, Allies!