Your guide to selling to blue-chip companies

Selling to large enterprises can be a game-changer for many small businesses. Who wouldn’t want to bring in higher-value contracts while getting a reputational boost from providing services to blue-chip corporations?

Tech recruitment firm (and Growth Street customer) Opus Resourcing has a long history of working for these big businesses. Their client list includes household names like YOOX NET-A-PORTER, Paddy Power, Betfair and Sky.

Having clients like these on Opus’ books has helped them build a profile in their sector. But a lot of work goes into bringing blue-chip companies on board. So how can other SMEs mimic their success?

Stand out from the crowd

The best way to make sure your business stands out from the competition is by offering a truly bespoke service.

Opus Resourcing director James Shenton advises: “Big companies might like your product, but you need them to love it to get them on board as a customer. So, you need to work around them. Be flexible, and if possible shape your product or service around their needs. Don’t be afraid to go the extra mile - that’s what makes the difference.”

Build and maintain your reputation

James says that blue-chip companies want to see a strong track record from any prospective supplier. “They want to know you’re reliable, trustworthy and fully able to do the job.

“Your reputation is a key selling point to the big companies. These businesses need to know that you’ve successfully delivered your product or service to a high standard, repeatedly, for them to consider you as a supplier. A bad reputation will harm your chances of gaining those blue-chip clients, as they won’t want to be associated with any substandard businesses.”

Create strong networks

Although networking can be challenging for some business owners, the relationships that James has built over his years in business have stood Opus Resourcing in good stead when discussing partnerships with blue-chip companies.

James says: “You want as many people to hear about your business as possible. You should want your professional connections to become evangelists for you and your firm, getting the word out about the service you provide.”

For James, though, there is no single golden ticket to gaining blue-chip clients. “Although there is no harm in being optimistic, don’t expect your dealings with big businesses to be an overnight job. Different factors can affect the length of time it takes to establish your reputation with these companies. But if your small business continues to deliver successful results, it can only lead to positive growth in the long term.”

 Find out how Growth Street could help your small business.

Written on in Business Insights