Doing Business With Big Business
by Dee Helfgott / NAWBO-Desert Cities

You can tap into the thousands of business opportunities available at major corporations and government agencies by building relationships with purchasing decision-makers and their staff. Here are 10 tips to help you attract large-scale contracts.

1. Be visible. Join and get involved with organizations committed to the support and growth of women-owned businesses, such as NAWBO and Regional Purchasing Councils.

2. Attend trade fairs and conferences at which corporations exhibit.

3. Get certified as a Woman Business Owner (WBE). Many companies require this step and certification gives you additional visibility on vendor lists. NAWBO can provide certification resources, such as NWBOC.

4. Prepare and practice capability presentations that focus on benefits, not features. People want to know "how will my company benefit from doing business with you?"

5. Make a positive first impression. How you look, how you sound, what you say and how well you listen significantly affect your chances for possible future business.

6. Listen up! Talk less and listen more.

7. Suggest other NAWBO members when you cannot meet a specific corporate need. Networking is a two-way street.

8. Be patient yet persistent. Results don¹t always happen immediately.

9. Establish an effective follow-up system.

10. Nurture your corporate and government network.

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