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How to pitch for big clients as a small business

机译:如何作为一个小企业为大客户投放

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摘要

One of the great challenges of growing a business is to establish credibility. This is particularly true of B2B firms, whose long-term success so often hinges on winning a contract to supply a major corporation. Once you have one towering multinational on your books, it become far easier, theoretically, to get the others’ attention. Getting that first big client, however, can all too often appear to be a Catch-22. Why would they pay you for goods or services, when there are larger, more established rivals with a foot firmly through the door?
机译:日益增长的挑战之一是建立信誉。 B2B公司尤其如此,其长期成功如此经常涉及赢得合同供应大型公司。一旦你在书上有一个跨国公司,它就变得更加容易,理论上是为了让他人的注意力变得更加容易。然而,获得第一个大客户端,通常常常似乎是Catch-22。他们为什么要支付给您的商品或服务,当有更大的,更熟悉的竞争对手,脚牢牢穿过门?

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  • 来源
    《Management today》 |2019年第28期|1-3|共3页
  • 作者

    Adam Gale;

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  • 正文语种 eng
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