Finding Subcontracting Opportunities with Major Corporations

Are you looking for new sales avenues for your small business? You may want to consider subcontracting with major corporations. There is lots of opportunity in this arena, because big corporations have huge budgets and many needs. But selling your services as a subcontractor to a big corporation requires different skills than you're probably using now. The following tips will help you succeed.

Successful Selling: Do Your Homework

Selling successfully to big corporations requires a lot of research before you approach them. Start by pinpointing some possible prospects. Industry publications will give you insights into the future plans of corporations you might want to approach. Once you have some prospects in mind, read their websites and annual reports (if they are public companies) to discover what they are doing, and where they may need some assistance.

Big companies have procurement departments that deal with subcontractors and suppliers and will require you to submit a request for proposal. At least, that's the official line. In reality, this approach usually leads to frustration. Why? Because the other companies submitting RFPs are often current subcontractors who are likely to keep getting the business.

Win Big By Thinking Small

So what can you do? Avoid the procurement department and think small. Big companies are organized into functional units within divisions of the corporation. You'll get better results by pitching your services to a functional unit instead of going through the procurement department. You can also approach a regional office instead of corporate headquarters.

Diversity Means Opportunity

One exception to this advice is if you are a woman, a minority, or a military veteran. Many large corporations have supplier diversity programs that actively seek small businesses owned by women, veterans, or minorities as subcontractors. You can get more information about supplier diversity programs and certification here:

• National Minority Supplier Development Council
• National Veteran-Owned Business Association
• Women's Business Enterprise National Council

Keep in mind that supplier diversity programs generally require you to be certified as a woman-owned, veteran-owned, or minority-owned business. If you're not yet certified, or don't want to go through the process at this time, you can still approach a business through its functional units.

Tips for Making Business Contacts

Your next step is to drill down even further and find the key decision-makers within the functional unit you're approaching. Use social networking sites to get connected with the specific person you want to talk to, or to someone who can introduce you to that person. LinkedIn works especially well for this purpose, since it's widely used by corporate employees.

Once you've made contact with the prospect, be persistent. To increase your chances of success, read "Create Voice Mail Messages That Get Prospects Calling Back" and Get Past the Gatekeeper and Win Sales Opportunities."

Selling to big corporations takes more time and effort than selling to small companies because decisions have to go through many channels. Keep checking in with your contact; the more you interact, the more you'll learn about the company you're targeting, its needs, and how your business could provide solutions.

It's worth following employee movement within your targeted corporations. If a prospect you've been pitching (with no results) leaves, a dead end can actually become a great opportunity. New personnel are often eager to "clean house" of existing subcontractors, which can open the door for your company to earn the business.