Most entrepreneurs would love to land large corporate accounts,but they often don't try for one simple reason: They'reafraid. "Smaller companies get intimidated by them," saysGuy Sohie, president of Global Insite, an Austin, Texas, consultingfirm with annual sales hovering around $200,000. "So insteadof trying to figure out how to approach larger companies, they justwrite them off as potential customers."
The fear is justified, says Sohie, who specializes in helpingsmaller businesses sell to bigger ones. Corporations tend to dobusiness very differently than entrepreneurs. They're morehierarchical, more conservative and slower to react. In addition,it's not an easy market to break into--especially now that thetrend at many bigger companies is to use fewer suppliers.
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