EP074: The Key to Landing New Corporate Clients in Uncertain Times – with Angelique Rewers
There is no user’s manual for what we’re facing right now. The COVID-19 quarantine has disrupted business as we know it and shifted the way companies are spending money. So, what can small businesses do make the best use of this uncertain time? How can we position ourselves as an ideal vendor partner or service provider that corporate decision makers will advocate for when a need arises?
Angelique Rewers is the Founder and CEO of The Corporate Agent, a management consulting firm that helps entrepreneurs and small businesses win corporate clients. She has also built an online community of more than 25K business owners, and her team has mentored 3,500 startups and solopreneurs across 72 countries. Angelique has 20-plus years of experience on both sides of the corporate buying table, and Inc. Magazine calls her ‘the undisputed champion at helping small businesses land BIG clients.’
On this episode of The RFP Success Show, Angelique joins us to discuss how corporate buying habits have shifted during the Coronavirus quarantine and explain why NOW is an ideal time to build relationships with potential corporate clients. She weighs in on what small businesses can do to build trust with corporate decision makers and stand out among the competition, staying top-of-mind without turning into a pain in the ass. Listen in for Angelique’s insight on where to find corporate RFPs and learn what YOU can do to land corporate clients—even in uncertain times!
Key Takeaways
How a ‘hijacked’ presentation led Angelique to create The Corporate Agent
How corporate buying habits have shifted during the Coronavirus quarantine
Why companies are extending existing contracts or sole sourcing from existing vendors right now
Why NOW is an ideal time to build relationships with potential corporate clients
Angelique’s insight on what makes a good vendor
1. Bring ideas with energy of giving (no sales fishhook)
2. Low maintenance but high expectations
3. Anticipate client needs and map out journey
The value in being a ‘taker’ who gives decision makers time vs. taking it away
What small businesses can do to stand out among the competition
1. Come in with show of force
2. ‘What you’re really asking for is…’ (win theme)
3. Point out advantages of smaller provider
How to find out about corporate RFPs
Most companies have database online
Reach out to head of procurement
Follow #RFP/#RFQ on Twitter, LinkedIn
How to stay front-of-mind without bothering corporate decision makers
Why it’s more useful to distill great content vs. create your own