Adjusting the approach.
WHAT SMALL BUSINESSES NEED
Speed Simplicity Clear price Someone to talk to
WHAT THEY DECIDE ON
Whether it solves their problem, and whether they trust you.
WHO DECIDES
Usually one person, quickly.
WHAT THAT MEANS
Shorter processes, smaller deals, more of them.
WHAT MEDIUM BUSINESSES NEED
Evidence Some process Occasionally, approval from above
WHAT LARGE ORGANISATIONS NEED
Documentation Security and compliance answers Procurement process Several stakeholders satisfied Legal review
WHAT THAT MEANS
Long processes, large deals, few of them.
WHAT TO PREPARE FOR LARGER BUYERS
A security questionnaire response Insurance evidence Compliance documentation Reference customers Financial standing
WHY IN ADVANCE
They arrive at the worst moment and stall deals for weeks.
WHAT TO ESTABLISH EARLY WITH LARGE BUYERS
The procurement process, and its timeline.
WHY
It is frequently longer than the selling.
WHAT TO AVOID
Applying enterprise process to small buyers Applying small-business informality to large ones
WHAT TO DECIDE
Which you are actually equipped to serve.
WHY
Serving both well requires different operations.
