5 Things To Do To Get Bigger Deals

by Davina Schonle | Nov 28, 2021 | Business

Once a business is making deals with a corporation, then the next question to tackle is "How Do I Get Bigger Deals"?

Here are 5 things you can do:

1. Know The Company 
Knowing the company is so important to get bigger deals. How can an organisation trust you if you cannot spend time getting to know them? If you are working with an organisation, you are their partner, you are there to support them in their goals, so therefore, you need to know the company, its internal pressures, its strategic aims, challenges. Only then can you be a true partner. 

2. Know The Players 
Not every decision maker has real influence. Someone may hold the budget (and has the ability to sign off on it) but they may be influenced by other people. Sometimes they have their own trusted advisors internally and that is who you really have to convince. Depending on the organisation and the size of the deal, you often have more than one person to convince, so get to know them and their priorities so that you don't get someone blocking it because you haven't considered them.

3. Know The Market
Just like you should know the company, you should also know what ecosystem they are operating in. What are their competitors doing? What external pressures do they have? What is the future? Large solutions to a business should have a large transformation associated with it which should have a strategic purpose. A strategy should align with the long term vision of a business. 

4. Know Your Biggest Competitor
We often think that our biggest competitor is another company or small business when, in fact, the biggest competitor is something more intangible...it's the status quo... what will happen if we do nothing? It is often the easiest solution, so you need to find ways around it that link to a sense of urgency. Why would or should they do something now? If they left it what could happen? 

5. Map Out The Opportunity
If the opportunity is large enough, then you really should spend time mapping it out to give yourself the biggest chance of success. This means considering the drivers, the needs, the players, the influence, the risks, the SWOT. What do you know? What do you need to find out? What assumptions are you making? How will you confirm these assumptions? 

If you need assistance with growing the size of your corporate deals then let's chat.