We have had some challenges getting into bigger companies for consulting work because there are just two of us at my company. I am sure that many of you have the same type of problem regardless of the industry. Any thoughts about what we can do to get more work from larger companies?

It's definitely a problem for small businesses. Sometimes I think the big companies don't know what they're missing.

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The key is getting your first one and then you can point to that client. Many corporate executives want the safe (IBM Choice) if you had a client that was bigger than them that will give them some comfort

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The formula is not that different than any other competitive situation - you have to offer a solution that not many can offer. The key if you are an individual consultant is find a niche and exploit it, obviously that niche has to complement your skills.

I also agree getting one major client first is key, the second client will know that the first client went through a lot of due diligence before selecting you.

If you want to approach large companies you have to have a laser focus and a clear competancy they do not want a small firm telling them that they can help them out in multiple ways. You have to find a very small niche and position your firm as an expert in the niche. Prior to determining that niche make sure that there is a large enough target market.

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The best thing is to put yourself in a place where they meet. Or speak at events they'll be at.

I just found a corporate partner that way

Create a one page plan to get "in their face".

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