Landing a Big Fish: Key Strategies for the Acquisition of Large Brands and Fortune 500 Clients

HOW TO LAND THE BIG FISH Basic strategies for the acquisition of large brands & the fortune 500 @justlikeair

Hi, I’m Shane & I run a 100% DISTRIBUTED agency.

A COUPLE OF OUR FRIENDS (some people call them clients) www.tri.be

1. WHY BIG COMPANIES USE FREELANCERS

TIMEThey are SLAMMED but can’t push deadlines.

PARTNERSHIP The idea/strategy was pitched and " included your services.

PERSPECTIVESometimes the answer is right in front of them and they just need someone to point it out.

SKILLS Require ‘rubygems’ Require ‘atchoum’ Class SneezyWeb < Atchoum def layout html do head do Their internal team lacks a speciﬁc specialty.

BureaucracyFill out Form 37A and we’ll get you an in-house designer 3 months from next Wednesday.

ACCOUNTABILITY They need someone to get things done.

2. SELLING TO LARGE CLIENTS

LIFE IS SALESYour ﬁrst huge client is already in your personal sphere. We got a project with Boeing through an intro from my dad.

SELL TO PEOPLE We get hired (and re-hired) by Fred, Sun, Dina,Nathan, Hillary & Beach…. eBay, SAP, Zillow, MTV, are just names. All our clients are real people.

USE WHICH-CRAFTGuide the options by deﬁning a set of choices. Whichwould you prefer, a delivery timeline of 3 months with some shortcuts or 4 months done right?

BE PATIENTMy average intro to sale is 6 month – 2 years. Big projects with big companies take time to close.

JOIN THEIR TEAM Stop trying to sell them your shit. Be actively engaged inﬁguring out how they can win and how you can help. Don’t be afraid to say no.

NAVIGATE With a large company often comes large paperwork andbureaucracy. You must learn to navigate it. Ask for help often.

@justlikeair shanepearlman.com

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Landing a Big Fish: Key Strategies for the Acquisition of Large Brands and Fortune 500 Clients

by Shane Pearlman on May 09, 2012

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Landing a Big Fish: Key Strategies for the Acquisition of Large Brands and Fortune 500 Clients Presentation Transcript