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

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Land the Big Fish: Strategies for the Acquisition of Large Brands & Fortune 500...

Land the Big Fish: Strategies for the Acquisition of Large Brands & Fortune 500
Slides from a short 20 minute version of this talk: http://cl.ly/GJwF
Session Description: We work with some of the biggest brands in the world to build them intricate WordPress & Mobile solutions. I often get asked how we land the big fish.

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

  • 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