You want startup clients because you see the potential in the long run. If you don't understand them, they won't become your clients. You need to understand their world first.

1. How to attract startups
as clients?

2. Startups context
● Startups are cheap (no money)
● Startups need to move fast to survive
● Startups don’t have time to waste
● Startups need real partnerships
● Startups leverage networks

3. How are you perceived?
● You don’t understand their needs
● Your services are too expensive
● Too slow & too much overhead
● You need too much support to do the work
● Your process is too complicate

4. Basically: you don’t fit the Minimum
Viable Partnership/offering (MVP)

5. But startups are looking for long
term relationships?

6. How to attract start-ups?
● Bring clients
● Bring parternships
Basically: leverage your
clients/network

7. Bring clients, cost-
savings (time included)
to startups and they will
see value to become
your clients.
How to attract startup
as clients?

8. How to convince your team?
VAR: bring more value to your existing clients
VAR=Value Added Model

9. Conclusion/wrap-up
● Remember how start-ups operate
● Clearly understand your add value
● Communicate long term value to your team
● VAR: bring innovations to your existing clients
Basically the win/win/win/win model
(you/your company/startups/existing clients)

10. francis@qmining.com
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