Introduction
As you become better known in your niche and have acquired a couple of initial respectable clients, word of the company and product will grow, and the large players will get to hear about you. After a time, they will want to check out your offering for themselves. This is the time to start engaging with them. They will have no interest in your solution before this point. You are just too small and fragile.
There are two primary ways to land a large client:
• “Land and Expand”
• Winning a Request for Proposal (“RFP”)
RFPs are formal tender documents large companies use when they are looking for a new service. They are a pain and take a long time to complete.
“Land and Expand” is where you begin ...
Get Zero to $10 Million now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
