Timing is everything. “The urgent issue always trumps the important,” Rattler says. “A company contending with sexual harassment lawsuits is going to be in the market for training to solve that problem right now.”
Don’t underestimate the importance of your business financial health when pitching corporate contracts. Rattler says that corporate clients will check Dun and Bradstreet and other risk profiles to determine that potential vendors pay their bills on time. This is especially important for small business owners with fewer than three years of operations.
Take care to demonstrate sound operational health, as well. The tools, systems, and staff supporting the enterprise need to be well honed to execute flawlessly. “Be prepared to describe and demonstrate processes and results in specific, terrific terms to earn client confidence that you have what it takes to deliver as promised,” Rattler advises.
Price your proposals fairly to be taken seriously. “Steer clear of being the low cost provider. Be the BEST VALUE and BEST RESULTS provider so you never leave good money on the table.” Rattler suggests.