In our economy we have more and more small businesses which is great thing, however most small companies would love to have relationships and orders from big companies because they pay their bills on time. When they pay their bills, the revenues increase and more profits can be made. However Larry Ginsberg wrote a column called How small fry can attract elusive big fish and he notes to reap those rewards, entrepreneurs have to understand a few things about big companies and how they make their buying decisions.

Understand the organization – companies continuously change people and processes. If an entrepreneur does not understand how actually makes a decision, it will be a long process. Know it is a long term, multiple relationship that requires patience.

Understand goals and objectives – companies have a window of opportunity to buy something new and then it essentially closes. Most companies have spending restraints around the end of the third quarter to make the next quarter even better. Trying to sell at that time is wasted effort. Budgets tend to be approved after the second or third month of the fiscal year. Without an approved budget, managers cannot approve your purchase.

Understanding the individual – employees are often overworked, constantly stressed and they often do not know have the experience to solve the problems, thus they are looking for solutions.

Play by their rules – Companies evaluate suppliers on multiple aspects such as on-time delivery, no short ships, quality of product, invoices match purchase orders and communication. This evaluation gives a point total and it is important to ensure your total is meeting the expectations.

Linking to dividend paying stocks, much of the above is the expected and the overall goals and objectives are given to shareholders how well it does on the rest of the scale is for investors to determine. The budgets have the effect companies tend to move in cycles, as much as you would love to see your company breaking records every month, it likely will not happen, it could, but there should be a reasonable cycle of prediction. If that does not happen, then it is time to investigate alternatives

There are more questions than answers, till the next time – to raising questions.