All these steps are crucial both before and during your presentation. With confidence in your company and products, you're well-equipped to win over that big client. The next step in the process is negotiation, which might seem intimidating, but with practice and these tips, it can become second nature:

1. Develop and stick to a pricing strategy.

2. Prioritize what you're offering, including what really matters to you and what you're willing to compromise on.

3. Don't give in too quickly.

4. Negotiate with a person, not a "company." Don't let "I'd like to, but I can't" be an acceptable response.

5. Don't undersell yourself.

6. Maintain your pricing. Dropping your prices too low can hinder profitability.

7. Don't sacrifice quality for the deal.

8. Your services should always count as costs.

9. Boost margins with add-ons.

10. Treat requests for proposals with the utmost care.

These tips ensure that both parties benefit from the partnership. Once you start meeting or working together, continue to nurture your relationship, turning the representative into a champion for your company. Client champions can significantly benefit your company. They typically:

• Are respected by supervisors.

• Are well-networked socially.

• Think in the best interest of their company, long term.

• Can quickly navigate the company to get things done.

• Are willing to give credit to another person.

• Share your business philosophy, values, and vision.

In our next post, we'll talk about leveraging your big client's influence for your benefit.

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