Developing Business Relationships with Corporate America to Win Contracts

Relationships, relationships, relationships. Just as location is important in real estate, building relationships is essential in doing business with corporate America. It is, in fact the key dynamic in creating a successful business enterprise. Building relationships affords you an opportunity to plant the seeds of growth in order for your business to survive and thrive in an increasingly competitive environment.

Taking the time to build relationships is only one aspect of growing your business. There are several to consider when approaching corporate clients. The critical ingredients needed in winning corporate clients are; relationships, research, preparedness, patience, and delivery. It takes a mix of these five ingredients to create a successful recipe for your growing business.

Relationships
“People buy from people they like - who they feel comfortable with,” said Clifton Carroll, Chief Executive Officer of Logical Integrations. Incorporated in 2000, Logical Integrations is a minority-owned services firm that has successfully worked with several corporate clients over the years. Carroll understands that developing relationships is critical to the growth and success of his company. “Relationships are key – it takes a long time,” said Carroll.

His first major client, AT&T was won through relationships he developed while doing training at Georgia Tech’s Incubator. Another corporate client he wanted to do business with was Coca-Cola Enterprises, Inc. (CCE). It took over two years of communication with them before he secured a contract. Logical Integrations was able to secure the CCE contract because of it’s “competitive pricing, exceptional service, quality products, and by providing CCE with innovation.”