Big Opportunity And Great Risk In The Small Firm Handling The Big Contract
Filed in archive Business Deals by Jim Logan on June 26, 2006

Unfortunately, there are a number of risks that come with the big contract. Risks you need to be aware of and prepare for - large companies move slowly, purchases are cyclical, a big dollar volume to the small business is small to the large one, and demanded volume and delivery times can be unrealistic.
StartupJournal has a great article on this topic and offers some sage advice on how to prepare for the big win. Here's one of my favorite pieces of advice...establish a stream of small pieces of business before going after the big pay day. "You need to have a lot in the pipeline. You need to make sure that every 60 to 90 days, something is being paid.
The bottom-line is you shouldn't fear going after the big deals, you just need to be careful in how you service them.
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