As a small business – indeed home based – provider of coaching and social media consulting services, I doubt I’m unique in feeling sometimes that I am at a disadvantage in competing against bigger companies, with more people, deeper pockets, big brands, often with “incumbency rights” with clients I would like to have.

So today, reading an article in Computerworld Feb 6, I read something that resonated.

William ‘whurley’ Hurley, from software company BMC talking.

When you go to a customer, they don’t see project A and project B, and the Big 4 and Little 4 as competitors. They see them as choices, so you really have to put yourself in that customer mind-set.

And of course, anyone who has ever worked in or dealt with a large organization – i.e. each of us – knows that big organizations are not always better at providing what the customer wants for their particular, current need.

Photo by jpsdq

Nor is it simply an either/or, big or small question. Where size or ability to scale are needed it will often make sense for home based, solo service providers to form strategic alliances or buy into a franchise that allows them to still offer the personal service some customers will still be looking for.

Some new mantras:

  • I’m not a solo service provider, I’m a choice
  • They’re not competitors, they’re choices
  • Really listening to what the customer wants is working smarter, not harder

Any tips or mantras you would like to add?

Share this...Tweet about this on TwitterShare on LinkedInShare on FacebookShare on Google+Pin on PinterestEmail this to someone