Selling to the Enterprise: Battle Tested Strategies for Closing Deals with BigCo

The quickest path to growth for your small or medium sized business may be landing a transformative deal with a global enterprise company (or BigCo). In this session, we will discuss strategies for working through a negotiation with a large customer, including understanding the objectives and tactics of BigCo procurement organizations, understanding how BigCo measures success and how their needs and pain points will evolve during the sales cycle, and what this means for your company and your negotiation strategy. In this session you will learn how to navigate the negotiation to achieve an appropriate balance of risk and reward so that after you sign and the reality of the deal sets in, you won’t find that the whale you caught is sinking your boat.

Speaker(s): Carrie Schiff and Katy Reamon, Sage Law Group

Co-Sponsor(s): Guaranty Bank and Trust

This workshop is best suited for: Small business to medium business owners who are looking to expand their sales into very large companies. It is appropriate for any owners and staff who are responsible for negotiating deals. Speaker Bios: Carrie Schiff and Katy Reamon are business lawyers who have spent their careers negotiating commercial agreements for companies both big and small, including global manufacturing companies, SaaS companies, and companies in a variety of other industries. They have particular expertise in working for and with global procurement organizations on a variety of transactions with companies of all industries, shapes and sizes. The Colorado Small Business Development Center Network is partially funded by the U.S. Small Business Administration (SBA.) The support given by the SBA through such funding does not constitute an expressed or implied endorsement of any of the co-sponsors' or participants' opinions, products or services. The Colorado SBDC is a partnership between the Colorado Office of Economic Development and International Trade, the SBA, Colorado's institutions of higher education and local development organizations.

Fee: No Cost