03.27.12

Small Stuff Does Matter

Posted in Small Stuff Does Matter at 3:29 am by Administrator

Approximately a year ago, a good friend of mine had been pursuing a contract with a client. The contract value was around $200,000.00. Unfortunately the client had a previous vendor relationship and awarded only 3.5 percent of the contract to my friend- $7000.00 . A disappointment to be sure. He questioned whether it was worth the paperwork involved to pursue the contract. He and his business associate made the decision that they would treat this project as if it were a multi-million dollar award by providing premier service and attention to building a relationship with this new client.
Over twelve months and many proposals later, my friend was awarded a $1.5 million plus contract. The months of relationship building, attention to detail and professional service were rewarded.
So often in business the small dollar values are discounted and overlooked as a waste of time. Often, the “small” deal can be a test to see if we can handle the more valuable and profitable business. The small stuff does matter. Now go sell the small and big stuff.
Regards,
Brian Boek

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