Selling your professional services to large corporations is an attractive proposition. Corporate contracts have the potential of being larger than those with small or mid-size businesses, and are often longer-term. Frequently, there's the possibility of repeat business worth many billable hours at respectable rates.

But the best clients are not always the easiest to get. If you don't grasp the realities of the corporate environment, you may sabotage even a hot lead. Many professionals have never worked inside a corporation, so they find themselves in unfamiliar territory when selling to them. Here are five important keys to working with the corporate buyer.

1. Managers And Executives Are Always Busy.

This is just as true in economic downturns as during a boom.

Members-Only Premium Content   

• Free Webinars: Access all recorded webinars (full members attend all live webinars free).
• Free Tools and Guides: Receive all how-to guides and tools sold in the RainToday Store free.
• Research and Reports: Receive 20% off all research and benchmark reports.
• 1,000+ Articles: Access over 1,000 professional services marketing, sales, and leadership articles.
• Exclusive Premium Content: Access members-only interviews, templates, and case studies.