C.J. Hayden, Contributing Editor
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.
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