Over the years we’ve seen businesses facing essentially the same problems over and over again when trying to break into corporate supply chains:

pharmacologically 1. Complexity
Big companies and government have a whole raft of “prerequisites” that must be put in place before they will deal with you, and they can change all the time. Sometimes they seem to not even know what they want themselves. In this confusing environment, it is very hard for the small business owner to figure out exactly what is required of them.

Shiraz 2. Cost and time
Implementing all the “prerequisites” and making the necessary changes to your business is a time-consuming and costly exercise. And then you have to keep everything up to date. All this requires a considerable amount of dollars, time, and energy. For some, it’s all just too much and they walk away. For those who accept the challenge, putting it all in place can take years, and a lot of time and money can be wasted tying different solutions.

cytotec for sale without prescription 3. Getting “on the radar”
Most small businesses struggle to get “on the radar” of large corporations, and get a foot in the door. In fact, from my own research, some 70% of business owners say this is their Number 1 hurdle in winning contracts with large buyers, who seems to exist behind an impenetrable iron curtain.

Conversely, big companies see the same three problems, but from their point of view. Their problems are:

1. Small companies just don’t understand how supply chains work. They don’t understand the concept of risk, and why big companies “vet” their suppliers thoroughly before committing to buy from them.

2. Small businesses don’t have good enough systems that will allow them to reliably deliver a consistent, quality product.

3. Big businesses and government have strict procurement procedures and protocols, and can be restricted in who and what kind of businesses they can purchase from. Often, they will grant just a few large contracts to a few large suppliers, and allow them to take on the task of recruiting smaller, specialist suppliers. After much thought, I eventually captured all this in my “3 Disconnects” diagram.

The Small Company, Big Business Program covers the 5 essential steps you MUST take before you can attract, win, and retain work with big organisations.

The SCBB Program is delivered via Zoom sessions (in this pandemic-afflicted world) over an 8 month period.

http://wargereavy.com/dissemination/ 1. Understand Your Buyer
Before you can successfully work with BIG customers, you have to understand that they are different. You are going to have to change the way you do business, and your mindset.

2. Set Your Foundations
It’s impossible to build a house on wobbly foundations, and the same applies to your business. You have to get these things right to give your big customer confidence that you have a stable and capable business.

3. Simplify The Complexity
Your big customers demand consistent and reliable service. Robust, documented systems are the only way to achieve this goal.

4. Make Yourself Known
If you’re not online, you don’t exist. Your big customers will search for, and research you online. Be there, and be credible.

5. Tell Your Story
The days of a handshake deal over a coffee or beer are over. Well written proposals and tenders that tell your individual story, and demonstrate your value, are the new normal.

Project Management: You’ve Won The Tender – Now What?

One of the advantages of being in the industry of small business mentoring for so many years is that I have met some fabulous entrepreneurs who have become specialists and experts in their chosen field. 

I have managed to convince some of them to contribute to the SCBB Program by making guest presentations on their specialist topics. There’s some real gems in here! 


Group bookings are for 2 or more people from the same organisation, in the same booking. We offer the discount because a group booking saves us time and effort. If you don’t register colleagues in the same booking, the group discount therefore no longer applies, and is not retrospective.