|Reply : 13 Jun 2012|
It depends on whether you are approaching them or if they are approaching you. If you are approaching them they will look for price 1st with quality 2nd.
If they are approaching you then they know your quality and price is secondary.
Despite any amount of advertising people work with people and your reputation is paramount. Be professional and ensure you can provide customers and people in the trade that can vouch for you as a trader and for the quality of your work. People are getting tired of cheap and now want service and quality.
The most important thing when approaching a big company is to find out what their payment terms are.
Many large companies will expect you to give them 90 days credit. If you are not in a position to give credit ensure that they know and have agreed to your payment terms in writing. Do not be embarrassed about asking as even a good contract can bankrupt you due to cash flow. Ask about other firms that work for them and ask for trade references to ensure they are good payers. If they are looking for a new supplier is it because everyone else has put them on stop?.
Finally set out clearly what you can do and want you can't do and how much you want for it. Do not go in too cheap to get the order and a "loss leader" is just a loss. If they are a reputable firm and want a good job doing then they will respect your honesty as a trader. Try to deal with one person and get them to "sponsor" you through the process. If someone in the company believes in you and your product you will gain acceptance much quicker.