Selling your service to large and enterprise sized businesses requires a different approach than selling to small and medium sized businesses. Remember that not all products or services are created equal in terms of how you sell them. And, not all customers are created equal, in terms of how sophisticated or needing they are for a product or service.
Today, our guest is Mike Julian. He is the CEO and consultant for the Duck Bill Group. They help companies with very large AWS bills, make them smaller and less horrifying.
In this episode, we'll be talking about:
- What is an enterprise
- Role of consulting in Mike's newsletter sponsorship
- Relationship of the client and the consultant
Enterprises are generally considered large corporations that manage hundreds or even thousands of employees. These organizations typically have very large budgets that allow them to be relatively flexible with their technology spending. Therefore, enterprises will usually seek out a top-shelf product that’s designed to be a comprehensive solution to problems that a business might face.
Aside from his consulting business for enterprises, Mike Julian also has a podcast and newsletter that were financed through sponsorships. Producing newsletters sometimes leads to situations where people are wanting Mike's advice on what he's seeing in the market leading to consulting. It almost sounds like a virtuous cycle, right?
The client-consultant relationship is a two-way street. Before you begin work or sign a contract, it’s important to learn the needs and resources of your client, including what they need to properly engage you, the independent contractor. When searching for new business, the last thing you want is to lose out to a competitor or find yourself working with a client who can’t afford your services.
Mentioned in this episode: