Small Companies Catch Elephants by Adapting to Them

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There are some important categories that help small vendors adapt to and bag their prospective big clients, their Elephants, says author Steve Kaplan.

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Small companies can make sure they are one of those companies that looks for the Right Fit, that tries to Enhance the efficiency of big companies, that has convenient Solutions, and that knows how to communicate these facts to target Elephants. Small companies with that kind of game plan will be Bagging Elephants with the consistency of a Big Game Hunter.

In big companies, to the people way up in the tower pulling strings and making decisions, little companies look like tiny cars or ants –all sort of alike, falling into a limited number of very broad categories.

“On the other hand,” said Steve Kaplan, the popular author of the best-selling book, Bag the Elephant!, “small vendors have to know their prospective big clients, or ‘Elephants,’ much better than that. And there are some important categories that help small vendors adapt to and bag their prospective big clients, their Elephants,” such as:

The Right Fit – The bigger a company is, the more set in its ways – and so the more opportunity there is for the creative and willing small company to alter its own way of business to perfectly meld with theirs. For example, small parts manufacturers by the thousands constantly adjust to the needs of big car makers.

The Enhancement – Big companies want to be as fast, efficient, and cost effective as possible. A lot of small companies exist to make sure big companies achieve these goals. For example, a lot of bigger companies outsource hard-to-manage jobs such as printing because they simply can't do it as fast as smaller companies.

The Solution – A new law, reality, or situation can present opportunity for the attentive small company. A good example of this is all the Y2K "specialists" that made big time money before the turn of the century to help prevent disasters from the Year 2000 Bug.

Steve Kaplan said, “Small companies can make sure they are one of those companies that looks for the Right Fit, that tries to Enhance the efficiency of big companies, that has convenient Solutions, and that knows how to communicate these facts to target Elephants. Small companies with that kind of game plan will be Bagging Elephants with the consistency of a Big Game Hunter.”

Learn more about Steve Kaplan’s principles of doing business with big clients and about business leadership principles at http://www.differencemaker.com/shop.asp?id=154.

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Michael Drew

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