The Key 7 BizDev Mistakes of B2B Tech SMEs … and 7 Solutions


Mistake 5 – Clients – You don’t understand the BigCo mindset and mentality


This is a very damaging one – especially given all these startups with bright, left-brained techies who have an implicit assumption that BigCo is staffed with Mr Spocks making rational decisions. Let’s be simple, clear and brief here. No larger established B2B tech firm would think that – too many scars along the way.

The Solution


You absolutely must have someone on your side who understands how BigCo thinks, feels and acts. Ideally you also need a friend on the inside who will guide you with his SAS laser pointer through the local minefields and past IEDs to success.


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