WHAT NO ONE HAS TOLD YOU ABOUT WORKING WITH CORPORATIONS

Accelerate your business with these expert tips on "What no one has told you about working with corporations". Analyse and discover this TIP!

The first few times a B2B entrepreneur starts collaborating with corporations, has a series of discoveries that make it learn to adapt its discourse, to refine the way of approaching, to shield some partnership agreements and, in most cases, to modify or make its product/service more flexible.

This TIP aims to anticipate that moment and to warn about several aspects to be taken into account when working with corporations

1. The corporation doesn't need you (Today)

A corporation is a money-making machine. On the one hand money comes in (turnover) and on the other hand money goes out (investment). "What goes in is greater than what comes out". We highlight this obvious phrase because the core business of the corporation will continue to function without your product/service. It is important that you take this into account in order to adapt your speech and appeal to the growth, improvement or potential that your solution will bring.

2. The corporation moves slowly

There are exceptions, but you should be aware that the speed at which a start-up moves is much faster than that of a corporation. Internal procedures, roles, policies... are some of the causes of this difference in speed.

Far from getting frustrated, find a reasonable cruising speed for the collaboration. Plan more time than originally assumed for each phase of the collaboration and do not underestimate the time needed for approval, decision-making and internal discussions.

Also, consider whether you can survive as a start-up by having to 'listen' to a corporation (with the resource implications) for an extended period of time.

3. The common sense of the corporation is "Different".

Approach corporations with a very open mind. You may experience reactions or decisions that escape your "common sense" but which, from inside the organisation, are seen in a different way.

Meaningful deals or collaborations can be ruined by hierarchical issues, power struggles between areas, misalignment with medium/long-term objectives, budgetary strategies, etc.

Try to help the collaboration run as smoothly as possible, but remember that in many cases, you don't have visibility of the whole picture.

4. The organisation has to finance the collaboration

Be aware that the corporation is taking a gamble when it decides to collaborate with a startup. Consequently, the internal team has to justify that bet internally. This involves allocating a budget, dedicating the time of one or more people to channel the dialogue within the company, providing time for all the people or areas that will be involved in the collaboration and, in short, facing numerous internal sales processes.

It is essential during the process that you understand this commitment and that you support it by facilitating the collaboration in different ways: giving time to the parties, adjusting to the internal procedures of the corporation, supporting your main sponsor at all times during the internal sales processes...etc. We do not want you to lose authenticity but to take into account this organisational difficulty in order to make the collaboration as successful as possible for both parties.

PRACTICAL EXAMPLES OF "WHAT NO ONE HAS TOLD YOU ABOUT WORKING WITH CORPORATIONS":

1. THE CORPORATION DOESN'T NEED YOU (TODAY)

Example: Imagine you have a startup that offers project management software. When approaching a corporation, you should highlight how your solution can contribute to their growth and improvement, focusing on the long-term benefits it can bring, rather than presenting it as an immediate need.

2. THE CORPORATION MOVES SLOWLY

Example: If your startup offers digital strategy consulting services, when collaborating with a corporation, be aware of approval times and internal discussions that can slow down the process. Plan more time than you initially assume for each phase of the collaboration and adjust your expectations to match the speed of the corporation.

3. THE COMMON SENSE OF THE CORPORATION IS "DIFFERENT".

Example: Suppose your startup has developed a new technology for the energy sector. As you work with a corporation in the energy field, you need to be aware of the hierarchies, power struggles and budgetary strategies that can influence decisions. Keep an open mind and try to understand the internal perspective of the corporation to facilitate successful collaboration.

4. THE ORGANISATION HAS TO FINANCE THE COLLABORATION

Example: If your startup offers data analytics services, when working with a corporation, understand that they are investing internal resources to collaborate with you. Support the collaboration by adhering to internal procedures, allowing time for the parties involved and supporting your main sponsor during internal sales processes. Be aware of organisational difficulties and help ensure the success of the collaboration for both parties.

Remember that these examples are fictitious and can be adapted to different industries and specific cases of collaboration between startups and corporations.

LA ARTIFICIAL INTELLIGENCE (SEE+ TIP) CAN HELP SOLVE THE CHALLENGES ASSOCIATED WITH WORKING WITH CORPORATIONS IN A VARIETY OF WAYS:

1. Provide information and advice: can provide detailed information on the particularities and challenges of working with corporations. It can offer practical advice on how to address specific situations and overcome common obstacles.
2. Generate ideas and strategies: If you are looking for creative solutions or new strategies for working with corporations, artificial intelligence can generate ideas and suggestions based on their previous knowledge and experience.
3. Provide examples and success stories: can share practical examples and success stories of other startups that have successfully worked with corporations. These examples can provide inspiration and serve as a guide for dealing with similar situations.
4. Assist in planning and decision-making: If you are in the planning or decision-making stage related to corporate collaboration, artificial intelligence can provide valuable information and help you evaluate different options. It can help you analyse the pros and cons of different approaches and provide recommendations based on the available data.
5. Advise on communication strategies: Working with corporations involves communicating effectively with different stakeholders. Artificial intelligence can offer guidance on how to approach corporate conversations and presentations, how to tailor your message and how to build strong relationships with key contacts within the organisation.

It is important to note that, While artificial intelligence can provide useful information and suggestions, it is always advisable to complement it with the experience and knowledge of experts in the field and adapt it to your specific situation.