Land the Big Fish: Strategies for the Acquisition of Large Brands & Fortune 500 Slides from a short 20 minute version of this talk: http://cl.ly/GJwF Session Description: We work with some of the biggest brands in the world to build them intricate WordPress & Mobile solutions. I often get asked how we land the big fish.

1. HOW TO LAND THE BIG FISH
Basic strategies for the acquisition of large brands & the fortune 500
@justlikeair

2. Hi, I’m Shane & I run a
100% DISTRIBUTED
agency.

3. A COUPLE OF OUR FRIENDS (some people call them clients)
www.tri.be

4. 1. WHY BIG COMPANIES USE FREELANCERS

5. TIME
They are SLAMMED but can’t push deadlines.

6. PARTNERSHIP
The idea/strategy was pitched and "
included your services.

7. PERSPECTIVE
Sometimes the answer is right in front of them
and they just need someone to point it out.

8. SKILLS Require
‘rubygems’
Require
‘atchoum’
Class
SneezyWeb
<
Atchoum
def
layout
html
do
head
do
Their internal team lacks a specific specialty.

9. Bureaucracy
Fill out Form 37A and we’ll get you an in-house
designer 3 months from next Wednesday.

10. ACCOUNTABILITY
They need someone to get things done.

11. 2. SELLING TO LARGE CLIENTS

12. LIFE IS SALES
Your first huge client is already in your personal sphere. We got a
project with Boeing through an intro from my dad.

13. SELL TO PEOPLE
We get hired (and re-hired) by Fred, Sun, Dina,
Nathan, Hillary & Beach…. eBay, SAP, Zillow, MTV,
are just names. All our clients are real people.

14. USE WHICH-CRAFT
Guide the options by defining a set of choices. Which
would you prefer, a delivery timeline of 3 months with
some shortcuts or 4 months done right?

15. BE PATIENT
My average intro to sale is 6 month – 2 years. Big
projects with big companies take time to close.

16. JOIN THEIR TEAM
Stop trying to sell them your shit. Be actively engaged in
figuring out how they can win and how you can help. Don’t
be afraid to say no.

17. NAVIGATE
With a large company often comes large paperwork and
bureaucracy. You must learn to navigate it. Ask for help often.

18. @justlikeair shanepearlman.com