Why Small Businesses Shouldn’t Fear the Corporate World

Hi there!

I’m Kirsty Carr, a business strategist helping small businesses grow and thrive by using big-business strategies—without the corporate red tape. Welcome to The Strategy Scoop, where we unpack the challenges and opportunities small businesses face and give you the tools to make progress with confidence.

Today, we’re tackling a big misconception that stops many small business owners in their tracks: the idea that working with corporates is “too big” or “too complicated.” If you’ve ever felt that way, this newsletter is for you.

Let’s demystify the corporate world, talk about why they need businesses like yours, and explore the benefits of stepping into this space.

The Myth: Corporates Only Work with Big Companies

One of the biggest reasons small businesses shy away from targeting corporates is the belief that they’re only interested in working with other large organisations.

Here’s the reality:

• Corporates actively need small businesses. They value the agility, innovation, and personalised service that SMEs bring.
• In fact, many corporates are looking to diversify their supplier base, working with smaller, local, or niche businesses to meet specific needs.
• They’re not just open to SMEs—they’re actively searching for them.

Why Corporates Need You

Corporates face challenges that your small business is perfectly positioned to solve. Let’s break this down:

1. Agility and Innovation

Large organisations often struggle to pivot quickly due to their size and structure. Small businesses, on the other hand, are nimble and adaptable, making you ideal for solving complex problems with fresh, innovative solutions.

2. Personalised Service

Corporates know that big suppliers can sometimes treat them like just another client. Small businesses, however, offer a more personalised approach, tailoring solutions to their exact needs.

3. Niche Expertise

Your specialised knowledge or unique way of working could be exactly what a corporate client needs to address a gap or challenge in their operations.

Action: Think about your unique strengths. What makes your business stand out, and how could that align with corporate needs?

Why You Should Step Into the Corporate Market?

Yes, working with corporates comes with a learning curve, but the rewards can far outweigh the challenges.

1. Increased Stability

Corporates often offer longer contracts and higher-value projects, which means predictable cash flow and less reliance on smaller, one-off clients.

2. Credibility

Landing a corporate client instantly boosts your reputation. It demonstrates that your business is professional, capable, and trusted by high-profile organisations.

3. Bigger Contracts

Corporates have larger budgets, which means you can finally charge what you’re worth—no more undercutting yourself.

From Corporate Specialist to Business Strategist

I’ve worked on both sides of the fence—14 years in corporate procurement and now supporting small businesses like yours. I’ve seen firsthand how small businesses bring unique value to corporates.

One of my clients was a solo entrepreneur who thought corporates were out of reach. After refining her pitch and positioning, she landed a contract that not only increased her income but gave her the confidence to target more corporates. She didn’t change her business; she just learned how to present it in a way that spoke to corporate priorities.

This is exactly what I help businesses do in my programme, Cracking the Corporate Code.

Corporate Trends for SMEs

Here’s a key insight: diversity and inclusion are high on the agenda for many corporates. This means they’re actively looking for smaller, more diverse suppliers to meet procurement goals.

By positioning yourself as a credible, professional partner, you can tap into this trend and open doors that might have felt closed before.

Action: Research corporate initiatives like supplier diversity programmes or small-business procurement schemes. These are excellent entry points.

Free Resource: People Make the World Go Around

Building strong relationships is at the heart of breaking into the corporate market. Corporates aren’t faceless entities—they’re made up of people. The more you connect on a personal level, the more opportunities you’ll uncover.

?? Watch my YouTube video—People Make the World Go Around—to learn how relationships drive success in the corporate space: ?? Watch here: People Make the World Go Around

Recommended Resource: Book – Never Split the Difference by Chris Voss

If you want to sharpen your negotiation skills for corporate clients, this book is a must-read. Voss, a former FBI hostage negotiator, shares actionable techniques for negotiating in high-stakes situations—perfect for landing and managing corporate contracts.

?? Buy here: Never Split the Difference

Ready to Take the Leap Into the Corporate World?

If this has sparked some inspiration, don’t let the fear of the unknown hold you back. My programme, Cracking the Corporate Code, is designed to help small businesses like yours confidently step into the corporate market.

?? Join the waitlist here: Cracking the Corporate Code Waitlist

Thank You!

Thank you for taking the time to read and explore this opportunity. Corporates need businesses like yours, and with the right strategy, you can achieve incredible things.

Here’s to stepping into new opportunities with confidence, Kirsty