I've been working for several months to form a relationship that would lead to a formal partnership with a global brand that could quickly elevate our start-up's marketing power. We had a very good conference call this week and interest is high on both ends. After our last interaction, they asked to see our marketing and sales collateral and slide decks. The problem is: We don't have any (other than the website). I stopped using those things years ago as they often ended up being ignored or turning into distractions. Each contract we do is custom, so the only media I use in early meetings is a portable white board where we brainstorm and sketch our partnership. Later, I'll send a draft proposal that we revise until both parties agree. This proposal is just paper. It's not pretty. So, the question is: Do I just tell the national brand that this is how we do business? What would you do?
Just be frank and flexible.
Say:
1. We don't have that stuff. As a startup with customers that love customized solutions, we've tried to be nimble.
2. But I can see that your organization needs a streamlined process. We can deliver.
3. This stuff isn't for us internally. But show us some examples of what you'd like to receive, let us know how it's used, and we'll produce whatever is needed.
In other words, treat your big marketing partner as a client. Bring a white board, listen, and produce!
Answered 10 years ago
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