Bronwyn Reid specialises in helping small businesses secure contracts with larger companies and Government.
When small businesses seek to collaborate with large organisations, they often view the process as daunting, filled with rules, requirements, and assumptions that can make success feel out of reach. However, from the perspective of big companies, the challenges and priorities are equally significant.
What if big company decision-makers had a chance to communicate their viewpoint directly to SMEs? Imagine if a procurement executive could share a letter like this, offering insights into how large organisations operate and what they truly value in their suppliers.
Here’s what that letter might look like:
Dear SME Partner,
As a procurement professional for a large organisation, I wanted to share some insights that I believe can strengthen our relationship and help both of us succeed. At its heart, this is about mutual understanding, trust, and creating value together.
Your reliability is essential to us
Your role in our supply chain is crucial. For us, consistency and reliability are non-negotiable. We need to ensure that every delivery, every interaction, aligns with our commitments to our stakeholders. If there’s ever a challenge that could impact your ability to deliver, please communicate early. It helps us plan contingencies and maintain trust within the supply chain.
Compliance isn’t just red tape
I understand that our compliance and documentation requirements can feel overwhelming. They exist because our operations are tightly governed by regulations, risks, and expectations from our clients and regulators. Meeting these standards protects all parties, including you, from unforeseen complications. If you ever feel stuck, let us know, and we can help guide you through the process.
We value your unique contributions
As an SME, you bring something to the table that larger suppliers often can’t – agility, innovation, and specialised expertise. Don’t underestimate the impact of these strengths. While price competitiveness is important, what sets you apart is your ability to adapt quickly, propose creative solutions, and go above and beyond to meet client needs.
We’re always interested in hearing your ideas. If you see a way to improve a process, reduce costs, or enhance the end product, we want to know about it. Collaborative innovation is one of the most rewarding aspects of working with smaller suppliers, and it’s an area where you can truly shine.
Price isn’t everything
While competitive pricing is important, value often comes from quality, service, and innovation. When presenting your proposals, be sure to highlight how you add unique value. This can be the edge that sets you apart, even in a price-conscious market.
Growth takes patience
We know our processes can seem slow compared to the pace of small businesses. However, this deliberation ensures thorough evaluation and a focus on long-term partnerships. Stay the course, and be prepared to demonstrate scalability and resilience—these are key attributes we look for in our partners.
Integrity is paramount
We value relationships built on honesty and respect. Clear communication about your capabilities, limitations, and potential issues is critical. We’re here to solve problems together, but we need transparency to do that effectively.
A shared vision for success
Finally, we genuinely want you to succeed. Your growth benefits us, as it enhances our supply chain’s resilience and capability. If there are opportunities to improve how we work together, please don’t hesitate to reach out. We see this as a partnership, not just a transaction.
Thank you for your continued commitment and partnership. We’re stronger together, and I look forward to what we can achieve side by side.
Warm regards,
Big Company Executive
Now I know that for some large organisations, a letter like this is pure fantasy – they don’t yet share such an enlightened attitude to business. But for those organisations that do, this open, honest communication is exactly what bridges the gap between small and large businesses, benefiting all of us.
If you are supplying a large company that would not be able to write this letter, maybe you could surreptitiously ensure your big-company contact gets a copy to give them a hint!
