Q. I started a blind and window cleaning business a couple of years ago. I am interested in getting a contract with a large hospital here in my city. Can you tell me what is the best approach to getting on the inside of a large company? Is this a realistic ambition? Eric

Yes, your ambition is realistic. Most small business owners dream of hitting it big by getting a large corporate contract. And, rightly so! Corporations spend millions of dollars a year buying products and services. So, why not buy from your company?

Start by making sure that the company buys the products or service that you are selling. Sometimes large companies have in-house personnel to provide some of their needs.

You can contact the company's purchasing department for a list of goods and services purchased by the company. Also, check the Internet for the company's Web site. You can get valuable insight and a profile on most major companies including large hospitals.

Next investigate what method the company uses to buy. Sometimes a company has centralized purchasing which means that all purchases are made for the company from one central point. Or, the company may have a decentralized buying system and various departments can buy as they choose. Whatever the case find out who in the company makes the buying decisions and get to know that person or persons.

This is where your ability to connect pays off. In order to build bridges and open doors for ourselves as well as others, we need to make connections.

For example, doctors who study a baby's development have found that even the very youngest infants must be talked to if their brains are to develop properly. Each of us born with a certain number of "circuits." As adults, electric currents flow along these circuits and produce thoughts, action, and speech. However, when a baby is born, the circuits are not yet connected to each other. Scientist are finding out that in order for the circuits to grow toward each other to form a network that can support intelligent thought, they must be stimulated and encouraged to grow. Research shows that by talking to a baby, parents promote the growth network.

The circuits exist in isolation. The child can't develop successfully until those circuits connect. This same kind of connection is true for your business. You must be able to connect circuits to be successful. When you first start out, you may be cut off from the rest of the business world, or at least it may appear that way. It is important that you reach out to develop your circuits so that you can build a connection of "bridges" and doors that open to other people and other resources.

Have you joined business and professional organizations? Are you an active volunteer in your community and church? Have you used opportunities to get to know new people?

Anytime we get an opportunity to connect with people, we are reaching one circuit toward another. Therefore, anything that you can do to connect is important to the success of your business. If you have connected well, a few phone calls will put you in touch with someone who can help you get in touch with someone in the company.

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