Resource Guide
Methods that Work for Creating Corporate Clients, page 17
continued from page 14
Relationships Can Make All the Difference How does a company get on a preferred vendor list? On one hand, it is simply a matter of submitting an application, and possibly hosting an on-site inspection from a corporate representative. Each corporation has its own system for processing and evaluating applicants, so contact the purchasing department for specific requirements. If you want to be on the preferred vendor list with a prime contractor who works with corporations, try contacting their small business liaison for application materials.
On the other hand, however, acceptance to the preferred vendor list goes beyond a carefully prepared application packet. There are many companies vying for spots on these lists, so you need to make sure your application goes to the top of the pile. Many corporations review applicants who have relationships with key decision-makers and purchasing professionals before they consider other firms. This points to the critical importance of cultivating relationships, as they can truly make or break the application process.
Citation
Center for Women’s Business Research. “Methods that Work for Creating Corporate Clients, page 17.” Washington, DC.