Many large companies worry about investing in a product or service provided by a small company. They fear you don't have the staying power. We are only 10 employees but we have many customer success stories including some very large companies. Looking for unique ideas on how to answer this question in a way that plays more to our benefit.
Hi there. This comes up in sales and strategy sessions more than people expect and in my experience, the fear of being "too small" is usually stronger on the sellers side than the buyers.
Many large multinationals I've worked with actually prefer smaller partners precisely because of what they get that the big firms can't deliver, namely: genuine agility, faster decision-making, and real prioritization. If you're one of their most significant accounts, they know they won't be stuck in a queue behind 200 other clients.
Flip the narrative. Don't defend your size, position it as a deliberate advantage for them. Most of the time, the prospect already senses this. You're just giving them the language to justify the decision internally.
Hope it helps!
