Winning a larger customer changes what the business has to show. A small client might buy on a recommendation. A large one has a buying process, more than one decision-maker and a procurement team that needs documents.
What bigger customers ask for
- A company profile and capability statement they can share internally.
- Evidence of similar work, ideally with names they recognise.
- Compliance and registration documents ready on request.
- Fast, professional responses from a named contact.
None of this replaces the quality of the work. It lets the buyer defend the decision to choose you when someone above them asks why.
Where to start
List the last three larger opportunities you lost or that went quiet. For each one, write down what the buyer asked for and how long it took to send. Patterns show up quickly, usually a missing document, a slow reply or a presentation that undersold the work.
The Junza Business Readiness Audit turns that review into a score across ten areas, from brand credibility to growth systems, so you can see which gaps matter most.
