But when it comes to more significant work, they tend to go to larger companies. Larger clients often have pre-conceived, and often unfounded concerns about dealing with smaller companies. Wittenstein has a unique perspective on this issue, having worked for both teams. His company, Galileo, had fewer than ten employees and was one of the early players in Atlanta's multimedia production community. Now, as an Executive Consultant for IBM, he's signed on with the largest business and IT services company in the world.
Smaller companies tend to focus on capabilities when selling a project.
The bigger companies go to where the client's pain is. Most of the time, clients are more interested in capabilities. They see things in terms of product for dollar and don't look towards the bigger picture. However, if you, as a small internet development company can exhibit a combined command of the technology and marketing impact of your services, you are setting yourself above your competition. Most of our business is by word of mouth.