How does a small 30-person development agency land work with global giants like HP, Ford, FC Barcelona, Moody’s, and Citadel Securities? In this episode of Building Marsbased, Àlex Rodríguez Bacardit, CEO and founder of Marsbased, shows the exact strategies used to negotiate, win, and maintain contracts with major corporate clients.
Àlex explains why the 5-year mark is a critical tipping point for enterprise trust, how an inbound marketing strategy and technical SEO bring enterprise leads directly to you without cold calling, and why saying no to massive deals early on can actually strengthen your reputation. The episode also covers navigating fast-track procurement, leveraging client acquisitions to unlock corporate contracts like Ford and Moody’s, and managing heavy administrative bureaucracy without exhausting your executive leadership team.
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