One of the challenges in launching a startup is landing your first big client. For your startup to succeed, you may need to land a “big fish,” but here’s the catch-22: big clients often won’t work with startups for fear they won’t be able to handle the projects, or even worse, will go out of business before the project is complete.
Given that 69% of U.S. entrepreneurs start their businesses at home, proving your new startup is established enough to handle big fish often involves a bit of creativity.
Here are some startup tricks used by successful founders, all of whom agreed to be interviewed on the condition of anonymity so they can give more honest advice. Call it being scrappy or skirting the truth…these tricks are rarely discussed openly but are widespread among the startup community (until now):
- Beg or Borrow Office Space. If an important video call with a potential client or customer is scheduled, borrow a friend’s office. It gives the illusion of having a big office with lots of employees without paying for overhead.
- Fake Your Soho Office. If you’re working out of your house, make sure the background for any video call gives a professional impression. One founder uses a bedroom wall made of brick to give the illusion of being in a Soho, NYC office.
- Experience “Technical Difficulties.” If you can’t find a professional-looking corner, make sure video is off when making a Skype call so it’s just audio. One founder explains to clients “I’m having trouble with my video” — when making important calls from home.
- Find An Assistant Who Can Be Paid In Dog Treats. Create the illusion of having a staff. One founder, while on the phone with an important client, would shout out to “Piper” to send a document over. Piper happens to be her cockapoo.
- Multiple Email Addresses, One Inbox. Set up an email system that makes your staff seem bigger than it is. One founder made up departments and set up email addresses for: [email protected], [email protected] and [email protected].
- Hire Actors (No, Really). In one extreme example that’s part of startup lore (admittedly, hearsay), one founder reportedly faked an entire office. A major potential customer was flying in from out of town so they set up an office full of actors who played busy employees while the customer toured their operations. The customer was apparently so impressed that the startup was hired. And the office became a reality (with the customer on board, the startup could afford a real office with actual employees).
Treat these tricks not as “faking it ‘til you make it,” but faking it ‘til your “big fish” client thinks you’ve made it. If you’re confident you can deliver the best results, show them off during the pitch process. And then keep your resourceful spirit going once the contract is signed. Good luck landing your first big fish!