Your business provides tremendous value, a personal service and everyone that works with you leaves happy. And yet, despite youknowing you’re the better fit, a prospective client has chosen to opt for a bigger competitor. Frustrating.

It comes down to that old saying, ‘nobody ever got fired for buying IBM’. Buying from established firms with a good reputation is a safe choice, if not always the right one. It appears we’re a risk-averse bunch – unless there is a compelling reason to switch, the majority of prefer to go with the easiest option.

So what does it take to get someone to choose your small firm above a bigger competitor?


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