Dear Corporate Leaders: Your Next Big Win Might Be in Your Ignored Inbox
I want to talk about how hard small businesses work to get a foot in the door, especially when competing against the Big 4 and other well-established firms.
Unlike the giants, we do not have million-dollar branding budgets or pre-existing boardroom relationships. We hustle. We build trust one conversation at a time. We send personalized LinkedIn messages, referrals through our networks, maybe even a well-researched email hoping someone will see value in what we offer.
As the founder of MAD Advisory, a boutique M&A Integration consulting firm, I compete in a world where boardroom decisions are often shaped by massive marketing budgets, entrenched vendor lists, and logos that have been on slides longer than some executives have been in the workforce. Meanwhile, we small business owners are out here hustling, not with gimmicks, but with genuine expertise, agility, and a relentless focus on outcomes.
So when I saw news of an upcoming merger at a large corporation, I figured I would take a shot. I sent a cold LinkedIn message to a senior executive (let’s call him Aaron -You know who you are 😁”Aaron” asked not be named). We had a few mutual connections, but no real inroads. Just a respectful, well-researched note saying: “Here’s who we are, and here’s how we might help.”
Honestly? I did not expect a response.
But Aaron replied. He took the time to read the message. He listened. He connected me to someone on their M&A team.
That small moment of professional courtesy turned into a 12-month engagement that delivered real results for both sides. In addition to running 4 of their IMO workstreams, we designed and implemented a sharp, real-time value realization tracker, one that not only tracked value capture but flagged risk early and steered discussions with laser precision. Every meeting had clarity and focus, and the impact was felt across the integration.
But the most valuable thing we built? The relationship.
Aaron and I established a high-trust, lasting professional bond. If he ever needs anything- an introduction, an extra set of hands, a strategic sounding board, a referral for a job (yes, that happens more often than you would believe), I will drop everything. Because he did something rare - he gave a capable but lesser-known small business a real shot.
And here’s the broader point.
There are many corporations who publicly tout their commitment to supplier diversity but do not always live that adage in practice. Let me be clear, I firmly believe you should hire the best person or firm for the job. Period. But giving smaller suppliers a fair chance does not compromise that principle, rather, it only strengthens it. It widens the field, surfaces fresh thinking, and often brings the kind of focused hustle you just do not get from the usual suspects.
All it takes is one response. One open door. One chance to be considered. And sometimes, that is exactly where the best solution comes from.
#SmallBusiness #Entrepreneurship #Leadership #ProfessionalCourtesy #SupplierDiversity #ProcurementLeaders #CIO #PrivateEquity, #CFO
