Three tips from a female entrepreneur on how to get a seat at the table and secure business from big businesses

However, when it comes to targeting larger businesses as clients, female entrepreneurs often face challenges. The promotional products industry is no exception, and Connie Matlejoane, a female entrepreneur from Klipfontein View in Midrand, Johannesburg, is working hard to overcome these challenges and share her experiences with others.

Connie established CRM Enterprise in her bedroom with only a desk, laptop, and cellphone. Since then, the company has grown into a successful operation with six permanent employees.

According to Connie, the promotional products industry is high-volume, low-margin, and driven by bulk orders, making corporate clients that procure promotional products in bulk essential to building a profitable business.

Persistence, building a track record, delivering excellent customer service, understanding corporate culture and decision-making processes, and possessing negotiation skills are key elements that female entrepreneurs can leverage to secure a seat at the table, says Connie. She offers her top three tips to other female entrepreneurs.

First, building a track record is critical. Female entrepreneurs must gain the trust of procurement and marketing professionals, who often prefer to deal with suppliers they know and have a track record with, rather than risk a mistake with a new entrant or a small business. Connie recommends accepting even the smallest orders, keeping an active online presence, responding to requests for quotations quickly, and sticking to clients' deadlines once the order is secured to establish a track record.

Second, delivering excellent customer service, building solid relationships with suppliers, and possessing negotiation skills are essential to differentiate female entrepreneurs from their competitors and secure corporate clients.

Finally, understanding the corporate culture and decision-making processes of potential clients is a critical aspect of winning business from big businesses. By studying clients' websites and meeting with clients, female entrepreneurs can tailor their proposals and suggestions to what is important to the client and make the most cost-effective recommendations.

Female entrepreneurs have an advantage, as more businesses are actively empowering women and supporting women-owned businesses in their supplier development plans. However, success requires hard work and dedication. Connie concludes, "The future for female entrepreneurs in our country is bright, as long as they are willing to put in the effort."