7 Great Reasons to work with SMEs

Posted by Sarah Mitchell on 3 May 2010 | 6 Comments

Tags: SME, SMB

When I first started Global Copywriting, I reckoned I would target big companies and leverage my 18 years of corporate experience to build a freelance career. I had visions of working with companies like IBM, Microsoft, Telstra and iiNet. When I was selling software, I learned quickly it took the same amount of time to close a small deal as a big one, so I always went for the big ones. A bigger deal paid more commission. Since the only reason I was selling was for the paycheck, I got very good at doing big deals.

You might not be surprised to hear the same strategy didn’t translate so well into my own business, but I was. I discovered very quickly working with SMBs (or SMEs, as the Americans say) is far more satisfying and productive for a sole proprietor like me.

1) You work with the decision maker.
Fitzgerald Photo Imaging is a fabulous SMB run by the same family for over 30 years. Paul Maietta, the head of Fitzgeralds, is involved in strategic and operational decisions. I’ve worked directly with Paul on a number of different projects and have never had to deal with anyone but him.

2) They make decisions quickly.
When you’re working with large companies, it’s almost always necessary to meet with people at many different levels and in multiple departments before getting agreement to do a project. SMEs usually only need one meeting to decide whether or not they want to work with you.

3) They tend to be collaborative.
Clayko Group is a classic example of the collaborative nature of SMB. Through my work with Clayko I’ve been involved in a number of speaking engagements, networking groups and philanthropic activities.

4) They take advice.
Gillian Rossouw from Jill of All Trades revamped her website and she knew that meant new web copy, as well. I had some specific suggestions I thought would improve her business, including changing the names of some of her services. She listened to my reasoning and gladly accepted every bit of it.

5) They don’t waste time paying their suppliers.
Small and medium sized businesses are closer to their budgets and cash flow than big businesses. It’s not unusual to receive payment from an SME within 24 hours of invoicing.

6) They’re passionate.
Some of the best brains in business work in small and medium enterprises. HiLighter is a perfect example of two really successful people, Maud Eijkenboom and Astrid Fackelmann, recognising a need in the Innovation market and creating a company to fill the gap. Just one meeting with them makes you feel like you should go out and invent something.

7) They’re creative.
SignIQ is a software company specialising in shelf-edge marketing for retail stores. Their management team is exceptional in their desire to think outside the box and explore disruptive techniques to make software interesting. I walk away inspired every single time I deal with them.

If you had asked me a year ago about working with SMEs, I probably wouldn’t have had much to say about it. Interestingly, any way I evaluate my business, SMBs are at the top. Sure, I don’t have the glamour of big name gigs, but I’m far more stimulated, my invoices are paid quicker and the work comes with a lot less hassle. What else could the owner of an SMB ask?

What advantages do you experience working with small and medium businesses?