(Contributed by Gordon Daugherty, Capital Factory President)
The courtship almost always starts with the small company approaching the HQ of the big company they desire as a strategic partner. Usually, the big company is too distracted or the joint value from a partnership isn’t perceived as significant. If very lucky, a successful pitch is followed by numerous conference calls, lab trials, partner program paperwork and accompany payment. Eventually, the new partnership is revealed to the big company’s sales team and the pitching starts all over again. After all, if this sales team doesn’t take interest in the offering then all the work leading up to that point was wasted. So why not reverse the sequence of events?