Every entrepreneur has met them. Big company executives with big company swagger. They ignore you. They dismiss the business problem you spent your life solving. They think they can crush you.
Then the tables turn. They push for strategic relationships. They want to give you money, frequently at irrationally high valuations. Finally they shell out enough scratch to buy you.
It is no easy task turning big company hesitation into commitment. But several key steps will help you manage this potentially make-it-or-break-it relationship. Through it all, be sure to drill into their heads every step of company progress as sales begin to multiply.
A great article that every entrepreneur should read. Good stuff.