You know your business can deliver. But how do you get a larger company to take a chance on you—and actually sign?

Join Startup Grind Grand Rapids for a practical conversation about how big companies buy from small startups and growing businesses.

We’ll explore what happens behind the scenes: who influences the decision, where budgets come from, what procurement needs, and why a promising conversation can stall before a contract gets signed.

Our planned panel brings together perspectives from corporate buying, founders who have won larger customers, and procurement or supplier development. Through real deal examples, we’ll unpack what opened the door, what slowed things down, and what helped get the agreement across the finish line.

We’ll cover:

• Finding the right buyer—and understanding who else needs to say yes.

• Building an internal champion who can make the case when you’re not in the room.

• Showing credibility when your company is small or relatively new.

• Navigating vendor onboarding, insurance, security reviews, and payment terms.

• Structuring a paid pilot with a clear path to a larger contract.

• Following up effectively and recognizing when an opportunity isn’t moving.

Come with a customer you’d like to win or a deal you’re trying to move forward. Leave with a clearer picture of the buying process and practical next steps for your business.

This event is for startup founders, small business owners, consultants, service providers, and anyone working to land larger business customers.

Expect candid conversation, audience Q&A, and time to connect with other founders and operators.

Speaker announcements and final venue details will follow.

Proposed date and time: November 17, 6–8 p.m. EST. Date, time, and venue are pending final confirmation.