Breaking into a corporate supply chain is one of the fastest ways to grow an SME, but the rules are different from selling to a small business. Procurement teams are managing risk as much as buying a product.
What procurement actually evaluates
Price matters, but it rarely wins on its own. Buyers are weighing whether you can deliver consistently, whether you'll still be around in a year, and whether working with you creates risk for them.
- Delivery track record and references from similar clients.
- Financial stability and the capacity to fund the order.
- Compliance: tax, B-BBEE, and sector-specific certifications.
How to win the deal
Make it easy to say yes. Show up with the paperwork ready, a clear delivery plan, and proof you've done it before. The suppliers who win are the ones who reduce the buyer's risk, not just the ones who quote the lowest number.
