If you've ever wondered how a big business got that way, take a look at its founders.

Most were probably confident, motivated and goal-oriented. Plus, most probably worked long hours, including evenings and weekends.

But if you're ready to dedicate yourself to growing your business, here are some tips to help small businesses work with the big guys:

* Create a wish list of large organizations to target.

This will give you clear goals and help you organize your efforts. The advantage to large corporations is they typically offer work on a continual basis, which means you could have several opportunities for different projects over several years.

* Get set up as a vendor.

The first step is usually completing a supplier profile sheet. Most corporations have this on their Web sites, or you can get the necessary forms by calling its main purchasing office. Some people think because they've filled out the application, they're done and orders will come rolling in. But you can't assume anything; you must also market yourself.

* Be persistent.

Try to find out who's purchasing your particular commodity. Sometimes they don't want to give you their name and you'll hear, They'll tell you they will call if they're interested. Be polite, but continue to call until you talk to them or set up an appointment.

Make friends with receptionists because they can really help you connect. Remember, some corporations have one contact point, while others have many.

I will never forget 17 years ago being pregnant and spending three days of the week visiting all the different contacts that could potentially use my services and products at one institution.

* Do your homework.

There's nothing worse than hearing, "We have no need for your services." Before you call or meet anyone, research the company as much as possible. Make sure they buy what you're selling before you walk in the door.

* Know that appearance and attitude matter, so be sensitive to the kind of impression you're making.

Always be humble, respectful and appreciative. Think about what you're driving, and what you're wearing because people will remember. Wedding rings are fine, but avoid flashy jewelry. Look for similarities between yourself and those to whom you're marketing your product or service.

* Treat first meetings like first dates.

When you finally get an opportunity to perform, give your purchasing contact special treatment and a personal touch. Bring your brochure and do five minutes on your firm, and then, use the rest of the time to fact-find.

Ask questions like, "Can you please tell me how your purchasing process works?" or "Do you have a national contract already established?" Bring your notebook and take notes. If they tell you to call someone in another building, then do it.

* Know and be honest about your limitations.

You're trying to build a marriage. If you don't have good products and don't provide personalized service, the relationship won't last. If you can't handle a national account, say so. This will also help you forecast staffing needs.

* Create your own opportunities.

Read business publications, network with those in related fields and watch trends that affect your business.

For example, if you sell office furniture, you can drive around the city, looking for new construction. And, if you hear from an associate in information technology that a company is using its services, there's a good chance the company may need new furniture.

* Always follow up.

Once you have contacts, keep them by thanking people for their time. This can be done using hand-written notes, through a phone call or even sending e-mail messages. Don't send gifts, keep it simple and never take a customer for granted.

* Get certified.

Having more certifications for your business translates into more credibility. This is critical, even though it takes a lot of time. The Ohio Department of Development, 614-466-8380, is great resource as is the South Central Ohio Minority Business Council, 614-225-6959.

* Take advantage of business events.

These are often great ways to market to many different organizations at one time. For example, the 2006 Ohio Business Opportunity Fair May 15 to May 17 (ohiobizoppfair.org) is the largest gathering in the state of corporate purchasing agents, higher education facilities and government agencies in the state.

Take everyone's business cards and touch base within a week's time. Write little notes on the card so if they say they're doing a project in two years, you can put this in your tickler file. Remember, be proactive.

Carolyn Williams Francis is president and CEO of Williams Interior Designs Inc.