What not to do

Let me see...

Most of the large corporations in the U.S. are in big trouble.  One thing they really need is some new thinking that might help them get past the model that is not working for them.  That means they really need to uncover some new outside suppliers who are at the cutting edge of thinking.  Right?

So, why is it that most huge companies have isolated and insulated their employees from hearing from new suppliers?  Talk to any employee at a large company, and you will hear that they feel extremely isolated from outside thinking at a time when they are being hammered to create new growth, profit, and innovation.  

More and more companies are "protecting" employees by not giving their names out to new suppliers who call trying to find the person who might most need what they offer.  I guess they are concerned that they might get distracted from all the meetings that they have to attend, if they were to talk to people with new ideas.  Most employees I know at larger companies spend more than half of every day in meetings that then require them to do something to prepare for the next meeting.  Most say they don't have time to hear about good new thinking, even if they could find any.

Even when they happen to find a new supplier who has some unique thinking or approach to growing their business, corporate screening often kicks that supplier out, because there is a limit to the number of vendors allowed in the corporate buying chain.

Is it any wonder that larger companies are always the ones to hurt the most in a recession?  They are the ones who think the world is coming to an end when they see a 5% reduction in sales, while small to medium-sized companies regularly survive swings of as much as 15% to 30%.  

Small to medium-sized companies, beware!  Don't believe for a second that what the big guys do is how you should run your companies.  The lifeblood of innovation and dominance is new thinking that challenges what you are already doing.  Allow your employees to be connected outside, and you will drive the innovation that the big guys will only be able to follow.