What if the biggest mistake agencies make isn't failing to land Fortune 500 clients—but succeeding too early?
Emmy-winning filmmakers Stephen Skeel and Michael Ayjian from Seven Wonders Cinema have transformed content for Mercedes, Disney, and other Fortune 500 brands, driving valuations from $25 million to $1 billion. But their path to the top wasn't what you'd expect. Instead of chasing logos, they built strategic stepping stones that made big clients chase them.
In this episode, discover why 73% of agencies lose profits to client overreach, the counterintuitive reason big companies are sometimes easier to close than small ones, and the political skills you need to navigate bureaucracy without sacrificing your creative vision. Stephen and Michael reveal the specific strategies they use to maintain control while delivering results that keep Fortune 500 CMOs coming back for more.
The conventional wisdom says big clients have longer sales cycles and more complex approval processes. But Stephen and Michael discovered something surprising: Fortune 500 companies often close faster than local businesses. A $50,000 project might be discretionary spending for a Fortune 500 company, while a $10,000 project represents a major investment for a local Ford dealership.
The key is building credibility through strategic stepping stones. Instead of walking into Disney's headquarters with no track record, start with the local car dealership knowing you want to work with Ford eventually. Work with Blue Shield's partners to eventually reach Blue Shield directly. Each step builds the portfolio and relationships needed for the next level.
But landing big clients is only half the battle. The real challenge comes in maintaining creative control while navigating corporate bureaucracy. When you're dealing with five layers of decision-makers, design by committee becomes inevitable. The solution isn't to fight the system—it's to become indispensable within it.
Trust becomes your most valuable currency. Big companies will treat you as an internal team member once you've proven yourself reliable. They'll say things like "make sure you're making money on this project" instead of nickel-and-diming every expense. But this trust takes time to build and requires consistent over-delivery.
The power struggle isn't really about control—it's about becoming the expert in what they need most and don't have internally. When you're the authority in your domain, clients defer to your expertise. But you must be willing to walk away if the relationship becomes toxic or unprofitable.
Stephen and Michael's advice for founders considering the big client path: expect longer payment terms, invest in good legal counsel for contract negotiations, and develop political skills for managing multiple stakeholders. Most importantly, remember that every no gets you closer to the right yes.
Watch the Full Episode on Handling High-Value Clients with experts Stephen Skeel and Michael Ayjian below:
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