How Small Businesses Break Into Big Companies (And Why It’s a Marathon, Not a Sprint)
- Jennifer McPherson
- Jun 3
- 3 min read
Alison Tierney is the Director of Inclusive Business Partnerships for the Pacific Mountain West region at WSP in the U.S., a global engineering and professional services firm specializing in complex infrastructure and environmental projects. At WSP, Alison fosters strategic partnerships and community-centric collaboration, supporting diverse businesses and advancing the company’s global reach of 80,000 employees and its industry-leading inclusion initiatives. With over 20 years of experience across engineering, consultancy, and digital marketing, she combines business leadership with a passion for purpose-driven impact, bridging the gap between large organizations and small business partners.
Here’s a glimpse of what you’ll learn:
[01:38] Alison Tierney talks about her background and how she got started at WSP
[06:21] The secret to cultivating long-term relationships with large firms
[09:23] Why nimble small partners are essential for big organizations
[16:49] How to measure real impact in inclusive partnerships
[22:06] Embracing adaptability and mindset shifts for lasting professional fulfillment
In this episode…
Breaking into large organizations isn’t usually about having the best capabilities or the perfect pitch. More often, success comes down to understanding how big companies operate, building trust over time, and staying committed long after the first conversation ends. So what does it really take for a small business to earn a seat at the table with major organizations?
According to Alison Tierney, a seasoned professional who has spent decades helping businesses build strategic partnerships and grow sustainably, the answer is patience. She explains that winning work with large organizations is a marathon, not a sprint, requiring years of relationship-building, consistent follow-through, and finding advocates within the organization who can champion your value.
In this episode of Own Your Next, Jennifer McPherson is joined by Alison Tierney, Director of Inclusive Business Partnerships at WSP in the U.S, to discuss how small businesses can successfully build relationships with large organizations and position themselves for long-term growth. They explore why patience is critical, how relationship-building creates opportunities, and the advantages small firms bring through agility and responsiveness.
Resources mentioned in this episode:
Quotable Moments
“What I've learned with larger organizations and larger public agency partners and larger programs is that it's a marathon, not a sprint.”
“It is cultivating those relationships over a long period of time.”
“I think relationship building is key, you know, in this industry.”
“I still feel like it is about that connection and, and who you can connect with within an organization.”
“I've learned that you can't do it all.”
Action Steps
Build relationships before you need opportunities: Developing connections with decision-makers over time increases trust and creates future pathways for collaboration.
Think long-term when pursuing large clients: Large organizations move slowly, and sustained effort over years often produces better results than seeking quick wins.
Find an internal advocate within the organization: Having someone who understands your value and speaks on your behalf can help open doors to new opportunities.
Use AI to streamline repetitive tasks: Automating administrative work frees up time for higher-value activities like strategy, relationship-building, and business growth.
Stay adaptable as your business and life evolve: Being willing to adjust priorities and embrace change helps you remain effective through different stages of growth and leadership.
Sponsor for this episode...
Chickenango helps brands connect with their communities through thoughtful, strategic communication.
Specializing in public engagement, branding, and messaging for sectors such as transportation, infrastructure, energy, and government, Chickenago turns complex projects into stories people can understand and care about.
With decades of industry experience, their team builds trust through authentic storytelling and genuine collaboration.
Discover how they’re making a difference at chickenango.com.
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