How to Win When You’re Not the Biggest Name in the Room
This could be your breakthrough moment. But now what?
If you’re a small business or startup and you’re about to enter into a contract with a major corporation, you’re likely feeling the pressure to say “yes” to whatever they put on the table. But according to business attorney Debbie Faulkner, that instinct could cost you far more than you realize.
“Just because it’s your biggest deal doesn’t mean you should take the first offer,” she says. “That kind of desperation can set the wrong tone for the entire relationship.”
In this post, we’ll walk through how to navigate contracts as the underdog—without selling yourself short. Because when you know your value, and you have the right representation, you don’t just survive… you win.
Tip 1: Don’t Take the First Offer
Most small businesses feel like they’re at the mercy of larger companies. But Debbie Faulkner sees this all the time—and cautions against quick agreement.
“The first offer is rarely the best offer,” she says. “It’s often structured for the benefit of the brand—not you.”
Larger brands may assume you’ll accept all their terms without pushback. And many entrepreneurs do just that—because they’re afraid the deal will fall apart if they don’t.
But here’s the truth: negotiating doesn’t make you look ungrateful. It makes you look like a professional.
And if the brand does walk away just because you asked for clarity or fairness? That’s not a relationship worth pursuing anyway.
Tip 2: Representation Is Respect
Having an attorney review (or better yet, negotiate) your agreement shows the other party you’re serious about protecting your business.
“The act of having legal representation itself sends a message,” Debbie explains. “It shows you know your worth—and that you’re thinking long term.”TFF-Social-Series-5-Und…
It also allows you to spot common pitfalls in brand-to-business contracts, such as:
- One-sided termination clauses
- Unclear intellectual property ownership
- Excessive indemnity or liability exposure
- Payment delays or vague deliverable terms
You don’t need to be a legal expert to push back. You just need someone in your corner who is.
Tip 3: It’s a Draft, Not a Dictate
If the agreement comes across like a finished product—polished PDF, fancy formatting, legal letterhead—don’t be fooled.
“The first agreement doesn’t have to be the final agreement—nor should it be,” Debbie emphasizes. “Everything is negotiable.”TFF-Social-Series-5-Und…
Contracts are starting points. You’re allowed to redline. You’re allowed to clarify. You’re allowed to say, “This term doesn’t work for us. Here’s a better way to structure it.”
Too many small business owners assume they can’t touch a big company’s contract. But those documents were written with the brand’s risk in mind—not yours. If you don’t speak up now, you could be locked into years of obligations that drain your time, money, and resources.
Contracts That Reflect Mutual Value
At The Faulkner Firm, we help small businesses level the playing field with tailored partnership agreements that:
- Define roles and expectations clearly
- Place value on your services and brand
- Establish fair exit clauses and dispute processes
- Protect your intellectual property and reputation
Debbie’s approach is grounded in over 17 years of experience drafting contracts for business owners, creatives, franchisees, and professionals across the country. She knows how to translate your vision into legal clarity—and make even the most intimidating deals feel manageable.
“We help you lead with strength, even when you’re the smaller fish,” she says. “Because confidence doesn’t come from being big—it comes from being prepared.”Faulkner-Firm-Vers-Cont…
Ready to Play Bigger?
If you’re on the verge of signing with a national brand, take a beat.
Have a lawyer review your agreement. Ask the questions that need asking. And most importantly, don’t sell yourself short.
🖋️ Contact The Faulkner Firm to review your next big contract and ensure you step into the spotlight prepared, protected, and positioned for long-term success.