Small Business, Large Clients

Staying Afloat

Irwin juggles a mind-boggling amount of tasks between her two successful businesses. Her software business is actually her first love, so she uses subcontractors for GIA Marketing. "I worry about just putting anyone out there," says Irwin. "Oftentimes, before I'll just hire someone, I try to take it on myself until it impacts my obligation to the software companies I work with. I definitely have to trust the folks [I hire.]"

Jennifer Hardaway is just beginning to feel the pressure of working with a big client. A buyer from Borders Books & Music happened upon her site, KLEAN Bath & Body, after reading about it on a blog, and requested product samples. Hardaway received her first purchase order in mid-September, and has hired a fulfillment company that -- here's that serendipity again -- just happened to email her right after the buyer from Borders did.

"I'm delivering the products to [the fulfillment company] and they're blending, filling, labeling and shipping," says Hardaway, 39, who creates spa-style products in her North Hollywood, Calif., home and mainly sells through her Web site. "[I did hire a] friend to help me with the Sugar Body Polish. We got together one Sunday and made 21 five-gallon pails of scrub. Then I drove it down to the packaging company in a rented U-Haul."

Hardaway doesn't yet know whether she'll have to keep up this pace. "I will see where this goes as far as Borders," says Hardaway, who expects $100,000 in sales this year. "But I am always growing my business and maybe eventually, I will approach more large companies, now that I have this experience under my belt."