Selling B2B Services to Holding Companies

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June 04, 2025

by a searcher from University of Minnesota - Twin Cities Campus in Marysville, WA, USA

Hi everyone! I recently looked at a business that provided corporate wellness consulting, and their entire client list was made of holding companies. Essentially, the business would get a contract with the holding company to provide services to each of the companies in their portfolio, so the business was getting 5-20 clients with each contract signed. For those of you that own multiple companies, what are your thoughts on this model? Would you hire a consultant to work with your entire portfolio of companies? If so, what are some key considerations you'd have when it comes to offer, selecting a consultant, delivery structure of the services, etc? Open question, so take it wherever you'd like!
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Reply by a searcher
from University of Pennsylvania in Bellevue, WA, USA
I previously worked for a holding company that owned over 20 businesses (and had over 400,000 employees across them). If we came across a consultant or service provider we really liked, we'd often make a recommendation and introduction to our relevant operating companies but would leave the decision ultimately up to each operating company.
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Reply by a searcher
from University of Pennsylvania in Bellevue, WA, USA
Sometimes. It really depends if the vendor can offer demonstrable value to the operating company. If yes, it's a huge advantage that it came recommended from the parent company compared to other similar vendors pitching for similar services.
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