What can you do to establish a joint venture with a bigger player than you are?
The first thing you have to do is become relevant. No matter how big or small your business, no one will be willing to JV with someone they don’t know. You have to establish a relationship first.
Once they know who you are, remember that joint ventures are a game of “I’ll go first.” So offer to help them in some way. Chances are if you’re looking to partner with someone doing six or seven (or more) digits, they’ve got a lot going on. Find out how you can lend a hand and provide them some value.
Small caveat: when you’re doing this, don’t have an attitude of “well, I’m just doing this to get a favour from you.” That’s going to be a red flag to the other person that you’re trying to use or manipulate them, which will not bode well for your relationship.
And no JV can happen without that relationship. Nurture it well, and it will pay dividends for both of you.