Ask HN: How to compete with a large web company for a gig?

How do I compete with a large web company, for a client? I was approached by a potential client about developing a website. He is not tech savvy at all. He has an expansive spec in mind, which is technically challenging. Basically a social network + ecommerce site + beautiful web design. Working in my favor, I showed him a previous social network that I built. However, I am competing for this client with a larger design shop with a large portfolio. Their focus is on ecommerce and slick design. I believe they are a PHP shop. I don't think price is the concern with the client. He values low risk and safety and full-service. He is also interested in hosting and security. I showed him the work of my web designer to whom I subcontract, which is also very beautiful and slick. I also pointed out that my competitor might not have much experience with building a social network, which means it could be months before they deliver anything. He responded that they showed him a huge social networking site that they are building. Also, that they have a big portfolio and are "a company", whereas I am a single person. (I do have collaborators with whom I subcontract, though.) What can I say to sway the decision in my favor? I don't want to compete on price, because I don't think that is the deciding factor. [edit: I'm already using a Python open-source social network, Pinax, which is very good.]