Alliance Mid-Atlantic March 6, 2012 WHAT DO MATCHMAKING HOSTS REALLY WANT TO HEAR FROM YOU? Prepare...
-
Upload
derek-rich -
Category
Documents
-
view
220 -
download
1
Transcript of Alliance Mid-Atlantic March 6, 2012 WHAT DO MATCHMAKING HOSTS REALLY WANT TO HEAR FROM YOU? Prepare...
Alliance Mid-Atlantic March 6, 2012WHAT DO MATCHMAKING HOSTS REALLY
WANT TO HEAR FROM YOU?
Prepare
Present
Pursue
Alliance Mid-Atlantic March 6, 2012WHAT DO THE MATCHMAKING HOSTS REALLY
WANT TO HEAR FROM YOU?
Prepare – getting ready, research (from both sides)
Present – That crucial 10 minutes
Pursue - Near and long term strategies
Suggestions on Do’s, Don’ts
Preparation resources , Follow up
Using your existing customers to be your sales force
Preparing for and marketing to large
corporations
Prepare for that First Impression
D&B ReportCorps.
Credit rating – Current data
Threat Index – non-negotiable score minimum
Web Site – Kick the tires
Small Business
Get your financial house in order – You are competing against the best companies in the world. Make sure the report is accurate, address any issues. (long lead)
Prepare for that First Impression D&B Report
WEB Site/Email/Telephone Home Page Accurate/Complete; no “under construction”
No dead links; Return to home - easy to navigate
News – be sure it is current, not 3 years old
Certification(s) on first page;
Aura/Association Marketing Who are your high visibility customers
Stand Alone – contact information on every page
Hotmail, AOL, Gmail, Verizon.net - NO!
Phone ans. message – clearly identify company
Email Blasts vs. Privacy: Corporate firewalls See CC
Example of the Aura Effect
Ricchini, Sandra A CIV NSWCCD Philadelphia, 018; Bullock, Alyse C CIV SECNAV OSBP; Capers, Derrick P CIV SECNAV, OSBP; Fletcher, Wendy M CIV SPAWAR, 21300; Ford, Sarah D CIV NAVSEA, SEA 02; Foreman, Timothy OSBP, WNY; Gail Wegner; Michael McCall; Obey, Patricia CIV SECNAV SADBU; Sara West; Sheryl Woods; Stinson, Oreta CIV OSBP, OSBP; Susan Rapoza; Tamika Gray; Tatigian, Sarkis CIV NAVSEA, SEA 00K; Taylor, Brad CIV MSCHQ; Temika Morris; A. Joseph Bowers; Andy Hair; Ashley Burton; Barbara Knox; Barbara Page; Bill Cantrell; Bonnie Nesselroad; Bruce Schneider; Carol Decker; Cathy Hampton; Chari Russell; Gillean, Charles T; Cheryl Chandler; Christine Haber; Claire Hackett; Clyde Stoltzfus; Crystal Ober; Cynthia Lee; Daniel Shade; David Canada; David Gray; Dawn Chartier; DeVera Redmond; Diane Dempsey; Diane Marsden; Docey Chaplin; Donna Feaganes; Edward Resnick; Edwin Beussink; Elizabeth Cardillo; Emily Harman; Eric Bankit; Gedell Hawkins; Glenn McAllister; Gregory Mcmullin; Jack Beecher; Jack Lassiter; Jada Poller; James Lumley; James Noviello; James Regan; Jan Mirijanian; Janet Pritt; Jeraline Artis; John Fedkenheuer; John Henley; John O'Brien; John Rasmussen; Joseph Moore; Joyce McDonald; Juanita Beauford; Karen L. Baker; Karen O'Donnell; Kathy Koslosky; Kristen Moyer; Linda Toth; Lisa Price; Louis Cosby; Lynne Hood; Mari McNally; Mary Lee Kolich; Mindy Scott; Nancy Small; Nellie Mells; Pat Monastero; Pat Tashima; Patricia Bullock; Patricia Cleveland; Paul Rooney; Peter Brown; Raymond X. Blauvelt; Renee Decker; Robert A. Brown; Robert Brown; Robert Stag; Ron Moreau; Sheila Dews-Johnson; Sherry Rose; Stan Daise; Stephanie Sherwood; Stephen Suder; Susan Cooper; Terry Budge; Thelma Gabrielson; Thomas Miglas; TJ Smith; Wayne McDonald; Wendy Martin; Ahluwalia, Jaspreet; Ahn, Deborah; Anderson, Lola; Anderson, Stacey K.; Austin, Lorena; Baldini, David; Belden, Ronald R.; Bergman, Donald; Blankenship, Cheryl; Boettger, Christine; Bowlson, Cheryl; Buffler, Janice; Burke, Rachael; Burns, Patricia; Burrows, Susan CIV NAVSUP HQ, OSBP; Burton, Harriett L; Cail, Dawn R CIV NAVFAC LANT, SB; Campbell, Judy; Cantrell, William; Carkhuff, Kenneth A CIV NAWCAD, 7.1F; Carosella, Rosita; Carpenter, Becky; Carpenter, Cynthia; Celani, Kristen; Chieffo, Jacob; Christina, Paula J.; Clark, Theresa L.; Clark, Victor; Crickman, Nancy; Dalton, Dennis; Davis, Irene; Dawson, David; Diehr, Kathleen R.; DiPhillips, Gay; Egley, Sandie; Erazo, Lidija; Evans, Allison S CIV NAVFAC, Washington; Fairfield, Marita L.; Farris, Andrea; Faulkner, Derek; Flannery, Bill; Forlenza, Robert; Freeman, Sherry; Furey, Gerald CIV NAVSUP FLC Norfolk; Gahagan, Robert B; Gallagher, Anges; Glodek, Kate Lacey; Gordon, Jennifer L; Goss, Guy A CIV NSWCCD Philadelphia, 3310; Gouaux, Carl; Gurney, Raynette H.; Hall, Pazant Alecia; Hansen, Erica; Harmon, Joanna (Joey); Harned, Kynn; Harris, Joyce; Haynes, Vickie; Heal, Diane H; Heyward, Evonne; Hill, Kari; Hill, Wendy Y.; Hughes, Robert CIV NAVSUP WSS; Jackiewicz, Christy; Jean-Baptiste, Omoro; Jennings, Faye G; Johnson, Carrodena D CIV NAVSUP FLC Norfolk, Code 240; Johnson, Gwen; Jones, Chris; Katacinski, Irene H CIV NSWCCD Philadelphia, 01800; Kates, Brenda A; Kim, Amy; Klein-Pintouri, Rachel; Kline, Steve; Knowles, Mary Anne; Kokinda, Carol; Koone, Linda; Kurzendoerfer, Karen A; La Bar, Bruce R; Levner, Louis; Lewis, Andrea; Livengood, Lynn; Lowe, Rochelle; Lucretia Gresham; Macchitelli, Karen; Martin, Becky; Mastrincola, Anne; Matt Haaga; Matthews, Kay; Mazzotta, Vincent; McClain, Sheila; McHugh, Pat; McNamara, Sean; McReal, Mimi; Merrion Johnson, Annette; Merritts, Sarah; Moore, Andrea; Moore, Jill A. USNCIV NAVAIR Small Business Office; Morrow, Sharon R.; Myers, David ; Newell, William; Newman, George; Nyanko, Michelle; Owens, Linda; Panos, Craig J; Parrott, Claudette; Perkins, Anita; Peters, Christine ; Pickett, Brenda P CIV ONR, 22; Pierce, Cris; Polizos, Bill; Powell, Mary H; Pualani, Gloria; Rachubinski, Katherine; Richardson, Casey G.; Sacidor, Ricardo; Schneider, Eric; Schumacher, Mark; Scott Paige, Sarah; Shark, Bob; Silvestri, Patricia; Simelton, Cathea M.; Singleton, Lisa; Sisler, Donna; Small, Stacey; Smith, Donyale; Smith, Faith; Smith, Shawn CIV SECNAV; Smith, Terri; Snyder, Robyn; Stevenson, Orlando; Stewart, Michael; Stith, Wesley; Sullivan, Jerrol; Sullivan, Larry; Swain, Kevin; Tack, Troy; Taylor, Barbara N CIV NAVFAC Lant; Thrower, GFelecia; Tompkins, Joanne; Travers, Chris; Treseler, John; Troyan, Lauren; Tyree, Sandra F CIV MSFSC, N00SB; Wachob, Darryl; Warfield, A.M.; Warner, Denise; Watts, Paula K; West, Tonya; Whitlow, Walter; Whittaker, Sharon; whittenburg, Mitzi S; Wilk, Michael; Wilkerson, Michael; Wilkins, Marjorie J. USNCIV NAVAIR AIR 2.OD1; Williams, Jennifer; Williams, Martina; Wilson, Pamela; Wood, Lisa; Wright, John; Wright, Yvette V.; Zahirieh, Shahrokh
Prepare for that First Impression D&B Report
WEB Site/Email
Market Research Learn what the company/individual does/needs. Research
recommendation “Google Alerts”, Search social media, LinkedIn
Kick the tires on their Web site, SEC 0-K report
Fed Biz Ops for Federal Contracts
Talk with current clients in targeted industry
Look at your competitors (CCR, Dynamic Small Bus. Search (example next)
Search Criteria: Calif. - NAICS 541813 Marketing ConsultingReferences: (2 of 16 references!!)
Name: California PUC, California Telephone Access Program Contract: Develop Protocols for Call Center Start: 02/27/2004 End: 12/30/2012 Value: $7,225,000.00 Contact: John M. Leutza Phone: 415-703-1060
Name: U.S. Department of Veterans Affairs, Western Blind Rehabilitation Center Contract: Market Research Start: 09/29/2008 End: 03/01/2009 Value: $78,000 Contact: Brian Higgins Phone: 650-493-5293
Prepare for that First Impression D&B Report
WEB Site/Email
Market Research
Use Trade/Professional Associations/Clients NMSDC is a prime example; Actively mine memberships; ask
for introductions (perceived as an endorsement)
Active participation – Be a Leader I your profession
Write; Speak; Publish – Distinguish yourself
Follow individuals to and from your client company
Contact representatives at conferences – networking
Social Marketing – LinkedIn, FB, Twitter (follow competitors)
Present Yourself That First Contact Develop a strong/short Value Proposition, based on what the
targeted company needs. (7-12 seconds) “I do freight” or “You call, We haul, That’s all”
Don’t lead with price, “I can save you 20%” ARGHHHHH
Be succinct/to the point. Address the problem, fix, savings
Where do ‘Me Too’ presentations wind up? Can do vs. Are doing. How are you unique?
Capability Statement - Designed a $1.5M addition for the client, came in $200K under budget and 3 weeks early, Call XXX for a reference.
Pursue……..
Follow Up Deliver what you commit to in a timely manner
Keep in touch, but not obnoxious
BE PATIENT – remember 85%/6 month rule
Once you get that contract – ask for referrals, repeat cycle
ReferralThe strongest of marketing tools. Referral is equivalent to
an endorsement. Follow your clients. Job changes, LinkedIn, Twitter.
Pursue……..
Follow Up
Referral Be the Best
“The World is Flat” Competing against the best in the world. Do it on your terms.
Identify needs as you penetrate and collaborate with others.
Patience - Corporation will look at you on their timetable, not yours
Unique Corporate perspective
If not a corporate supplier, what of the employees? (Company intranet) Decker Ceramic Tile, Making dreams a reality one tile at a time
In business since 2006. From design to the finishing touches communicating step by step cause we understand and care. If you're looking to brighten up that mudroom, spruce up the foyer, or enhance and beautify your home by remolding the bathrooms and kitchen with new tile. We are a phone call away. Decker Ceramic Tile is insured and licensed in the states of Delaware and Pennsylvania.We offer free estimates and offer 10% off on labor to all AZ employees.www.deckerceramictile.com PH: 302-250-1369 EMAIL: [email protected]
Explore ways to access the companies employees.
Save on sunglasses, transition/polarized lenses and more!! (EyeMaxx.com)
EyeMaxx at the Shoppes of Dilworthtown Crossing in West Chester, is pleased to offer AZ employees special pricing on a variety of eye care products; Think sunglasses! Please see the site for full details to qualify. Offer is good through August 31, 2011.AZ welcomes this local minority woman owned small business
Desserts by Dana. Wedding cakes and much more (DessertsbyDana.com)
At Desserts By Dana we are known as Delaware‘s King of Cakes. We do it all from wedding cakes, to birthday cakes, to sculpted cakes and more. If you have a theme, bring it to us. We will do what the others are afraid to touch. Take a look at some of our designs and galleries. We also have Delaware's Best Buttercreams and Fillings.Identify yourself as an AZ employee for special pricing!!AZ welcomes this minority business; winner of the City of Wilmington's 2008 Business Plan Competition & a member of the New Castle County Chamber of Commerce & America’s Next Great Baker 2010
Great Scot Cleaning Service (GreatScotSystems.com)Homes and much more!
When we're done, you'll be happy. If you're not happy, we're not done. Serving DelCo, ChesCo, New Castle, Harford & Cecil counties offers carpet cleaning, windows, germ/odor control and much more. Homeowners are looking for good trustworthy cleaners to come into their homes & we fill that void. Contact Great Scot (610-203-3535/443-207-0367) for your cleaning needs and ask about our special AZ pricing.AZ welcomes this minority veteran owned business
Questions?
Charles Gillean
Global Supplier Diversity Program Leader
AstraZeneca Pharmaceuticals
302.886.1183
www.AstraZeneca.com
www.AstraZeneca-US.com