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Develop Effective, Collaborative Corporate Relationships & Secure the Contract

WEConnect International ConferenceLondon November 2016

Nick BramleyHead of Business DevelopmentWorld Wide Group

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WBE’s – Just Imagine the Contract…….

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Bad News - It Doesn’t Just Happen Like That…..

The Same Can Equally Be Applied to the Differences in the SME & the Corporate World

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Ten Top Tips For Success

Consider Which You Currently UseConsider Which You Could Try

Here to Share & Happy to Help……

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1. It Starts With Your Strategy

How Many WBE’s or SME Visitors Have an Active Corporate Engagement Strategy?

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Questions To Ask Yourself?• Why Do We Want Corporate Level

Business?

• Is Our Ambition Achievable?

• Are We Being Realistic or Just Optimistic?

• What If We Win Some Contracts?

• Can We Deliver?

• Impact on Business?

• How Credible Is Our Proposition?

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2. Getting the Positioning Right

Can You Communicate Your Offer, Your USP, Your Reason for Being in a Clear, Concise Manner?

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Making Sure That They “Get It”• The “Why” Is Vitally Important

• Consistency Helps

• Practice Makes Perfect

• It’s Rarely, If Ever About You

• What Is In It For The Recipient?

• What Is The Impact of Engaging Your Business?

• The EY Pitching Competition

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3. Making Contact

So Many Ways Can You Communicate, From Making Initial Contact to Maintaining Momentum & the Relationship

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Mixing It Up a Little• Phone Calls

• Email Campaigns

• Personal Email

• Linkedin

• Other Social Media

• Networking / Conferences

• Make Sure Your Contact Stand Out – Certified WBE Seeks……

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4. Opening The Door Via The Diversity AgendaUnderstand Where Diversity Sits, How It Can Help You & How to Help the Corporate Diversity Agenda

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Diversity in the Supply Chain• Where Does Your Diversity Contact Sit?

• Diversity v Channel Manager v End User

• What Is Their Agenda / Their Challenges?

• How Can You Help Them?

• Understand Their Structures & Workloads

• Keep It Brief & Simple

• You Don’t Want Special Treatment – Just Some Assistance

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5. What Are The Corporate Hooks?

Every Environment is Different, Every Person Has Different Hooks

But Mission, Vision & Values Are Common & Consistent

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Do Your Homework• Public Domain Information

• Research

• Failing That – Just Ask

• Mission, Vision, Values – Reflect Them Back

• Commitments & Pledges

• Financial Obligations

• Knowledge is Power

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6. Playing The Corporate “Game”

There Are Rules. You Need to Know Them, Accept Them & Play By Them

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Follow Their Process – However Challenging• RFP’s

• Capability Statements

• Supply Chain Portals

• Procurement Channels

• Decision Making Processes

• Terms & Conditions

• Don’t Moan About It – You Chose To Target The Corporate Sector

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7. Managing an “Opportunity”

For When You Start to Engage, Get Some Traction, or Just a Response

An Opportunity Starts Somewhere

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Data & Information Is Power• Record The Opportunity

• Data Management / CRM / Software

• Score The Opportunity

• S.C.O.T.S.M.A.N.

• Next Steps / Next Actions / Next Key Date

• Alarms & Reminders

• If Today Is Not The Day – When Might Be?

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8. Sometimes You Need A “Work Around”

Doing The Same Thing In The Same Way and Expecting Different Results is the Very Definition of Madness

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When to Be Creative & When to Walk• Don’t Just Accept A Blockage at Face Value

• Your Contact May Be Too Busy / Other Priorities

• Your Contact May Just Not “Get It”

• Which Other Doors Could You Open or Knock On?

• Enlist Help – Who Knows The Gatekeepers?

• Collaborators / Associates / Partners /Maggie Berry

• It Is Okay to Walk Away – With Good Grace…….

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9. WEConnect – It’s Not Just All Corporate

WEConnect is a Fantastic Resource, But It’s Also A Fantastic Network Outside of the Corporate Space Too

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Together We Are Stronger• Engage Fellow WBE’s

• Attend Events

• Contribute & Support

• Raise Your Profile

• Look For Collaboration Potential

• Can You Win Something Collectively

• WBE’s Buy Stuff Too……

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10. It Comes Down To Activity & PersistenceIf At First You Don’t Succeed, Try, Try & Try Again……

But Beware The Balance Between Professionalism & Stalking

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Collaboration & Corporate Sales Take Time• Be Persistent

• Put In The Hard Yards

• Make Sure You Have a Strategy

• Follow The Strategy

• Review Progress – What Works & What Doesn’t

• Grow a Thick Skin – Nothing is Personal

• As Nike Say – Just Do It…..

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Any Questions?

For a Copy of the Slides Please Pass Over a Business Card to One of Our Team or….

Email - nickb@worldwidepictures.tv

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Develop Effective, Collaborative Corporate Relationships & Secure the Contract

WEConnect International ConferenceLondon November 2016

Nick BramleyHead of Business DevelopmentWorld Wide Group