USBLN - Disability Supplier Diversity ProgramUSBLN - Disability Supplier Diversity Program

Supply Chain BreakoutSupply Chain Breakout

Prepping for the Business Exchange Matchmaker MeetingsPrepping for the Business Exchange Matchmaker Meetings

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USBLN - Disability Supplier Diversity ProgramUSBLN - Disability Supplier Diversity Program

What are the current and emerging trends that govern corporate supplier selections and purchasing decisions?

Driven by corporate cost containment, reductions in spending and supplier base

Trend toward offshore buying

National suppliers with regional presence

ROI must be illustrated up front before projects are moving forward

Specific to WellPoint, seeking suppliers with health insurance experience

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USBLN - Disability Supplier Diversity ProgramUSBLN - Disability Supplier Diversity Program

What advice would you offer suppliers to perfect their elevator speech and how to concisely state their capabilities and value proposition?

What’s your niche?

What is your differentiator?

Geographic footprint - WLP States

Know the company

Why would the corporation be interested in doing business with your company?

Be prepared to present an analogy that helps me understand the ROI

What are your cost, quality, service, innovative solutions?

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USBLN - Disability Supplier Diversity ProgramUSBLN - Disability Supplier Diversity Program

What strategies should suppliers utilize from initial introductions to follow up and follow through?

Base follow up on scope of initial introductions

Voice mail is a waste of time

Mail is too cumbersome

Email follow up is best

Don’t ask to set up a meeting. That’s unrealistic.

Attach company profile (concise)