Business Etiquette 101 - Prince George's County, Maryland
Transcript of Business Etiquette 101 - Prince George's County, Maryland
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• Business and Meeting Etiquette• Business Success• Communication• Networking• Contracting with the Private Sector• Doing Business with Prince George’s
County Government• Doing Business with the Federal
Government
Business Etiquette 101
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Agenda• Positioning your Business and Meeting• Communication• Business Etiquette • Meeting Etiquette• Success Strategies• Contracting in the Private Sector• Doing Business with Prince George’s
County Government• Doing Business with the Federal
GovernmentCopyright 2012 Mirinda Jackson
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Positioning Your Business to Succeed
• Internet presence (website)• Develop Business Plan• Obtain Business Insurance• Develop Marketing Materials• Electronic Data Interchange
(EDI)• Electronic Funds Transfer
(EFT)• Financially Sound• Resources
3Copyright 2012 Mirinda Jackson
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Positioning Your Business To Succeed
• Obtain Taxpayers Identification Number (TIN)• Obtain Data Universal Numbering System
(DUNS)– Phone: (866) 472-7362 – E-mail: [email protected]
• Obtain Appropriate Certificationsand Licenses
• Register in Prince George’sCounty Vendor/MBE OnlineApplication http://egov.co.pg.md.us.Mbeapp
4Copyright 2012 Mirinda Jackson
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Positioning Your Business To SucceedA dditional R equirements for C ontrac ting
Opportunities in the F ederal S ec tor• Register in Central Contractor’s Registration (CCR)• Complete Profile in Online Representation and
Certifications Application (ORCA) www.bpn.gov/orca
• Know your North American Industry Classification System (NAICS) Codes
• Accept the Government’s Purchase Card
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• Website should consist of your company name as the domain name (e.g., www.microsoft.com, not www.sites.google.com/microsoft)
• Website should include:– Client list/portfolio– Photo gallery– Key personnel– Mission and Vision statement– Contact information
• E-mail address should include company name (e.g., [email protected], not [email protected]). Purchased domains usually include customizable e-mail addresses.
Standing Out Among Your Peers
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Standing Out Among Your Peers• Business Card, Brochure, Capability Statement
should:– Represent your company– Clearly state products/services offered– List certifications and Contracting Vehicles– Include all pertinent information (i.e., name,
phone number(s), e-mail address, business address, website)
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Standing Out Among Your Peers
• Offering ‘Best in Class’ customer service should be your goal (be proactive rather than reactive)
• Marketing Materials should include, at a minimum: – Business Card
(use both sides)– Brochure– Capability Statement– Letterhead with matching
envelopes– Website
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Communication
• Voice Mail Messages• Speakerphone• E-mails• Be Accessible• Know when to listen• Publicize your successes
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Communication (Cont’d)
• Elevator Speech• Oral presentations• Maintain good records
(i.e. notes on commitments,conversations, etc.)
• Be Responsive
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Get Connected
• Look Beyond Immediate Area for opportunities
• Sponsor/Co-Sponsor events• Target Outreach Efforts• Attend Briefings, Pre-Bid/Post-Award
Meetings• Vendor Outreach
Sessions (Monthly, Quarterly, etc)
• Conferences• Training Sessions• Webinars 11
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Know What’s Going On In Your Industry
• Build Alliances• Know your “Competitors” • Look for Partners• Share information• Know your reputation• Develop pricing information• Join a Professional Organization, Trade
Association or Board, etc.
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Business Etiquette 101
• Respect “other folks” time• Respond to inquiries promptly• Negotiate milestone deadlines
that you can meet• Ask, “Is this a good time for us to talk?”
when you call a client, even if the call was scheduled in advance
• Don’t discuss race, religion or politics with your potential clients or in the workplace
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Meeting Etiquette 101
• Arrive on time• Give a firm handshake• Bring appropriate materials
to meetings, and bring enough copies (NEVER haveyour customer make copies for you.)
• Dress for the occasion (from head to toe)• Always exhibit a professional demeanor• Do not chew gum
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Success Strategies
• Do your homework (industry, competitors, market research, etc.)
• Penetrate existing customer base• Never stop marketing for additional
business• Consider contracts at all levels ($$)• Know what programs you qualify
for and become certified, if appropriate
• Learn the process, terminology, contract terms and conditions, etc.
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Success Strategies (cont’d)
• Hire the right people to represent your company and market products/services
• Identify a mentor or someone who cares about your success
• Have a succession plan in place for your business
• Ask for debriefing and/or scope reviews• Know the difference between goals and
entitlement
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Success Strategies (cont’d)
• Know how you are judged• Build Relationships• Follow up with potential
clients• Diversify your client base
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Contact InformationMirinda JacksonCompliance ManagerPrince George’s County Council14741 Governor Oden Bowie DriveCounty Administration BuildingFirst Floor - Room 1177Upper Marlboro, MD 20772Phone: 301-952-4919E-mail: [email protected]
18Copyright 2012 Mirinda Jackson