Prepping for the Business Exchange Match Makers 2011 USBLN Conference and DSDP Conference Track...

Prepping for the Business Exchange Match Makers

2011 USBLN Conference and DSDP Conference Track

Presenters: Philip DeVliegher, Senior Manager-Supplier Diversity

Marriott & Conference Supply Chain Track Leader Brenda Burke, Director-Supplier Diversity, WellPoint, Inc.

Tuesday, October 18, 2011

USBLN® Disability Supplier Diversity Program®

Session Overview Current and emerging trends in supply chain What suppliers need to know What top corporations are doing to introduce

diverse suppliers/DOBE® s into their supply chains

Perfecting the elevator speech—marketing your company

Strategies to increase bidding and develop relationships

Setting expectations for Match Maker meetings

Philip DeVliegher, Senior Manager Supplier Diversity

How to Do Business with Marriott

Procurement Strategies

Speed to market Innovations Revenue generation Competitive pricing Superior customer

service

Cost management Reduce waste Inventory control Reduced cycle Enhance business

solutions

What’s Important

Corporations Quality of

products/services Knowledge of

customers Documented quality control systems

Capacity Level of experience

and reputation

DOBEs Documented quality

control statements and SOPs

Early knowledge of opportunity areas and access to bids

Access to buyers and end-users

Managing Risks – Providing Solutions Supply chain professionals and key decision

makers want to know who about your current suppliers

They want to know if you understand their business?

Classify your offering: innovation, cost-management, niche provider, high performance, customer service, market access

Define your core offering and explain why will it help this company/agency

Do you do it better than your competitors?

Research and Building Relationships Work to retain the customers you have while you

work to gain more Research your prospects Use technology and social media to enhance

marketing Be persistent and look for opportunities to

increase connections with supply chain personnel Utilize supplier diversity professionals to navigate

Don’t miss networking opportunities Participate in local trade association meetings Get involved in BLNs

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Brenda Burke, Supplier Diversity Manager

How to Do Business with WellPoint, Inc

Setting Expectations Don’t expect a Contract – expect a Contact Be prepared to create new relationships Business is done with those companies that

the decision-maker knows Supplier Diversity Professionals can make

introductions, advise you, but do not buy Dare to impress—use that elevator speech for

impact Have a plan on who you are going to meet

How to Make Friends and Influence Buyers Try to see things from the decision-maker’s

perspective Explain (briefly!) your value proposition Ask questions to determine:

What is needed to satisfy a particular requirement Is your firm viewed as a contender Who is the real decision-maker

Don’t leave a lot of paperwork behind Assess and prioritize using ABC

Size up the potential and make a follow up plan Then follow-up

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Table Top Discussion/Practice

Guidelines

Elect a discussion lead Identify 2-3 people at each table to make their

elevator speech 3 minutes for each speaker Provide constructive feedback Share approaches that have worked well

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What We Need from You Get/stay certified and encourage others firms

to become certified – to grow # and categories

Use this Matchmaker to build relationships and follow-up

Tell us about your successes: opportunities to bid, contracts, and engagement with BLNs

Do business with each other—look at alliances Share your ideas with us and stay involved

with DSDP

Patricia J. RichardsDirector, Disability Supplier Diversity Program®

USBLN®

pjrichards81904@yahoo.com713-304-8950

Or

Gary GoosmanDirector, DSDP Certification, Education and Outreach

USBLN ®

gary.goosman@usbln.org 202-349-4259

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Definition of Disability Disability is defined as a physical and/or

mental impairment that substantially limits one or more major life activities of an individual Based on the first prong of the Americans with Disabilities

Act of 1990

A service-disabled veteran is a person who served in the active military, naval or air service, and whose disability was incurred or aggravated in the line of duty in the active military, naval, or air service