Top tips to develop effective, collaborative corporate relationships & secure the contract

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Develop Effective, Collaborative Corporate Relationships & Secure the Contract

WEConnect International ConferenceLondon November 2016

Nick BramleyHead of Business DevelopmentWorld Wide Group


WBE’s – Just Imagine the Contract…….


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

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


Ten Top Tips For Success

Consider Which You Currently UseConsider Which You Could Try

Here to Share & Happy to Help……


1. It Starts With Your Strategy

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


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?


2. Getting the Positioning Right

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


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


3. Making Contact

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


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……


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


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


5. What Are The Corporate Hooks?

Every Environment is Different, Every Person Has Different Hooks

But Mission, Vision & Values Are Common & Consistent


Do Your Homework• Public Domain Information

• Research

• Failing That – Just Ask

• Mission, Vision, Values – Reflect Them Back

• Commitments & Pledges

• Financial Obligations

• Knowledge is Power


6. Playing The Corporate “Game”

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


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


7. Managing an “Opportunity”

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

An Opportunity Starts Somewhere


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?


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


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…….


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


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……


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

But Beware The Balance Between Professionalism & Stalking


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…..


Any Questions?

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

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Develop Effective, Collaborative Corporate Relationships & Secure the Contract

WEConnect International ConferenceLondon November 2016

Nick BramleyHead of Business DevelopmentWorld Wide Group