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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®
Or
Gary GoosmanDirector, DSDP Certification, Education and Outreach
USBLN ®
[email protected] 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
