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

www.worldwidepictures.tv
Develop Effective, Collaborative Corporate
Relationships & Secure the Contract
WEConnect International Conference
London
November 2016
Nick Bramley
Head of Business Development
World 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 Use
Consider 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 Agenda
Understand 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 & Persistence
If 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….
Email - nickb@worldwidepictures.tv

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

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