Recession Proof Small Business by gmf13850

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									     Welcome
Boost your Business:
  Supply Bromley
 Ian Heptonstall
              Director
Business to Business Exhibitions Ltd.
What I am going to cover

•   What’s of interest at Boost your Business
•   Exhibition | Seminars | Buyers
•   A few event logistics
•   Who are the buyers you can meet
•   How best to present to them
•   How to develop your USP
•   The questions you could ask
•   The eight stages of each meeting
Boost you business:
Supply Bromley

• To provide opportunities for SMEs to meet and sell to
  major public sector buyers
• To equip SMEs based in and around the London Borough of
  Bromley to more effectively market their goods and services
• To help local businesses to understand the range of local
  business support services
• To actively aid the networking of local companies
• To aid local companies in the preparation and presentation of
  their sales propositions
Public Procurement in the UK

• Local authorities (Unitary, Metropolitan, County and
  District)
• Central Government Departments
• NHS Trusts
• Emergency Services (Police, Fire and Ambulance)
• Education (Universities & Schools)
• Large projects - Olympics
• Publicly funded bodies (BBC, Crown Agents, British
  Nuclear fuels, The Post Office etc.)
Advantages of public sector

• Recession proof
• Marketing opportunities
    – Credibility, Recommendation, Word of mouth, repeat business
•   Huge spend – local government £40 billion, NHS £60billion
•   Good payers and proper arrangements
•   Do not go bust!
•   Work with a broad variety of suppliers
•   Subject to rigours of procurement legislation
• Some exciting and unique projects
Disadvantages of public sector

• Can be lengthy (expensive) process to win business
• Political impact can have an unexpected effect
• Decision making process is longer
• Different format, forms and tendering process
Opportunityisnowhere
The format of the event
A few logistics . . .

•   Event Catalogue
•   Itinerary
•   Badge
•   Company Profile Form
•   List of pre-arranged appointments
•   Appointment stickers
•   Networking card
        Red for Suppliers               Blue for Buyers




                                                 11
Business to Business Exhibitions Ltd.
Appointment stickers




                       12
Boost your Business
16
Exhibition . . .
 •   Action Coach
 •   Bromley Adult Education Consortium
 •   Business Focus
 •   Business Link
 •   Exor
 •   Federation of Small Business
 •   HM Revenue & Customs
 •   London Borough of Bromley
 •   Olympic Delivery Authority
 •   South East London Chamber of Commerce
 •   Supply London
Exhibition . . .
         15     16            17         18




         11     12            13         14
                                                                    22

                                                                    23

                                                                    24




Toilet




                                                  To seminar room

                                   Registration

              Entrance/Exit
Seminar programme

• How to identify and win public sector contracts   10.00-10.45
• Key note speech from Councillor Benington         11.00-11.30
• Opportunities with London Borough of Bromley
• Local opportunities from London 2012              11.45-12.30
• The supplier opportunity in the local NHS         12.45-13.30
• Low cost marketing and PR                         13.45-14.30
• Getting your policies and procedures in place     14.45-15.30
• Local Opportunities from London 2012              15.45-16.30
  (Repeat popular demand)
• Delivering successful sales presentations         16.45-17.30
Meet the Buyers . . .

• Buyers occupy an “office” for the day
• You choose which buyers you want to meet
• You meet buyers by appointment
• Not somewhere you sell on the day - the key is in
  the follow up!
• 25% of you will win business.
• Average initial order size of £22,000.
The large companies you can meet

                  AG Care - Care
                  Care Management Group - Care
                  Care UK - Care
                  Bromley My Time - Leisure
                  Comensura - Recruitment
                  Damovo UK – Communications & IT
                  English Landscapes - Grounds
                  EPS Group – Social Housing refurb
                  Liberata (UK) - Facilities mgt
                  O'Rourke Construction - Highways
                  Wallis (Kier SE) - Housing refurb
                  Bromley Adult Education College
                  Baker Tilly - Accountants
Making appointments . . .

• You have requested your appointments
• List sent to you by Friday
• At the event use the Buyers A3 diaries and your
  personalised stickers.
• To cancel unwanted pre-set appointments - use your
  query form.
• To change the time of a pre-set appointment, look at the
  Buyers diary for availability.




                       Business to Business      25
                        Exhibitions Ltd.
Mr Jones
ABB Engineering
Co.
Understanding the buyers
Criteria in tender evaluation
•   Environmental impact/processes
•   Quality procedures
•   Health & Safety policies & procedures
•   Diversity employment arrangements
•   Ability to fulfil the contract
•   Past similar experience
•   Past customers and references
•   Added value
•   Innovation
•   Price
Challenges for small business
• Collaboration – contracts may get bigger
  unless split into lots
• Whole life cost – contract management,
  continual improvement
• Understanding the procurement process
  requirements
• Identifying decision makers
• The supply chain
• E-procurement
Identifying decision maker
The processes
 Supply chain
              ODA/CLM
                              Olympic
                               Park
                          Aquatics Centre MC
                          Aquatics Centre MC        Tier 1 contractors


ODA Supply                 Swimming Pool MC
                           Swimming Pool MC             Tier 2 contractors

Chain = approx.         Bricklaying Subcontractor
                        Bricklaying Subcontractor             Tier 3 contractors
50,000 contracts
                             Brick Merchant                         Tier 4 contractors

                          Distribution Company                           Tier 5 contractors

                           Brick Manufacturer

                                 Quarry
                                 Quarry
Challenges for small business
• Collaboration – contracts may get bigger
  unless split into lots
• Whole life cost – contract management,
  continual improvement
• Understanding the procurement process
  requirements
• Identifying decision makers
• The supply chain
• E-procurement
Opportunities for small business


    Speed of                   Understand
                                 needs
     service



                  Small
                 Business


    Innovation                Sustainability
Presenting to the buyers
 Overcome 4 fears
Fear of rejection

                           Fear your product
                                 will not
                           meet expectations


     Fear of looking bad                Unsure
       to the customer                when to close
    Your goals

You need to know
• A) Decision maker
• B) Buying process
• C) Their need
Two ways
to communicate
U
U
Two way
communication
U
  Get to the
listening bit
 as quickly
as possible!
The eight stages to every meeting
1.   Introduction
2.   Hook
3.   Turn on phrase
4.   -
5.   -
6.   -
7.   -
8.   -
       Develop your ‘elevator
             speech’

•   Briefly what you do and who you do it for
•   How you offer value, benefit and quality
•   Short and concise and rolls of your tongue
•   Phrased to avoid objections




           FREE Elevator Speech template
           Openings: What to say



• 2 objectives
• Put them in a positive frame of mind
• Get to the questioning part
3 step focus
1.Something good to say
2.Say it well
3.Say it often



                             50
          Simple but not easy!
The eight stages to every meeting
1.   Introduction
2.   Hook
3.   Turn on phrase
4.   Probe
5.   Match
6.   Confirm
7.   ?
8.   ?
The questions you could be asking



                   ?
The questions you could be asking
• Who is the decision maker?
• Who else is in involved in the process?
• What is your annual budget for . . .?
• When are you looking to buy?
• Why are you looking for a new supplier?
• Where in the supply chain could I fit in?
• Could you recommend any other opportunities for me?
The eight stages to every meeting
1.   Introduction
2.   Hook
3.   Turn on phrase
4.   Probe
5.   Match
6.   Confirm
7.   Close
8.   Shake hands
Close in 5 questions?
•   Q1. How do you select (a supplier)?
•   Q2. How do you define…?
•   Q3. Why is that important to you..?
•   Q4. If I could….would I be?
•   Q5. Great! When can we begin..

• Practise this and variations
The biggest failing?
       No follow-up!

It’s your job to follow-up
Don’t wait for them to call
Bridge the first meeting
Have value-added follow-up points
Your presentation - summary

•   You have only 10 minutes
•   Set yourself clear objectives beforehand
•   Practice a short presentation
•   How will you communicate your USP?
•   Ask lots of probing questions
•   Finish by agreeing course of action!
What now?
•   Register and collect your full catalogue
•   Full list of delegates in the catalogue
•   Put up your Networking card
•   Speak to everybody
•   Make more appointments
•   Be 5 minutes early for each meeting
•   Do NOT over run
•   You will be asked for feedback!
•   Advice from exhibitors and attend seminars
•   Need Help - speak to the organisers in RED
Thank you
Ian@btob.co.uk

								
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