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Accessing Corporate Business

Accessing Corporate Business. Where do you fit?. Tina Beckett, President. Accessing Corporate Business. Our world is changing like never before. Companies seeking business with corporations must adopt a philosophy of continuous improvement in order to be

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Accessing Corporate Business

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  1. Accessing Corporate Business Where do you fit? Tina Beckett, President

  2. Accessing Corporate Business Our world is changing like never before. Companies seeking business with corporations must adopt a philosophy of continuous improvement in order to be SUCCESSFULLY aligned with corporate initiatives and be SUCCESSFULLY positioned for corporate business. Vendor  Supplier  Strategic Partner Where do you fit?

  3. Accessing Corporate Business • Research the potential customer and opportunity • Know their business • Know their suppliers • Review membership organizations • Find a lead resource – use wisely • Associate with related organizations

  4. Accessing Corporate Business • Present your business case • EBE certification - not your identification • Company history • Company philosophy • Client list • Value proposition • How will you provide EXCELLENT service? • Show you understand their challenges • Show you understand their industry • Credibility of your staff

  5. Accessing Corporate Business • Prepare to learn and evaluate • Learn about the whole environment: • Ask for a tour, review their annual report, etc. • Listen and hear. Ask lots of questions, company philosophy, structure, etc. Watch body language. • Note questions they ask you. • Find out who all the stakeholders are. • Use your network for advice.

  6. Evaluate: • Do you fit with this opportunity/company, their policies, etc. • What have you learned that can help you reposition/revaluate/improve? • Does this company fit within your company’s marketing plan? • Nurturing existing customers • Exploring new customers

  7. Accessing Corporate BusinessKnow where you fit! Thank you! Tina Beckett, President

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