Boost your Business:

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Welcome

• Boost your Business
• Supply Bromley

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• Ian Heptonstall
• Director
• Business to Business Exhibitions Ltd.

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What I am going to cover

• Whats 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

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Boost you businessSupply 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

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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.)

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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

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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

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Opportunityisnowhere
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The format of the event
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A few logistics . . .

• Event Catalogue
• Itinerary
• Badge
• Company Profile Form
• List of pre-arranged appointments
• Appointment stickers
• Networking card

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Red for Suppliers Blue for Buyers
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Appointment stickers
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Boost your Business
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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

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Exhibition . . .
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Catering
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Toilet
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To seminar room
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Registration
Entrance/Exit
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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

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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.

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The large companies you can meet
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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.

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Mr Jones ABB Engineering Co.
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Understanding the buyers
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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

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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

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Identifying decision maker

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The processes

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Supply chain

ODA/CLM
Olympic Park
Aquatics Centre MC
Tier 1 contractors
Aquatics Centre MC
Swimming Pool MC
ODA Supply Chain approx. 50,000 contracts
Tier 2 contractors
Swimming Pool MC
Bricklaying Subcontractor
Tier 3 contractors
Bricklaying Subcontractor
Brick Merchant
Brick Merchant
Tier 4 contractors
Distribution Company
Distribution Company
Tier 5 contractors
Brick Manufacturer
Brick Manufacturer
Quarry
Quarry
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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

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Opportunities for small business

Speed of service
Sustainability
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Presenting to the buyers
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Overcome 4 fears
Fear of rejection
Fear your product will not meet expectations
Fear of looking bad to the customer
Unsure when to close
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Your goals

• You need to know
• A) Decision maker
• B) Buying process
• C) Their need

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• Two ways
• to communicate

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U
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U
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• Two way
• communication

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U
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Get to the listening bit as quickly as
possible!
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• The eight stages to every meeting
• Introduction
• Hook
• Turn on phrase
• -
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• -
• -
• -

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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
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Openings What to say

• 2 objectives
• Put them in a positive frame of mind
• Get to the questioning part

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3 step focus

• Something good to say
• Say it well
• Say it often

Simple but not easy!
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• The eight stages to every meeting
• Introduction
• Hook
• Turn on phrase
• Probe
• Match
• Confirm
• ?
• ?

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• The questions you could be asking
• ?

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• 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?

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• The eight stages to every meeting
• Introduction
• Hook
• Turn on phrase
• Probe
• Match
• Confirm
• Close
• Shake hands

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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

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The biggest failing?
No follow-up!
Its your job to follow-up Dont wait for them to
call Bridge the first meeting Have value-added
follow-up points
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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!

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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

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Thank you
Ian_at_btob.co.uk