Entrepreneur Executive Briefing | selling to corporations
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Entrepreneur Executive Briefing | selling to corporations

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On October 19, 2010 the first Entrepreneur Executive Briefing: Network, Plan & Take Action was held in Orange County, California to bring together successful entrepreneurs to connect in an intimate ...

On October 19, 2010 the first Entrepreneur Executive Briefing: Network, Plan & Take Action was held in Orange County, California to bring together successful entrepreneurs to connect in an intimate setting. This is one of six presentations from the event. Visit www.entreseries.com for more information.

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Entrepreneur Executive Briefing | selling to corporations Entrepreneur Executive Briefing | selling to corporations Presentation Transcript

  • Entrepreneur Executive Briefing
    Post-Event Presentations
    “Pitching to Corporate Buyers”
    www.entreseries.com
    Sponsored by guidedbusinessplan.com and officeleverage.com
  • On October 19, 2010, entrepreneur-education firm Guided Business Plan hosted and sponsored a new program, Entre Series, to encourage the entrepreneurial community to create action plans in the areas of product launch, corporate procurement and export financing. Attendees participated in six 30-minute seminars filled with resources to help propel their company forward. The first Entrepreneur Executive Briefing: Network, Plan & Take Action was held in Orange County, California.
    Entrepreneur Executive BriefingProgram Note
  • Melanie Rae opened the program by discussing strategic planning. She is the author of GUIDED Business Plan™, a book to simplify the process of creating business plans.
    James Santino of the renowned Largest Mixer® Events discussed marketing strategies to attract a crowd to an event.
    Irving Katz, Family Business Coach and author of Family Business Secrets: How to Keep Your Business Thriving from Generation to Generation, spoke about self-publishing and planning for business transitions.
    Since the age of 18, Michael Hexter, president of Hex Corp, has introduced numerous products to the marketplaceand owns production facilities in China and Los Angeles.
    Jeff Uter has managed over $2 billion in contracts during his 30-year career. He provided tips to segment and target the corporate buyer.
    AkaryBusto, Assistant Vice President of HSBC Bank anchored the program. She is an export financing guru who spoke about current federal legislation to encourage entrepreneurs to expand their export business.
    Presenters
    View slide
  • Entrepreneur Executive Briefing
    Network, Plan & Take Action
    October 19, 2010 | 3:00 pm – 8:00 pm | Doubletree Hotel | Orange, CA
    View slide
  • Jeff Uter
    Premier Management Alliance LLC
    Pitching Your Goods & Services to a Corporation: How to Leave a Lasting Impression with a Buyer
    Entrepreneur Executive Briefing
  • Why I’m Presenting…
    …Managed Over $2 billion of capital spending in my 30 year career
  • Relevant Experience
    15 Years as a Buyer
    • 7 Years with the Veterans Administration
    • 5 Years with Walt Disney Imagineering
    • 3 Years with Taco Bell (PepsiCo)
    15 Years as a Seller
    • 3 Years EVP with BSW International
    • 12 Years Premier Management Alliance, Founder and CEO
  • Sample Clients
    Wal- Mart
    Home Depot
    Mars Retail (M&M’s World)
    Red Lobster
    Olive Garden
    Planet Hollywood
    Private Equity
    • Levi’s Strauss
    • Pizza Hut
    • Dunkin Brands
    • Rare Hospitality
    • 24 Hour Fitness
    • Capital Grille
    • Melting Pot
  • What We Do
    Operations Performance
    Business Financing
    Turn-Key Project Delivery
  • Your Action Item
    Customize Your Pitch to Various Corporate & Government Buyers
  • objective
    Understand Who You Are Pitching To:
    What results are you trying to achieve?
  • ResultsStart With the End in Mind
    • Target Client
    • Do Your Homework
    • Value of Your Product/Service
    • What is your desired outcome?
    • Examples:
    • Request for a proposal
    • Invitation to Meet
    • Contract or Purchase Order
  • Decision makers
    Level 1 Buyers : List job functions in your level one
    Examples: CEO, Business Owners, Functional Executives
    Level 2 Buyers : List job functions in your level two
    Examples: Mid Level Directors/Managers
    Level 3 Buyers : List job functions in your level three
    Examples: End-User, Procurement Representative
  • Mindset
    • What is the decision maker’s mindset?
    • Examples:
    • Pressured by time constraints
    • Governed by internal or External factors
    • Free from restrictions
  • Need
    • How can you help them?
    • Examples:
    • Economic Value
    • Specialized Service
    • Capacity
    • Experience
  • Motivation
    • What is the business motivation?
    • Examples:
    • Savings, speed of delivery
    • Customer Feedback
    • Growth Strategy
    • Internal Policies
  • 18
    Components of Your Brand
    Parking
    Trash
    Lighting
    Storage
    Consumer Demands
    Operation Processes
    $
    Signage
    Maintenance
    POS
    Concept
    Risk
    Corporate Policies
    Decor
    Land Size
    Advertising
    Competition
    Equipment
    Kitchen
    Security
    Smallwares
    Building Systems
    Food
    Safety
    Seats
    Jurisdictional Requirements
    Developer/Landlord
    Uniforms
    Competition for share of Space and $$ is fierce!!
  • Handout/Leave-Behind
    • What will you leave with the decision maker?
    • Examples:
    • Custom proposal
    • Prototype,samples,demo
    • Referrals, licenses, certifications
  • Most Important Messsage
    Confidence Wins!
  • One Audience Question
    More Info:
    Jeff Uter
    www.pmallc.com
  • www.EntreSeries.com
    View more presentations on our YouTube channel: GuidedBusinessPlan
    GuidedBizPlan
    Guided Business Plan
    BizExpressPlan