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 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

  1. 1. Entrepreneur Executive Briefing<br />Post-Event Presentations<br />“Pitching to Corporate Buyers”<br />www.entreseries.com<br />Sponsored by guidedbusinessplan.com and officeleverage.com<br />
  2. 2. 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.<br />Entrepreneur Executive BriefingProgram Note<br />
  3. 3. 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.<br />James Santino of the renowned Largest Mixer® Events discussed marketing strategies to attract a crowd to an event. <br />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. <br />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.<br />Jeff Uter has managed over $2 billion in contracts during his 30-year career. He provided tips to segment and target the corporate buyer. <br />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.<br />Presenters<br />
  4. 4. Entrepreneur Executive Briefing<br />Network, Plan & Take Action<br />October 19, 2010 | 3:00 pm – 8:00 pm | Doubletree Hotel | Orange, CA<br />
  5. 5. Jeff Uter<br />Premier Management Alliance LLC<br />Pitching Your Goods & Services to a Corporation: How to Leave a Lasting Impression with a Buyer<br />Entrepreneur Executive Briefing<br />
  6. 6. Why I’m Presenting…<br />…Managed Over $2 billion of capital spending in my 30 year career<br />
  7. 7. Relevant Experience<br />15 Years as a Buyer<br /><ul><li>7 Years with the Veterans Administration
  8. 8. 5 Years with Walt Disney Imagineering
  9. 9. 3 Years with Taco Bell (PepsiCo)</li></ul>15 Years as a Seller<br /><ul><li>3 Years EVP with BSW International
  10. 10. 12 Years Premier Management Alliance, Founder and CEO</li></li></ul><li>Sample Clients<br />Wal- Mart<br />Home Depot<br />Mars Retail (M&M’s World)<br />Red Lobster<br />Olive Garden<br />Planet Hollywood<br />Private Equity<br /><ul><li>Levi’s Strauss
  11. 11. Pizza Hut
  12. 12. Dunkin Brands
  13. 13. Rare Hospitality
  14. 14. 24 Hour Fitness
  15. 15. Capital Grille
  16. 16. Melting Pot</li></li></ul><li>What We Do<br />Operations Performance<br />Business Financing<br />Turn-Key Project Delivery<br />
  17. 17. Your Action Item<br />Customize Your Pitch to Various Corporate & Government Buyers<br />
  18. 18. objective<br />Understand Who You Are Pitching To:<br />What results are you trying to achieve?<br />
  19. 19. ResultsStart With the End in Mind<br /><ul><li>Target Client
  20. 20. Do Your Homework
  21. 21. Value of Your Product/Service
  22. 22. What is your desired outcome?
  23. 23. Examples:
  24. 24. Request for a proposal
  25. 25. Invitation to Meet
  26. 26. Contract or Purchase Order</li></li></ul><li>Decision makers<br />Level 1 Buyers : List job functions in your level one<br />Examples: CEO, Business Owners, Functional Executives<br />Level 2 Buyers : List job functions in your level two<br />Examples: Mid Level Directors/Managers<br />Level 3 Buyers : List job functions in your level three<br />Examples: End-User, Procurement Representative<br />
  27. 27. Mindset<br /><ul><li>What is the decision maker’s mindset?
  28. 28. Examples:
  29. 29. Pressured by time constraints
  30. 30. Governed by internal or External factors
  31. 31. Free from restrictions</li></li></ul><li>Need<br /><ul><li>How can you help them?
  32. 32. Examples:
  33. 33. Economic Value
  34. 34. Specialized Service
  35. 35. Capacity
  36. 36. Experience</li></li></ul><li>
  37. 37. Motivation<br /><ul><li>What is the business motivation?
  38. 38. Examples:
  39. 39. Savings, speed of delivery
  40. 40. Customer Feedback
  41. 41. Growth Strategy
  42. 42. Internal Policies</li></li></ul><li>18<br />Components of Your Brand<br />Parking<br />Trash<br />Lighting<br />Storage<br />Consumer Demands<br />Operation Processes<br />$<br />Signage<br />Maintenance<br />POS<br />Concept<br />Risk<br />Corporate Policies<br />Decor<br />Land Size<br />Advertising<br />Competition<br />Equipment<br />Kitchen<br />Security<br />Smallwares<br />Building Systems<br />Food<br />Safety<br />Seats<br />Jurisdictional Requirements<br />Developer/Landlord<br />Uniforms<br />Competition for share of Space and $$ is fierce!!<br />
  43. 43. Handout/Leave-Behind<br /><ul><li>What will you leave with the decision maker?
  44. 44. Examples:
  45. 45. Custom proposal
  46. 46. Prototype,samples,demo
  47. 47. Referrals, licenses, certifications</li></li></ul><li>Most Important Messsage<br />Confidence Wins!<br />
  48. 48. One Audience Question<br />More Info:<br />Jeff Uter<br />www.pmallc.com<br />
  49. 49. www.EntreSeries.com<br />View more presentations on our YouTube channel: GuidedBusinessPlan<br />GuidedBizPlan<br />Guided Business Plan<br />BizExpressPlan<br />

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