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Test eb
1. This is the test Link for our Online Meeting.
If you can see this slide we’re set and ready to go for our online
meeting shortly.
Will send you another link 10 minutes before our meeting with
the actual Executive Briefing Slides
1
Editor's Notes
Questions to answer during the presentation:
What can you do for us? How does this apply to us?
This was asked by CEO of MNRB Mohd Din Merican, by stating that they don’t buy much since they’re a financial institution – insurance.
To illustrated this need to tell more stories that will possibly make them related to it.
2. Is your service similar to other companies that offer process improvement?
No, as we’re focused on procurement. What happens is that you may hire a big 5 company. They’ll do the gap analysis and then offer what you need to do. We’re different in 2 things:
Solely focused on procurement – you’ll get a much more detailed and specialiased analysis
We tell not only what to do, but also teach you and your people how to do it – knowledge transfer. Example, Al-Hassan group in Oman hired us for a 4 days project focusing only on Strategic Sourcing, since that was one of the areas that their consultant told they need to improve. And they said after the 4 days that they could have save USD 1.2 Million for one of their projects which was part of what we reviewed during the 4 days.
3. How Can we Open the Wounds More?
This simply means to offer more info that will open up their problems. Right Now I’m not seeing that my presentation opens up any wound – unless they feel some pain they will not buy. The key here is to make them envision that what might go wrong will go wrong in their organisation – certainly the best approach is to bring/mention something that they already did wrong OR
DURING THE PRESENTATION ASK A RHETORICAL QUESTIONS – WHAT ARE 2 things you are doing well? And
What are 2 things that you can improve in procurement? What would happen if those 2 things remain the same?
Can possibly put them in 1 slide under the heading “WHAT CAN WE DO FOR YOU?’” – EXPLAIN THAT THEY CAN BETTER ANSWER THAT QUESTION BY SIMPLY ANALYSING THE FOLLOWING 3 QUESTIONS
Then explain that some potential answers are:
WHAT ARE 2 things you are doing well?
(Focusing on Cost Reduction, state that this is something they need to capitalise and use more eg great relations with key suppliers, systems in place, software in place, support from CEO,
2. What are 2 things that you can improve in procurement?
(having better people hire or train, better suppliers (qualify and hire), no contract delays, suppliers do what they promised to do – imagine what your day be like if suppliers did ALL they promised to do, no contract changes, suppliers deliver on time and with quality, end users can be more co-operative, have proper cost savings and cost avoidance definitions, simple cost savings reports
3. What would happen if those 2 things remain the same? (e.g.
Extreme, I’ll get fired from my job, headache, backache, boss/shareholders/board of directors stress, no promotion, frustrated
Find out from newspapers and online research what are the latest development for companies in the past 3 months and change the presentation to include those things eg if we were pitching SOCSO in 2011 we would show how to help them in their IT Contracts.
Tell stories that show some painful situation that was solved from us or any of our senior consultants
- Tell the story of 2 sisters cheating department of defence in US due to a computer glitch – charges for courier up to USD 1 Million
