The document outlines strategies for small and medium enterprises (SMEs) to engage effectively with corporate clients, emphasizing the importance of a clear engagement strategy, understanding corporate processes, and utilizing networking opportunities. It provides ten tips to foster successful collaborations, from defining corporate hooks to managing opportunities and overcoming obstacles. Ultimately, it encourages persistence and collaboration among women's business enterprises (WBEs) to enhance their corporate partnerships.

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Develop Effective, Collaborative Corporate
Relationships & Secure the Contract
WEConnect International Conference
London
November 2016
Nick Bramley
Head of Business Development
World Wide Group

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WBE’s – Just Imagine the Contract…….

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Bad News - It Doesn’t Just Happen Like That…..
The Same Can Equally Be Applied to
the Differences in the SME & the
Corporate World

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Ten Top Tips For Success
Consider Which You Currently Use
Consider Which You Could Try
Here to Share & Happy to Help……

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1. It Starts With Your Strategy
How Many WBE’s or SME Visitors Have
an Active Corporate Engagement
Strategy?

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Questions To Ask Yourself?
• Why Do We Want Corporate Level Business?
• Is Our Ambition Achievable?
• Are We Being Realistic or Just Optimistic?
• What If We Win Some Contracts?
• Can We Deliver?
• Impact on Business?
• How Credible Is Our Proposition?

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2. Getting the Positioning Right
Can You Communicate Your Offer,
Your USP, Your Reason for Being in a
Clear, Concise Manner?

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Making Sure That They “Get It”
• The “Why” Is Vitally Important
• Consistency Helps
• Practice Makes Perfect
• It’s Rarely, If Ever About You
• What Is In It For The Recipient?
• What Is The Impact of Engaging Your Business?
• The EY Pitching Competition

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3. Making Contact
So Many Ways Can You Communicate,
From Making Initial Contact to
Maintaining Momentum & the
Relationship

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Mixing It Up a Little
• Phone Calls
• Email Campaigns
• Personal Email
• Linkedin
• Other Social Media
• Networking / Conferences
• Make Sure Your Contact Stand Out – Certified WBE Seeks……

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4. Opening The Door Via The Diversity Agenda
Understand Where Diversity Sits,
How It Can Help You & How to Help
the Corporate Diversity Agenda

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Diversity in the Supply Chain
• Where Does Your Diversity Contact Sit?
• Diversity v Channel Manager v End User
• What Is Their Agenda / Their Challenges?
• How Can You Help Them?
• Understand Their Structures & Workloads
• Keep It Brief & Simple
• You Don’t Want Special Treatment – Just Some Assistance

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5. What Are The Corporate Hooks?
Every Environment is Different,
Every Person Has Different Hooks
But Mission, Vision & Values Are
Common & Consistent

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Do Your Homework
• Public Domain Information
• Research
• Failing That – Just Ask
• Mission, Vision, Values – Reflect Them Back
• Commitments & Pledges
• Financial Obligations
• Knowledge is Power

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6. Playing The Corporate “Game”
There Are Rules.
You Need to Know Them, Accept
Them & Play By Them

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Follow Their Process – However Challenging
• RFP’s
• Capability Statements
• Supply Chain Portals
• Procurement Channels
• Decision Making Processes
• Terms & Conditions
• Don’t Moan About It – You Chose To Target The Corporate Sector

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7. Managing an “Opportunity”
For When You Start to Engage, Get
Some Traction, or Just a Response
An Opportunity Starts Somewhere

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Data & Information Is Power
• Record The Opportunity
• Data Management / CRM / Software
• Score The Opportunity
• S.C.O.T.S.M.A.N.
• Next Steps / Next Actions / Next Key Date
• Alarms & Reminders
• If Today Is Not The Day – When Might Be?

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8. Sometimes You Need A “Work Around”
Doing The Same Thing In The Same
Way and Expecting Different Results
is the Very Definition of Madness

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When to Be Creative & When to Walk
• Don’t Just Accept A Blockage at Face Value
• Your Contact May Be Too Busy / Other Priorities
• Your Contact May Just Not “Get It”
• Which Other Doors Could You Open or Knock On?
• Enlist Help – Who Knows The Gatekeepers?
• Collaborators / Associates / Partners /Maggie Berry
• It Is Okay to Walk Away – With Good Grace…….

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9. WEConnect – It’s Not Just All Corporate
WEConnect is a Fantastic Resource,
But It’s Also A Fantastic Network
Outside of the Corporate Space Too

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Together We Are Stronger
• Engage Fellow WBE’s
• Attend Events
• Contribute & Support
• Raise Your Profile
• Look For Collaboration Potential
• Can You Win Something Collectively
• WBE’s Buy Stuff Too……

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10. It Comes Down To Activity & Persistence
If At First You Don’t Succeed, Try, Try
& Try Again……
But Beware The Balance Between
Professionalism & Stalking

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Collaboration & Corporate Sales Take Time
• Be Persistent
• Put In The Hard Yards
• Make Sure You Have a Strategy
• Follow The Strategy
• Review Progress – What Works & What Doesn’t
• Grow a Thick Skin – Nothing is Personal
• As Nike Say – Just Do It…..

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Any Questions?
For a Copy of the Slides Please Pass Over a Business Card to One of Our Team or….
Email - nickb@worldwidepictures.tv

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Develop Effective, Collaborative Corporate
Relationships & Secure the Contract
WEConnect International Conference
London
November 2016
Nick Bramley
Head of Business Development
World Wide Group