number (5 or 6 companies) to make your primary focus. Investigate. ... best fits into the supply chains of those corpora
Shell Supplier Diversity
TIPS FOR MAXIMIZING YOUR CONFERENCE EXPERIENCE
MAKE THE MOST OF EVERY EVENT 1. What to do one week before a major conference Focus. Get the list of exhibitors/participants and find a small number (5 or 6 companies) to make your primary focus. Investigate. Review their websites, industry and diversity publications, and general online resources to assess their probable needs. Review. Read the latest press releases, speeches, or remarks given by senior leaders within your targeted corporations. Clarify. Be able to clearly articulate how you can improve their product, processes, or profitability. Clearly articulate. You should be able to express how your product or service best fits into the supply chains of those corporations. Prepare. Develop a list of specific questions for the diversity representatives at each of your target companies. How does your product or service address or connect to these challenges? Collaborate. Visualize how you can work with your peer MWBEs.
2. What to do once you arrive Be present. Each company you approach should feel that you have a vested interest in doing business with them and that you have done your research in order to deliver a value that fits into their strategy. Network everywhere. Attend all possible events and talk to everyone you can. Share goals, insights, and contact information. Learn. Use every opportunity to hear from speakers from your target company, ask questions of people in related fields, and look for prime suppliers who may be interested in 2nd tier relationships. Be intentional in your questions. You should work to gain as much knowledge as possible to prepare for any opportunities that may arise. Highlight your achievements. Focus on what your achievements are vs. what you would like to achieve whenever you talk about your company. Get clarity. Understand how each company’s specific procurement process works and what they look for in a partner. The key is to show value and to find your fit in the organization. Examine. Look for an opportunity to present an innovative solution to a real problem.
3. What to do back in your office Follow-up. If you made promises, take care of them right away. Analyze. Put together your notes/recollections for each of your target companies. Innovate. Use the information you gathered to re-imagine your product or service in ways that would be more responsive to the needs of your target companies. Prepare. Create a plan for your next point of contact to share information, insights, and/or real solutions to specific problems.
Recognize Your Potential Emerging suppliers. Know your strengths, and more importantly, know your weaknesses. Look for 2nd tier opportunities as a way to build your reputation for performance.
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Build relationships. Look for potential partnerships that compliment your offering while building a larger business solution for the client. Connect with others who fill your weaknesses.
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Mid-size companies. Showcase and leverage your current 2nd tier successes.
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Companies with the potential to build capacity. Be open and clear about your position for growth. Develop 2nd tier suppliers and have your own supplier diversity program.
