Dating Your Business Prospect Practical Strategies for Successful Business Matchmaker Meetings Dr. Stephanie D. Burroughs StephanieSpeaking LLC National HubZone Conference October 11, 2018

PURPOSE – Questions to Consider Why would you attend a business matchmaker event? What do you want to convey? What do you want to receive? What is your intention when meeting with the table hosts? How will you stand out from the rest of the crowd? Who is your target market?

Preparation “It is better to be prepared and not have an opportunity; than to have an opportunity and not be prepared.” Research in advance the agencies you want to meet with. Put Your Best Self Forward Personal Grooming Appearance

Paperwork

DIVERSITY PROGRAMS Certifications are tied to various diversity or procurement programs Subcontracting goal programs Set-Aside goal programs (Prime and/or Subcontracting) Sole Source programs (Prime Contracting)

What is a Set-Aside? Set-aside is reserving contracts exclusively for bidding by a category of small business concerns; e.g. MBE, WBE, SBE, 8A, HubZone, ED/WOSB

CHOOSE YOUR TARGET MARKET Each marketplace uses specific certifications State, Federal, Public Corporate/Private/Commercial Transportation Municipal/Local/Township/City Government County Government State Government Public Agencies/Authorities Federal Government Penal System RESEARCH YOUR TARGET MARKET!

Promotional Materials Brochure Capability Statement Business Cards

You Are here at the Matchmaker Now What? “People do business with people they know, like and trust.” Do you know who knows you, likes you and trusts you?

Executing Your Planned Strategy From start to finish Your scheduled meetings Elevator Invitation Matchmaker Etiquette

After the Date – Follow Up CRM Communication Method Follow up Email Communication Frequency Future dates

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Access: www.workthecert.com or complete the registration form JUST RELEASED: DEMYSTIFYING THE DIVERSITY CERTIFICATION CONUNDRUM – DIGITAL TRAINING ON DEMAND 4 Modules: a) State & Local Certifications b) Corporate Certifications c) Acquiring Federal Certifications the Right Way d) Identifying the Best Opportunities for Acquiring Contracts Access: www.workthecert.com or complete the registration form Gold Option: Product, 2 free resources (eBook and Set-Aside training video, plus 3 coaching sessions - normally $2500.00; today only $997.00! Silver Option: Product plus 2 free resources (eBook and Set-Aside training video (normally $1791.00) today only  $397.00!

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StephanieSpeaking LLC Services Speaker Workshop Facilitator Government & Corporate Contracting Strategies Business “Thought Therapy For Growing G.R.I.T.” Coaching Marketing Strategies Capability Statements Federal, State & Corporate business registrations; e.g. Dunn & Bradstreet, SAM, SBA Profile and DPMC Contractor Classification, Vendor registration Socio-Economic/Diversity Certifications Procurement Opportunities Sourcing More…

Website: www.stephaniespeaking.com Dr. Stephanie D. Burroughs, President, StephanieSpeaking LLC Speaker | Workshop Facilitator | Business Growth Coach |“Thought Therapy” Coach | Author   Website: www.stephaniespeaking.com Speaker Profile:  http://bit.ly/SDBespeakerspage    Email:  navigator@stephaniespeaking.com   Schedule a 30 minute Discovery Session with me: www.meetme.so/ConnectionMeeting   Sign up for “The Gritty Gazette” E-Newsletter: http://bit.ly/TheGrittyGazette