Making the most of your “15 minutes of Fame” with Large Corporations Patrick Aiello Procurement Manager HP Global Supply Operations.

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Presentation transcript:

Making the most of your “15 minutes of Fame” with Large Corporations Patrick Aiello Procurement Manager HP Global Supply Operations

Insiders View of Doing Business with Large Corporations The Pace is typically frantic Corporations set “$pend Compliance” numbers and report results. To key existing and potential Customers U.S. SBA Procurement Mgrs. are asked to Support the overall Corporate program Corp. Business Control process requirements for Supplier Qualification Mergers have a significant impact on SMB programs Classic HP had a well established program and consistently reports solid results Classic Compaq also had a program but not quite as formal The NEW HP is developing an industry leading new, bigger, better, benchmarkable program.

10 Things “To Do” During Your 15 Minutes of Fame 1.Be Enthusiastic and Positive. 2.Be “in the now”. 3.Be patient with the corporate process hurdles. 4.Minimize “give aways” with logos. 5.Triple check that all of your company info is current and edited.

6.Stand on your company’s own merits and customer testimonies. 7.Project an open, ready, willing and able demeanor. 8.Present your company as being in a “controlled growth” mode. 9.Make sure to punctuate your companies “core” competencies. 10.Respect the Matchmaking process. 10 Things “To Do” During Your 15 Minutes of Fame

10 Things “NOT to do” During Your 15 Minutes of Fame 1.Whine or Cry 2.Get “Historical” 3.Demonstrate any feelings of “entitlement” or special treatment 4.Spend a lot of money on “give aways” 5.Bring outdated and/or unedited information about your company

6.Drop names with the intention of winning deals. 7.Project a Rigid, Laid back or Desperate demeanor. 8.Present your company as being in a “controlled chaos” mode. 9.Represent your company as being able to “do any thing”. 10.Interrupt other interviews or disregard any Matchmaker process. 10 Things “NOT to do” During Your 15 Minutes of Fame

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