1. WHAT TO DO BEFORE, DURING AND AFTER YOUR MATCHMAKING MEETINGS Rachel Snell & Velina Wills

2.  How do you make your matchmaking meetings mutually productive?  What is the beneficial use of time and money?  Are you passionate and persuasive?  How do you convince the “matchmaker” you are the right one to provide goods and/or services to their company or agency?

3.  Like A Good Neighbor…….  i’m loving it  Drivers Wanted  An oldie but goodie  You Got the Right One Baby, Uh-Huh!

17.  Get into teams of two and practice Match Making  Share with the group Lesson(s) Learned and Golden Nuggets

18. 1.Do your homework - research who you are meeting with, what they do, locations, what they buy 2.Review their ‘Rules of Engagement’ 3.Register on their website as a prospective supplier 4.Develop a small packet to leave with each 1.One page Capability Profile tailored to each prospect (Opportunity Fit) 2.Top 5 Customer list with contacts and Trade References 5.Update your Vendor Profile

19. 6.Know you company inside out – Perform a SWOT Analysis (Strengths, Weaknesses, Opportunities, Threats) 7.Know your customers – Develop a Top 5 Customer document to leave with each 8.Know your competitors – How are you different? Describe your differentiator and write it down 9.Develop a Trade References document to leave with each (to demonstrate your financial stability) 10.Review, update your Business Cards, if necessary 11.Develop your match making strategy and pitch – practice over and over 12.Focus and maximize your time with each company

20.  2 minutes – Introductions, brief company overview, management team experience, your values  Years in business, who you are, what you do, location(s)  4 minutes - Capabilities, core business, products, services, niche, quality certifications, special equipment  3 minutes – $ Sales, past performance, top 5 customers, customer satisfaction, recognition, successes  Risk is a major concern – they are interested in your financial strength  3 minutes - Your Opportunity fit, your differentiator, answer the question: Why You?  3 minutes – Ask about opportunities, how you stack-up and about your next steps

21.  Email your prospect, reinforce any items that need reinforcing, attach your capability profile  Follow-up with a telephone call  Follow-up once a month, every month

23.  Rachel Snell Statewide HUB Marketing Coordinator Texas Comptroller of Public Accounts Rachel.snell@cpa.state.tx.us 512-463-6958 www.Texas4hubs.org  Velina G. Willis HUB Program Coordinator Tarrant County vgwillis@tarrantcounty.com 817-884-1948 http://www.tarrantcounty.com