Business Matchmaking Seller Training

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Business Matchmaking Seller Training

• U.S. SMALL ADMINSTRATION
• NEW JERSEY DISTRICT OFFICE

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Information to be provided

• Information to be provided
• Name, address, phone number, email address (i.e.
  business card)
• Types of products or services provided by the
  seller
• 3 to 5 typical examples
• product and photographs
• product capability
• quantity sold
• contract size (quantity, )
• customer

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Information to be provided

• Information on company
• Annual sales (for several years preferably last
  3 years)
• Capability
• Number of employees
• Equipment list
• Certifications (i.e. ISO 9001)
• List UNSPSC/NAICS codes and descriptions
  (www.UNSPSC.org)

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Information to be provided

• Financial stability (financial statement)
• Current backlog or business base (expected
  current annual sales)
• Customer list
• Current customers
• Past customers

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Information to be provided

• Projected company future
• 3 year sales
• New or emerging markets
• New products

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Information to be provided

• Special Certifications
• 8a
• SDB
• WOB
• VET
• SDVET
• HUBZONE
• Any state or other governmental certifications
• How can we help?

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Recommendations

• Your purpose is twofold
• Provide overview of company to the buyer
• Convince the buyer that your company can do a
  great job
• Leave the buyer easily understood information

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Recommendations

• Provide a color printed packet
• Package it in a nice folder or notebook
• Information described above (but NOT wordy,
  bullet format)
• With the contact information, insert a small
  color photograph of the company representative on
  the first page (1/8 page maximum, 2 photographs
  if there are 2 representatives)
• After the event, the picture will help buyer
  remember you.
• Company marketing brochure

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Recommendations

• Do your homework on the Buyer
• What are they buying?
• What do they produce?
• Who is your competition for their business?
• Why would the buyer select your company?

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Recommendations

• Maximum 2 sellers at each appointment
• One representative must take the lead and guide
  the conversation
• Second representative must be in a supporting role

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Recommendations

• During the presentation
• Do not waste time . You only have 15 minutes to
  impress the buyer
• Shake hands firmly when you arrive
• Smile, but be business-like
• Be friendly, but directly to the point
• Do not drink a beverage during the appointment
• Insure your breath is not offensive
• Shake hands before you leave

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U.S SMALL BUSINESS ADMINISTRATION

• NEW JERSEY DISTRICT OFFICE
• 2 GATEWAY CENTER, 15TH FLOOR
• NEWARK, NJ 07102
• 973-645-2434
• FOR MORE INFORMATION ON SBAS PROCUREMENT
  PROGRAMS, CONTACT RICHARD ZILG 973-645-2531
• richard.zilg_at_sba.gov