MATCHMAKING

Meet key decision-makers from large business & government at the Department of the Navy Gold Coast Conference

Registration available soon!

Recommended Best Practices for Matchmaking

Click here to download as a PDF

BEFORE YOU ARRIVE

  • Do your homework! Research the agencies and primes, visit their websites, review their forecast, etc.

  • Create a Capability Statement (one page is plenty).

  • Consider meeting with SBC and/or PTAC.
  • Include: Certifications, e.g., 8(a), Service Disabled Veteran-Owned , Women-Owned, HUB Zone, etc.

  • Include your DUNS, Cage Code and NAICS.

  • Highlight your company's qualifications and unique product or service.

  • Emphasize your niche.

  • Show a track record/past performance of outstanding service.

WHEN YOU ARRIVE

  • BE ON TIME!

  • BE PREPARED!

  • PLANT THE SEEDS TO BUILD THIS RELATIONSHIP!

  • Have fun, be yourself and be positive.

  • DRESS Appropriately/Professionally

  • Write down any questions you have after doing your homework.

  • Bring the right person that can answer any questions the procurement officer may have.

  • Each meeting will be fifteen (15) minutes. Sell yourself!

  • Tell the buyer "This is how my company can help you."

  • Present your business card, capability statement and brochure.

  • Spend the first few minutes introducing your company overview. (Include any certifications.)

  • Spend a few minutes describing your products and services and your unique niches.

  • Spend a few minutes on your track record and successes.

  • The rest of the meeting can be spent on interacting with the buyer to find out about opportunities, what the next step is and how you plan to follow up.

  • Make sure to visit the buyer’s booth before the MM session.

AFTER THE EVENT

  • Follow the PLAN for following-up.

  • Send “Thank you” card or email.

  • Set another meeting.

  • Set-up a profile in the organizations ‘vendor profile’ section of their website.

  • Be proactive. The agency will not come knocking on your door.

  • Remind them of who you are, your track record, solutions you have to problems they have, the prices you charge, etc.

  • Be patient and persistent. Be professional.