Recommended Best Practices for Matchmaking
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!
PLANT THE SEEDS TO BUILD THIS RELATIONSHIP!
Have fun, be yourself and be positive.
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.