GETTING THE MOST OF YOUR WBENC CERTIFICATION______ Back To Main Page

WIB 2006:  HAVE YOU MADE YOUR FOLLOW-UPS?

The following are tips from WBENC Corporate sponsors:

• The thing WBE's can do to follow up is to set themselves apart by offering a solution to a business problem. For example, follow up to say we met at the conference, who can I talk to in your company about my services is the WRONG thing to do. Suppliers need to make themselves familiar with our business and requirements. They need to contact us to verify that they have registered on-line and submitted their certifications. Then, recommend a solution to a business problem or provide a unique service are the ones who have the most success. Remember, of course, that most corporations are under contract for basic business needs and the time may not be right for evaluating new suppliers. Patience and persistence is the key.
  
  The same is true for the interaction at the trade fair. The wrong thing to do is walk up to my booth and say "What is ABC Company?" We are always favorably impressed with companies who have researched and know what we do and have an idea of how they can help us.

• TIPS AFTER THE MATCHMAKER MEETING:  Like any meeting, I think it is appropriate for the WBE make sure they end the meeting with the companies they meet by summarizing what was discussed. This lets the corporate member representative know that the supplier is listening and is detailed. I would also suggest that the last question asked is "how would you like for me to follow up"? This will ensure that there are no unanswered questions, everyone agrees to what was discussed and lets all parties know who is responsible for the follow up.
  
  This is important because everyone has their own method of how they would like to follow up. Just like business requirements are different from company to company their follow up process may be as well. And what works for my company may not work for other companies.
  
  I would then suggest the WBE send a "nice meeting you" note to the company they have met with. This always seems to be a nice touch and can be done in a quick email note, or a card.

• Don’t underestimate the importance of a basic thank you note… it doesn’t have to be more than just a few lines. Your mom was right: A handwritten note will make a nice impression!

• Before you call or email a corporate representative be sure to go to their website and fill out the appropriate forms. That’s the first thing we will ask you to do.