GETTING THE MOST OF YOUR WBENC CERTIFICATION______ Back To Main Page


Have You Participated in a Matchmaker Event?

by Nancy Allen

One of the many benefits of certification is the ability to participate in Matchmaker events. In addition to trade shows and conferences, “matchmaking” events are an excellent way to connect with corporate purchasing executives. These events allow buyers and vendors to pre-schedule meetings about projects and needs. The timeframe for the meetings is usually 15 minutes. Remember that the WBENC certificate is national—you can apply to participate in Matchmaker events held at other WBENC affiliates and at the National Conference.

The process is simple:

1. You will be notified of a Matchmaker event either by the WBDC/Florida Affiliate of WBENC, or by WBENC directly.
2. Fill out the on line application. Please be sure to follow directions carefully. Include extra pages only when you are invited to do so.
3. Keep in mind that most Matchmaker applications are “blind”—you may not be told which corporate sponsors are participating.
4. You are encouraged to apply.  All the applications will be forwarded to the participating corporations.
5. You will be notified if you selected for a Matchmaker meeting.

Once selected, consider the following:

1. Prepare and do your homework. You will be told which corporation has selected you and the time of your meeting.
2. Always ask if you can bring another person with you – sometimes this is allowed, other times the meeting is strictly with the President of the company.
3. Tell them what you can do for them. Give specifics if possible on who you are currently working with and what you are doing. Tailor your presentation to the corporation that has selected you.
4. Use technology to your advantage—bring your laptop with a short PowerPoint presentation or information on a product or service.
5. Bring samples that you can leave behind if this is appropriate to your business.
6. Prepare a package that you can leave with the person meeting with you. It’s a good idea to have a copy for them and a similar one for you so you can walk them through the package. Don’t forget to include a bio and picture in the package.
7. The package should also include the following if available:  
   a. list of current contracts
   b. testimonials
   c. brief history of the company
   d. brochure
   e. contact information
   f. recognition and awards received by the company or the President
8. Follow up—Be sure to ask about the best way to communicate with the person. Some corporate representatives prefer emails, others prefer phone calls. Be prepared to send a thank you letter to the person with whom you met. Also send any information they requested or add something additional that you might not have mentioned.

Good luck.

Questions? Contact Nancy Allen at 305 971-9473

Below are testimonials from a few of the participants of the recent Matchmaker event held at the Office Success Strategies Conference in Orlando, Florida:

Key Languages owned by Cassia Silva

How did you prepare for the Matchmaker?

I did prepare for the Matchmaker by trying to know the company a little better. I wanted to know how the company could use the services we provide.  

Did the meeting meet your expectations?

The meeting did meet my expectations. I wanted the company to know that Key Languages exists and that we provide language instruction and translation services. 

How do you plan on following up on the meeting?

After the conference, I sent an e-mail to the company representative at his request. The e-mail was sent cc to another company representative and explained the services with more details.  I think it was a great opportunity for a young company like Key Languages.

AccuBANKER owned by Margarita Gonzalez

How did you prepare for the Matchmaker?

I truly believe in the adage that “chance favors the prepared”. As such I sat down with our VP of Sales to review all of the current and past opportunities we have had with Office Depot. I also made sure to review, who was who in the Vendor/ Supplier Team, the organizational chart and Office Depot’s key initiatives for 2007 and then aligned our messages to resonate with them.

Did the meeting meet your expectations?

The meeting from our perspective was a huge success, as it provided the opportunity to reconnect with and engage top procurement executives at Office Depot as well as networking with fellow WBENC certified businesses.

How do you plan on following up on the meeting?

All of the insights and opportunities that where gained through conversations with our contacts will be followed up by their respective opportunity owners and then personally. We find it critical to be involved on a personal level to show them just how important their business is to us.

Systems/Data Loop, Inc. owned by Susan Barbera

How did you prepare for the Matchmaker?

We went prepared to discuss the system in general terms and with a package of information.  Our objective in attending was to have the opportunity to talk with someone who could put us in contact with the people in Office Depot to whom we could present "Irene," a unique workforce management system.

Did the meeting meet your expectations?

The Match Maker Session in Orlando exceeded my expectations.  At a scheduled Match Maker Session we talked with a representative of Office Depot. This individual was interested, asked good questions and seemed to understand the important of workforce management in achieving corporate objectives.

How do you plan on following up on the meeting?

In the last week we have exchanged emails and we are hoping to meet with someone familiar with the contact center operations so that we can prepare a demo for management specific to Office Depot.