Preparing for Your First Buyer Meeting
Preparing for your first buyer meeting with a government agency means you’ll be engaging with various individuals. These buyers might hold titles such as state coordinator or liaison officer, but their job functions are largely similar, including reviewing capabilities statements for different projects.
Having a strong capabilities statement is crucial for standing out from the competition. However, getting to know the buyers you’ll be working with can give you an additional advantage. Here are six steps to prepare for your conversations with them, ensuring you and your business are set up for success.
Step 1: Note the agencies or businesses to target for your first buyer meeting
Which government agencies or businesses would benefit from your services? Maintaining an updated list will help you spot opportunities to collaborate with them. Additionally, clearly define your rationale for pursuing these partnerships. Does your small business offer superior services compared to the competition? Do your values align with theirs? Will working with you enhance their bottom line? Knowing your “why” is crucial.
Next, identify the types of certifications they accept and the markets they serve. Document any past work with them, as this can strengthen your case when preparing for your first buyer meeting.
Step 2: Learn about the agencies or businesses
To be as informed as possible about an agency or business before working with them, treat it like a job interview—conduct thorough research beforehand to showcase your understanding of their needs during your first buyer meeting.
Explore their website and read the “About” page, check their newsroom or blog for updates, and consult the procurement site for relevant details. Review plan holder lists from past RFPs, attend their networking events, or observe bid openings and awards if possible. Keep track of the firms they commonly work with to better understand what they’re seeking.
Step 3: Know your company
Absolutely, understanding your own company is just as crucial as researching the prospective employer. It might seem self-evident, but dedicating time to familiarize yourself with your data and linking it to how it can serve the agency could be the decisive factor in securing a contract over the competition.
Be well-versed in details such as your value proposition, NAICS codes, and insurance prerequisites so you can confidently articulate them in person. This is key when preparing for your first buyer meeting.
Step 4: Reach out to the buyer
You can often figure out who the buyer is by reviewing the plan holder list. Consider reaching out via a phone call to introduce yourself or ask any questions you may have about the project. Network with them at the pre-bid meeting. Attend industry conferences they may also be at to get to know them.
Step 5: Prepare questions ahead of time
It’s easier to go into a meeting with a buyer about a potential project if you have questions prepared ahead of time. Of course, ask any clarifying questions about the project you may have.
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