The concept of “magic at the last 3 feet” refers to the 3 feet of space occupied by a seller and their buyer.  Activities that lead to a sale can happen anywhere, and, in this day and age, can start with a website, app, social media, phone call, text or instant message.  However, everything comes to fruition within the last three feet of meeting face-to-face.  This is where real engagement takes place. This is where warmth, conviviality and interaction lead to actual business.  This is where the magic happens. 


Preparing for Effective Engagement

Tips from Corporate/Public Agency Members

AT&T        Boeing        Microsoft        SDOT        Starbucks        Union Bank

More tips from the Council


Lisa Castillo, Associate Director/Senior Supplier Diversity Manager, AT&T | Lisa's Bio | Supplier Diversity at AT&T Member Panel |  View notes from AT&T

Lisa Castillo, Associate Director/Senior Supplier Diversity Manager, AT&T | Lisa's Bio | Supplier Diversity at AT&T

Member Panel |  View notes from AT&T

Sharon S. Lucas, Strategic Work Placement Program Manager, SSG, The Boeing Company | Sharon's Bio | Supplier Diversity at Boeing Member Panel | View notes from Boeing

Sharon S. Lucas, Strategic Work Placement Program Manager, SSG, The Boeing Company | Sharon's Bio | Supplier Diversity at Boeing

Member Panel | View notes from Boeing

Anna Adams, Senior Program Manager, Strategic Sourcing & Operation, Microsoft Corporation | Supplier Diversity at Microsoft Member Panel | View notes from Microsoft

Anna Adams, Senior Program Manager, Strategic Sourcing & Operation, Microsoft Corporation | Supplier Diversity at Microsoft

Member Panel | View notes from Microsoft

Lana Gosnell, Vice President & Supplier Diversity Manager, Supplier Diversity and Development, MUFG Union Bank, N.A. | Lana's Bio | Supplier Diversity at Union Bank Member Panel | View notes from Union Bank

Lana Gosnell, Vice President & Supplier Diversity Manager, Supplier Diversity and Development, MUFG Union Bank, N.A. | Lana's Bio | Supplier Diversity at Union Bank

Member Panel | View notes from Union Bank

Christine Brown, Senior Procurement Engagement Manager, Microsoft Corporation | Supplier Diversity at Microsoft Member Panel | View notes from Microsoft

Christine Brown, Senior Procurement Engagement Manager, Microsoft Corporation | Supplier Diversity at Microsoft

Member Panel | View notes from Microsoft

Edson Ives Zavala, P.M.P., Manager, Office of Equity & Economic Inclusion, City of Seattle Department of Transportation | Edson's Bio | Supplier Diversity at the City of Seattle (SDOT) Member Panel | View notes from SDOT

Edson Ives Zavala, P.M.P., Manager, Office of Equity & Economic Inclusion, City of Seattle Department of Transportation | Edson's Bio | Supplier Diversity at the City of Seattle (SDOT)

Member Panel | View notes from SDOT

James Hing, Global Category Manager, Supplier Diversity, Starbucks Corporation | James's Bio | Supplier Diversity at Starbucks Member Panel | View notes from Starbucks

James Hing, Global Category Manager, Supplier Diversity, Starbucks Corporation | James's Bio | Supplier Diversity at Starbucks

Member Panel | View notes from Starbucks

Fernando Martinez, President & CEO, Northwest Mountain MSDC | Fernando's Bio Moderator | View notes from the Council

Fernando Martinez, President & CEO, Northwest Mountain MSDC | Fernando's Bio

Moderator | View notes from the Council


How to Build a Strong CAPABILITIES STATEMENT

There are many ways to build a capabilities statement and they may vary from one company or agency to another, depending on industry practices and organizational culture.  The Northwest Mountain MSDC invited supplier diversity and procurement agents to discuss common practices from their respective organizations and industries. We are pleased to share tips on how to build a strong capabilities statement, what is "effective introductory communication," and how to do business with AT&T, Boeing, Microsoft, SDOT, Starbucks and Union Bank.


Prepare for Your Capabilities Statement

  1. Know your audience
    • Do your research
    • Localize your capabilities statement to your audience
    • Don’t send them a generic presentation
    • Relevance is key
  2. Be professional, creative, clean, organized and succinct
  3. Ideal pages range from 1-2, 4-6, or 8-10, depending on the company/public agency
  4. Avoid walls of text, typos, generic email addresses and inconsistent messaging/branding
  5. Leverage quality, service, value and key differentiators
  6. Stay current, consider feedback and continue developing your capabilities statement

Build Your Capabilities Statement

  1. Who are you?
  2. What do you do?
  3. What is your capacity?
  4. How do you do it?
  5. What makes you good at it?
  6. What makes you different from competitors?
  7. What is your value proposition?
  8. Can you provide a case study to substantiate your statement?
 

Enhance Your Capabilities Statement

  1. Enhance your capabilities statement
  2. Have a modular layout so that there is something you can “plug and play”
  3. Include major milestones and latest innovations
  4. Ensure consistent messaging/branding between your capabilities statement, website, social media, etc.
  5. Use your network (MBEs and corporate/public agency members) to build your “resume”
  6. Review how you performed against your value proposition to continually demonstrate value
  7. Cultivate your business relationships
  8. Keep in touch with the Council to learn about updates, opportunities and other information

 


Effective introductory communication

Tips from Member Panel on how to present effective communication, elevator pitch or sales pitch.


Next Step:

Send your updated capabilities statement to mrivera@nwmtnmsdc.org by Wednesday, June 7, 2017 no later than 12:00 PM.  Your capabilities statement will be sent to the Member Panel for review.  You will receive individual feedback during the next session.

 

Next Session:

Preparing for Effective Engagement Part 3

Wednesday June 14, 2017 | 7:30 AM - 9:15 AM

University of Washington, Seattle

Husky Union Building - Room 145

4001 E. Stevens Way NE

Seattle, WA 98195

 

Get directions to the HUB                     Where to park: Central Plaza Garage