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.
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
- Know your audience
- Do your research
- Localize your capabilities statement to your audience
- Don’t send them a generic presentation
- Relevance is key
- Be professional, creative, clean, organized and succinct
- Ideal pages range from 1-2, 4-6, or 8-10, depending on the company/public agency
- Avoid walls of text, typos, generic email addresses and inconsistent messaging/branding
- Leverage quality, service, value and key differentiators
- Stay current, consider feedback and continue developing your capabilities statement
Build Your Capabilities Statement
- Who are you?
- What do you do?
- What is your capacity?
- How do you do it?
- What makes you good at it?
- What makes you different from competitors?
- What is your value proposition?
- Can you provide a case study to substantiate your statement?
Enhance Your Capabilities Statement
- Enhance your capabilities statement
- Have a modular layout so that there is something you can “plug and play”
- Include major milestones and latest innovations
- Ensure consistent messaging/branding between your capabilities statement, website, social media, etc.
- Use your network (MBEs and corporate/public agency members) to build your “resume”
- Review how you performed against your value proposition to continually demonstrate value
- Cultivate your business relationships
- 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.
Send your updated capabilities statement to firstname.lastname@example.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.
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