The MCCC Business EXCELerator meeting on Wednesday, May 2, 2018 focused on “Conference Preparedness – Marketing Yourself” The speakers were Ira Koretsky, CEO, The Chief Storyteller and Gloria Larkin, President & CEO, TargetGov.
“Storytelling to Open Doors and Build Relationships” was the topic of Ira’s presentation. He stressed the importance of developing short personal and business stories to reveal values, create connections and be memorable. Storytelling fosters trust. A “system of credibility” should be present in person and online. Make sure your LinkedIn profile is accurate and updated with endorsements. Credibility allows new relationships to be formed with confidence and reliability. It is very important to sharpen listening skills. Be an active, engaged and interested participant in conversations. The motto “Promise a Better Tomorrow” should be used when developing stories and business strategies. Address a challenge, form a solution and get results.
The topic of Gloria’s presentation “How to Make Any Conference Your Money Maker.” She spoke of business strategies to develop before, during and after a conference. Before: Prepare. Identify 3 targets: prime, sub and teaming partners. Identify 3 or more opportunities with whom you will meet. Tailor your capability statement to each client. Research USASpending.gov, Fed Biz Ops for sources sought and RFIs. During: Dress as a professional, wear comfortable shoes, bring more business cards and arrive early. Bring one page capability statements in WORD for your target agencies. Put your iPhone away. After: Send follow-up emails, leave voice messages and don’t give up. Understand the levels of decision makers. 1) OSDBUs – these small business reps have no spending authority but are door keepers. They should know, like and trust you. 2) Contracting and acquisition officers – they award and spend. 3) Program Manager as an advisor to agency management on critical acquisition processes including source selections for key agency programs. Only reach out to decision makers if you have identified 3 targets/opportunities to discuss.