small firms 101: getting business · networking know who you wantto target research your target...
TRANSCRIPT
SMALL FIRMS 101:
GETTING BUSINESS
PRESENTERS
Dr. GiovannaBrasfieldVP | D&I Manager
Flatiron
Inclusivity Manager
Linxs
JulioVasquezConstruction Manager
PCL Construction
“You don’t close a deal, you open a relationship if you want to build a long-term successful enterprise. – Patricia Fripp
AGENDA
I II III IV VYour expertise Targeted
Networking
Relationship
Management
Prove you’re a
solutions provider
Deliver
I.YOUR EXPERTISE
What are you good at?
Who’s your target audience?
Who’s your competition?
What separates you from your peers?
“Without a game plan and without a strong sense of faith in what you’re doing, it’s gonna be real hard to accomplish anything – Nipsey Hussle
II.TARGET NETWORKING
Know who you want totarget
Research your target
Immerse yourself in the current events happening in their industry
Intentional presence
III. RELATIONSHIPMANAGEMENT
• Work your research plan
• Think people, not position
• Know the business
• Offer help
• Connect to follow-up
IV. PROVIDE SOLUTIONS
Listen
Be responsive
Be accommodating
Build trust
V. D E L I V E R
“Integrity is the human quality most necessary to business success – John C. Maxwell
QUESTIONS?