Entrepreneur Executive Briefing

Post-Event Presentations

Sponsored by guidedbusinessplan.com and officeleverage.com

www.entreseries.com

“Pitching to Corporate Buyers”

On October 19, 2010, entrepreneur-education firm Guided Business Plan hosted and sponsored a new program, Entre Series, to encourage the entrepreneurial community to create action plans in the areas of product launch, corporate procurement and export financing. Attendees participated in six 30-minute seminars filled with resources to help propel their company forward.

The first Entrepreneur Executive Briefing: Network, Plan & Take Action was held in Orange County, California.

Entrepreneur Executive BriefingProgram Note

Melanie Rae opened the program by discussing strategic planning. She is the author of GUIDED Business Plan™, a book to simplify the process of creating business plans.

James Santino of the renowned Largest Mixer® Events discussed marketing strategies to attract a crowd to an event.

Irving Katz, Family Business Coach and author of Family Business Secrets: How to Keep Your Business Thriving from Generation to Generation, spoke about self-publishing and planning for business transitions.

Since the age of 18, Michael Hexter, president of Hex Corp, has introduced numerous products to the marketplace and owns production facilities in China and Los Angeles.

Jeff Uter has managed over $2 billion in contracts during his 30-year career. He provided tips to segment and target the corporate buyer.

Akary Busto, Assistant Vice President of HSBC Bank anchored the program. She is an export financing guru who spoke about current federal legislation to encourage entrepreneurs to expand their export business.

Presenters

Entrepreneur Executive Briefing

Network, Plan & Take Action

October 19, 2010 | 3:00 pm – 8:00 pm | Doubletree Hotel | Orange, CA

Jeff UterPremier Management Alliance LLC

Entrepreneur Executive Briefing

Pitching Your Goods & Services to a Corporation: How to Leave a Lasting Impression with a Buyer

Why I’m Presenting…

…Managed Over $2 billion of capital spending in my 30

year career

Relevant Experience

15 Years as a Buyer 7 Years with the Veterans Administration 5 Years with Walt Disney Imagineering 3 Years with Taco Bell (PepsiCo)

15 Years as a Seller 3 Years EVP with BSW International 12 Years Premier Management Alliance,

Founder and CEO

Sample Clients

Wal- Mart Home Depot Mars Retail (M&M’s

World) Red Lobster Olive Garden Planet Hollywood Private Equity

Levi’s Strauss Pizza Hut Dunkin Brands Rare Hospitality 24 Hour Fitness Capital Grille Melting Pot

FundingCapital SpendingP&L Impact

Business Financing

Turn-Key Project Delivery

Operations Performance

What We Do

Your Action Item

Customize Your Pitch to Various Corporate & Government Buyers

objectiveDecision Maker

Mindset

Need

Motivation

Handout

Understand Who You Are Pitching To:

What results are you trying

to achieve?

ResultsStart With the End in Mind Target Client Do Your Homework Value of Your Product/Service What is your desired outcome?

Examples: Request for a proposal Invitation to Meet Contract or Purchase Order

Decision makers

Level 1 Buyers : List job functions in your level one Examples: CEO, Business Owners, Functional

Executives

Level 2 Buyers : List job functions in your level two Examples: Mid Level Directors/Managers

Level 3 Buyers : List job functions in your level three Examples: End-User, Procurement Representative

Level MindsetCEOManagerEnd-User

Mindset

What is the decision maker’s mindset? Examples:

Pressured by time constraints Governed by internal or External factors Free from restrictions

Level Mindset NeedCEOManagerEnd-User

Need

How can you help them? Examples:

Economic Value Specialized Service Capacity Experience

Level Mindset Need MotivationCEOManagerEnd-User

Motivation

What is the business motivation? Examples:

Savings, speed of delivery Customer Feedback Growth Strategy Internal Policies

18

Components of Your Brand

Advertising

Jurisdictional Requirements

Building Systems

Security

$Consumer Demands

POS

Safety

Uniforms

Kitchen

Food

Competition

Concept

Equipment

Smallwares

Land Size

Developer/Landlord

StorageParking

Signage

Risk

Seats

Operation Processes

Corporate Policies

Trash Lighting

Maintenance

Decor

Competition for share of Space and $$ is fierce!!

Level Mindset Need Motivation HandoutCEOManagerEnd-User

Handout/Leave-Behind

What will you leave with the decision maker? Examples:

Custom proposal Prototype, samples, demo Referrals, licenses, certifications

Most Important Messsage

Confidence Wins!

One Audience Question

More Info:

Jeff Uterwww.pmallc.com

Entrepreneur Executive Briefing

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