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Just Be Professional

Kurt Parker, Growthpoint Properties’ procurement consultant, provides some insight into the criteria used to assess a supplier’s proposal.

Chana Boucher

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Kurt-Parker

What criteria do you use to assess the entrepreneur’s company?

We look at the capability of the business to sustain their service levels throughout the service period without creating a risk to the Growthpoint operations. We assess the company registration documentation, company insurance documentation, VAT clearance certificate, letter of good standing with their bank, BBBEE certificate, OHS policy and procedure, references, and alignment of the product/service with Growthpoint strategies.

What are some of the common errors that companies make with their proposals?

Fear Entrepreneurs need to learn to overcome their fear. When we pick up on their fear, it often represents a lack of passion and knowledge for their business. If you are not confident about your product, you are not going to sell it.

Differentiation

On average we receive around 60 profiles a day, and we decide who we want to meet with. There are some that stand out from the rest, and this shows that the person is passionate because they have put time into it.

Positioning

How you position yourself is also important. We are not looking for someone who does everything. Identify what you specialise in and sell it. Small businesses don’t have the capacity to do a lot of different things, rather find one thing you do well and run with it. Some people think they are being innovative by diversifying, but diversification is not innovation.

Sustainability

A business owner has to be able to keep the business going when things change. Small businesses often get left behind because they can’t adapt fast enough. You need to work with change, know who you are and look for ways to sustain your business.

Effort

Put effort into your business – don’t look for excuses. Excuses are holding you back from the next thing.

What would turn you off a person immediately?

Lack of confidence and passion in the product or service they provide and not doing their homework about the potential client.

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(Video) Get More Attention For your Business

Lindsay Broder, The Occupreneur Coach, explains the importance of communicating your unique skills and the value you can offer clients in this short video.

Entrepreneur

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Demonstrating what you bring to the table isn’t always easy.

Lindsay Broder, The Occupreneur Coach, explains the importance of communicating your unique skills and the value you can offer clients in this short video.

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(Video) How You Can Make Your Next Presentation Memorable

How to make your pitch memorable.

Entrepreneur

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Carmine-Gallo

From delivering board room presentations to speaking before a live audience, speaking publicly is something most of us will have to do at some point. But if we’re going to take the time to develop and practice delivering a presentation, we want to make sure the content and the “performance” are memorable, right?

In this video, keynote speaker and communication coach Carmine Gallo offers his top tips for how you can make your next business presentation one your audience won’t soon forget. Gallo is author of TALK LIKE TED: The 9 Public Speaking Secrets of The World’s Top Minds.

Gallo recommends following the “rule of three.” Instead of presenting 15 or 20 points, stick with three or four features or pieces of advice. Why? It’s easier for people to remember and stay engaged with what you’re saying.

“It’s almost impossible for the human brain to ignore that group of three,” Gallo says. “We have to know what those three are.”

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(Video) How to Hit the Presentation Content Nail on the Head

Building better business presentations.

Entrepreneur

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Avoid the glassy-eyed look from your audience by creating a strong presentation that delivers an exciting experience. Pam Slim delves into her process and techniques for choosing content to fill her presentation slides.

“Ask yourself: What do you want people to walk away with?”

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