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The Breakbulk and Project Cargo industry relies heavily on strong relationships between service providers and key decision-makers at large corporations. With many companies vying for attention, standing out can be challenging. In a recent panel discussion, industry leaders discussed strategies for service providers to successfully land contracts with major players like Mitsubishi Power.
Understanding the Client’s Business is Key
A critical piece of advice for service providers is to do thorough research before making contact. Generic emails and blanket sales pitches often fail to make an impact, and worse, they can hurt a company’s chances of progressing further. Large corporations expect suppliers to demonstrate a clear understanding of their specific business operations.
For instance, Mitsubishi Power operates in the power generation sector, not the automotive or consumer goods industries. Despite this, many service providers still mistakenly send irrelevant pitches. It’s crucial to recognize these distinctions when preparing outreach efforts. Companies like Mitsubishi Power expect pitches that are tailored specifically to their needs and challenges, rather than generic solutions.
As one Mitsubishi Power executive explained, “Generic emails don’t get along too well with me. We’re in the power generation sector, not the ‘karma factory’ side of the business.”
The Importance of Personal Conversations
While emails remain a convenient means of communication, they often lack the personal touch needed to build a strong business relationship. For large companies, face-to-face conversations are more effective in laying the foundation for future collaborations. Suppliers who engage in conversations, demonstrate genuine interest, and seek to understand the company’s goals tend to leave a better impression.
Many service providers tend to send presentations and price sheets prematurely. However, an executive from Mitsubishi Power emphasized that a more effective approach would be to engage in a meaningful conversation first. Understanding a company’s goals and priorities enables a provider to craft a proposal that specifically addresses the company’s needs.
“When you understand what we’re trying to achieve as an organization, it opens up the door for a more meaningful conversation,” said the executive. “Only then, if the conversation goes well, does it make sense to send a tailored presentation.”
First Impressions at Industry Events
Events like Breakbulk Americas or Breakbulk Europe provide invaluable opportunities for service providers to introduce themselves to potential clients. In these settings, first impressions matter, and how a provider approaches a company can determine the success of future interactions.
Rather than delivering a full-fledged sales pitch at these events, casual introductions and brief, meaningful conversations are more appropriate. Establishing rapport is the priority, leaving room for follow-up communication later on. According to industry leaders, networking at these events has often led to long-term partnerships.
Many Mitsubishi Power executives, for example, have built business relationships with individuals they initially met at such events. Establishing a professional yet personable connection early on can open doors for future collaborations.
“I’ve met many people at these events who I ended up doing business with,” one executive shared. “It’s a great way to start building those initial relationships.”
Avoiding Generic Sales Pitches
While attending industry events and networking can give service providers a platform to connect with key players, preparation is essential. Major corporations, like Mitsubishi Power, receive numerous inquiries from suppliers. Without specific, relevant information about the company, service providers risk being dismissed immediately.
Generic sales pitches or presentations, which fail to acknowledge a company’s specific needs, demonstrate a lack of research and preparation. Service providers should understand that a tailored, targeted approach is far more likely to yield positive results. Companies like Mitsubishi Power value suppliers who can demonstrate that they have done their homework and understand the business’s unique challenges.
“If you don’t do your homework and just send generic information, you probably won’t get that first chance,” an executive explained.
Networking with Purpose
At industry events, it’s easy to shake hands and meet many people. However, it’s crucial to understand that not every introduction will lead to immediate business opportunities. Still, making a good first impression is critical. Even if a company isn’t in need of a supplier’s services at that moment, a positive interaction can leave a lasting mark for future consideration.
Persistence is key. Many Mitsubishi Power executives have noted that while initial conversations may not result in immediate contracts, service providers who maintain a professional relationship over time often see opportunities arise later on. Patience and persistence, combined with a deep understanding of the client’s needs, are essential to success.
This is especially true for large corporations, where decision-making processes can take time. For service providers, getting in front of the right people is only the first step; making it to the next stage often requires a strong follow-up and the ability to address the company’s specific challenges.
The Role of Industry Events
Breakbulk, and Project-Freight events alike, are a vital space for networking and showcasing services. These gatherings allow service providers to meet key decision-makers in person, fostering relationships that can lead to long-term partnerships. However, it’s important to remember that not every interaction will result in immediate business deals.
Understanding how to navigate these events, maintain a professional demeanor, and demonstrate a genuine interest in a company’s goals is crucial. Even when faced with rejection, maintaining professionalism can leave a lasting positive impression for future opportunities.
One Mitsubishi Power executive summed it up best: “Understand that when I say ‘no,’ it’s not personal. It’s part of the process. But if you do things right, those first impressions will stay with me.”
Source: breakbulk america
