Losing a Big Meeting with a Supermarket will Impact Your Bottom-Line Massively
Working with Suppliers to the big four UK supermarkets, for over a decade, we realised that whatever we did to support our clients was never as significant as the decisions that were made by the Buyer at the ‘Must Win Meetings’, such as JBPs, tenders and category lead pitches.
We created a unique product that supports a Supplier at their time of need by extending their team to include our team. Using experts in influencing, negotiating and pitching, we work intensively with your team for a short period of time to ensure that your chances of winning are the very best.
Must-Win Meetings Objectives
We have a tried and tested 7 step process that explores the pre, during and post elements of any ‘big meeting’. Once completed we work with our clients to create the ‘Session Plan’. Similar to a screen play, providing a template to populate the 7 pieces, the time per session, the texture used, the key messages, etc. and what becomes the ‘playbook’ to ensure a more successful outcome.
“We brought-in MBM to help us win more business. Over the 6 months we worked with MBM we found them to bring new insight to our category, fundamentally change our approach to dealing with UK supermarkets and they surprised me in how much value they could add. Sadly, we did not win the business. Though, what did happen, was what MBM did bring to us – They had enabled us to not only win back our business a year later, but to also go on to win a lot more business. I would highly recommend using them if you are open to approaching UK supermarkets differently and want more business”, David Flynn, MD of Fyffes UK.
The First Steps of Working Together on a ‘Must Win Meeting’
We arrange a convenient time for the person that is leading your pitch to meet with one of our consultants for 2 hours. They discuss what you want to achieve, what could be lost if you were to lose and how we would approach the pitch. Your investment is £750+vat and 2 hours of your time. Our next step is to propose back to you the investment required and a structure of how we would work together to greatly improve your chances of winning.
Gene Hackman plays ‘jury consultant’ Rankin Fitch, whose job it is to help the lawyer be prepared for the case, be the best version of himself in the courtroom and help plan how to approach the case, deal with the ‘curve-balls’ and get the most from each stage through thorough debriefs.