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Must Win Meetings
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.
In this case, we have tried and tested a 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. Above all, this provides 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.
The First Steps of Working Together on a ‘Must Win Meeting’
Firstly, we arrange a convenient time for the person that is leading your pitch. This will be in arranged in order for you to meet with one of our consultants for 2 hours. Secondly, they then discuss what you want to achieve, what could be lost if you were to lose and finally, how we would approach the pitch. Your investment is £750+vat and 2 hours of your time. Our last step is to propose back to you the investment required. Furthermore there will be a structure of how we would work together, all in order to greatly improve your chances of winning.
Prices Start From £750, find out more:
“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. As well as fundamentally changing our approach to dealing with UK supermarkets. They surprised me in how much value they could add. Admittedly, 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 as a result of their training. 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.