Getting onto Preferred Supplier Lists

[minttwist_ross]

As our company has been growing consistently for quite some time now, my directors have asked me to start pitching for business from multinationals and larger accounts, i.e. Nestle, PepsiCo etc.

I know that these company types have PSLs but I'm here to ask for any advice on how to go about trying to get onto these lists (or at least tips on finding out who the relevant contacts are). I've been trying to make contact with a number of these companies to organise meetings to showcase our abilities but I often struggle to find direct emails etc.

We're a digital agency in North London.

I'm hitting a lot of brick walls so, any advice would be appreciated.

 

[Smallbusinessman]

Usually, the Preferred Suppliers are already in place. The process usually works like this:
- phone up the switchboard and ask for the procurement department
- either the switchboard or procurement direct you to a website where you register your company and its services
- eventually, when they are next doing a Preferred Supplier exercise, you will be contacted by email and asked to jump through various hoops, all of which are very tiring and possibly ending up with an internet reverse-auction, which will have you working for next to nothing.
The purpose of this process is to focus on price and prevent you from focussing on quality.

In my opinion, by all the means go through the above, but in the meantime pitch at businesses below the level you mention where you have more chance of speaking to somebody, arranging a presentation and establishing your credentials and credibility.

Good luck.

 

[samuel timah]

hi my names are Mr samuel timah
i can help you on how to come
on those list i.e nestle
my company can provide access
and secure contacts so for more
and aviced reach me by replying

good luck

 

[Montaigne]

What's a digital agency?

 

[Merchant UK]

What's a digital agency?

A digital or new media agency is a business that delivers services for the creative and technical development of internet based products, i think

 

[minttwist_ross]

Usually, the Preferred Suppliers are already in place. The process usually works like this:
- phone up the switchboard and ask for the procurement department
- either the switchboard or procurement direct you to a website where you register your company and its services
- eventually, when they are next doing a Preferred Supplier exercise, you will be contacted by email and asked to jump through various hoops, all of which are very tiring and possibly ending up with an internet reverse-auction, which will have you working for next to nothing.
The purpose of this process is to focus on price and prevent you from focussing on quality.

In my opinion, by all the means go through the above, but in the meantime pitch at businesses below the level you mention where you have more chance of speaking to somebody, arranging a presentation and establishing your credentials and credibility.

Good luck.

Thank you very much for your advice. We've been dealing with SMEs for a number of years and recently took on a couple of large accounts, which is where my directors' hunger to move the business in that direction comes from.

Many thanks again.

 

[minttwist_ross]

A digital or new media agency is a business that delivers services for the creative and technical development of internet based products, i think

Couldn't have put it better myself

 

[Montaigne]

Ross, could you give me more detail? To me that is just a web design firm but I imagine it is more involved than that. Is it covering SEO, e-commerce applications, advertising etc as well as traditional web design or am I off the mark completely?

 

[minttwist_ross]

Ross, could you give me more detail? To me that is just a web design firm but I imagine it is more involved than that. Is it covering SEO, e-commerce applications, advertising etc as well as traditional web design or am I off the mark completely?

Hi Montaigne, I'd be happy to go into more detail. Being a digital agency means that we provide a more comprehensive service than a web design agency in the sense that, as well as web design and development, we offer SEO, SEM, social media services, app development etc. But, due to the nature of the industry, this list is not exhaustive and we are constantly adding new strings to our bow.

I hope that answers your question, was there any particular reason for your interest?

 

[Montaigne]

Hi Ross,

Mainly curiosity but I'm a freelance sales rep'/broker within the Facilities Management industry and I source work on a commission only basis for multiple different firms.

Like yourselves I keep adding services that I provide in order to diversify my income. I work with a number of firms ranging from one man bands and medium sized firms up to the odd national and I try and source software design, web design etc for these businesses.

So, I'm always on the lookout for how I can sell another company's product, in one way or another, in order to further diversify the services I can also offer to customers in general.

But it was mainly curiosity

 

[Smallbusinessman]

Thank you very much for your advice. We've been dealing with SMEs for a number of years and recently took on a couple of large accounts, which is where my directors' hunger to move the business in that direction comes from.

Many thanks again.

You are welcome. I would say: 1) be wary of any 'huge' company that treats your service like a commodity - in other words, "all you guys are the same so it's all about the price" 2) if you get the feeling that they are including you to make up the numbers (to make the buyer look good and feed his ego), don't put too much energy into it. 3) there is a level of business above SME but not 'international blue-chip' with which it is possible to work in a mutually beneficial partnership.

 

[tom55]

You are welcome. I would say: 1) be wary of any 'huge' company that treats your service like a commodity - in other words, "all you guys are the same so it's all about the price" 2) if you get the feeling that they are including you to make up the numbers (to make the buyer look good and feed his ego), don't put too much energy into it. 3) there is a level of business above SME but not 'international blue-chip' with which it is possible to work in a mutually beneficial partnership.

thanks for that much appreciated!!

 

[Digital Investments]

As our company has been growing consistently for quite some time now, my directors have asked me to start pitching for business from multinationals and larger accounts, i.e. Nestle, PepsiCo etc.

I know that these company types have PSLs but I'm here to ask for any advice on how to go about trying to get onto these lists (or at least tips on finding out who the relevant contacts are). I've been trying to make contact with a number of these companies to organise meetings to showcase our abilities but I often struggle to find direct emails etc.

We're a digital agency in North London.

I'm hitting a lot of brick walls so, any advice would be appreciated.

The hard way to get on PSL's is to call your decision maker one/twice a month - try to break the ice as much as you can and eventually you will get some 'break' where none of their PSL's can deliver and because you've been calling on a monthly basis, they know who you are and will give you a shot. In a past life I was in IT recruitment and this was exactly how it was done - though to see any tangible results takes a loooong time.

The fastest way is networking, but its still hard work. You need to know who your decision makes are and get out to where they are and where go. Literally, used Linked In, talk talk to people, make sure people know you, make sure you get invited to the parties they're drinking at - being based in North london you're definitely in a position to do this, but to really hit it it has to become a way of life. I have close friends in the city who work like this, they do little work during their actual working day and every evening their out networking and meeting people - usually at a bar -it's a great life for some, but it wasnt for me.

What I personally do is leverage my friends networks - everyone knows exactly what I do, why we're good and more importantly for them, that if they refer me any business they immedietly get 10% - no questions asked. If you know people in large companies within the city, tehn this would be your best initial approach

 

[minttwist_ross]

The hard way to get on PSL's is to call your decision maker one/twice a month - try to break the ice as much as you can and eventually you will get some 'break' where none of their PSL's can deliver and because you've been calling on a monthly basis, they know who you are and will give you a shot. In a past life I was in IT recruitment and this was exactly how it was done - though to see any tangible results takes a loooong time.

The fastest way is networking, but its still hard work. You need to know who your decision makes are and get out to where they are and where go. Literally, used Linked In, talk talk to people, make sure people know you, make sure you get invited to the parties they're drinking at - being based in North london you're definitely in a position to do this, but to really hit it it has to become a way of life. I have close friends in the city who work like this, they do little work during their actual working day and every evening their out networking and meeting people - usually at a bar -it's a great life for some, but it wasnt for me.

What I personally do is leverage my friends networks - everyone knows exactly what I do, why we're good and more importantly for them, that if they refer me any business they immedietly get 10% - no questions asked. If you know people in large companies within the city, tehn this would be your best initial approach

This is fantastic advice, thanks for taking the time. The second option that you suggested is a route that I have been pursuing, being a naturally talkative person. Plus, for anyone else following this thread, talking with friends about what you do and your aims can be very fruitful. I've already set up a dinner with HR people from a multinational through friends' contacts.

 

[Digital Investments]

This is fantastic advice, thanks for taking the time. The second option that you suggested is a route that I have been pursuing, being a naturally talkative person. Plus, for anyone else following this thread, talking with friends about what you do and your aims can be very fruitful. I've already set up a dinner with HR people from a multinational through friends' contacts.

Your welcome

You must make the most out being located in London - your top 2 tools are Linked In and your personality - no kidding! And when you're out their meeting these people, whatever you do DONT sell your services! Sell your personality. People will naturally ask what you do, it's the most common ice breaker, and have a prepared script - a 30 second pitch and a 2 minute pitch - seriously this stuff works man. Your 30 second pitch is an intro, try to drop in some big names and/or something that really catches attention, then once you've finished telling them what you do in 30 seconds, immediately divert the conversation back to them. The harder you try not to sell, the more they will want to know what you can do for them. Most of all, add value!!!

good luck, let us all know how you get on