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Courting Mentorship Prospects
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Posted On: Tuesday December 30th, 2003 at 12:00am EST
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Once the contact is made, it is time to start selling your company in such a way that the other side will agree that its developmental assistance will enable you to become a more viable asset to them and to the business community at large.
Hold meetings and emphasize the benefits from an association with your firm, that is, access to new markets, political clout, a partner that is knowledgeable about federal business and federal contracting, and your status as a minority business enterprise are key. Some of the meetings should include personnel from key departments in your firm. Encourage your staff to talk to their counterparts in the prospect’s company. Invite the prospective mentor to your facilities to see how your company works.
During these meetings and site visits, learn as much as possible about the other company. Question the prospect about past work with minority businesses; obtain and check references. The more that is learned about the prospective mentor, the better your firm’s position will be when it is time to negotiate a mentorship agreement.
Developing the opportunity is an ongoing process, which continues throughout the association because you want to foster an excellent relationship built on trust and dependability so that you will be chosen repeatedly for joint projects.
Remember, even those projects that did not select your firm as the protégé or you did not accept as mentors can hold benefits down the road. Therefore, be professional and businesslike during your contacts because while a mentorship might not have been right with a particular company, you would have already made a contact for possible contracting and subcontracting opportunities in the future. |
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