One of the most important steps in targeting supply chain opportunities is to communicate your capabilities effectively to other companies in the supply chain - those who can potentially use your products and services. The buyers have particular ways of operating and want to know they are dealing with the right kinds of suppliers. We'll show you some tips and hints that can help you describe your business capabilities to impress decision makers.
Learning more about a company's services, core values and capacity will assist potential customers in making a decision on whether they should do business with your company. When written powerfully and persuasively, describing your capabilities effectively will differentiate your business from your competitor, help to reinforce your business brand and value proposition in the minds of existing and potential new customers.
List the main areas of work that you like to do and the markets you serve – what you are best at and what type of work you like to win. Then add other services and products that you provide.
Don’t be tempted to overstate your capabilities – saying that you can do everything will quickly relegate you to the ‘not able to do anything well’ category. Be specific so decision makers get a very good understanding of what you do.
Give examples of the range of goods/services you provide. Try to explain the spread or range of what you can do.
While many small to medium sized businesses make products and sell these to major customers, it is often the backup service, support and even after hours assistance that SME’s provide that really make them stand out. What service and support do you provide to your customers? Or can you provide service or support to other manufacturers’ products, e.g. OEM products?
The type of people you have in your business says a lot about the businesses capability to deliver. Highly skilled and experience staff will play in your favour, whereas a team with limited skills and no experience presents a much greater risk for a buyer to take on.
If you are planning new investment or expansion (new premises, new major machinery, automation or other) include this information – it shows that you will be expanding your capacity in the future.
Not everyone has something unique but innovation is very important to major project supply chains. They may not use your innovation but it sends an important message that you are a thinker and a problem solver. It doesn’t matter if the innovation or product can’t be used by the major supply chain – just the fact that you can achieve this can improve your standing as a supplier.
This could be a firm certification or someone on the team has a certification. These show the potential client that you have put the effort into skills and systems to deliver good results.
If you just have a basic IT system, mention that IT systems are used to manage/track job, accounts or other information. Major project supply chains want to know that you have internal information management systems. Project documentation and correct invoicing seem like simple requirements but are vital for everyone in the chain.
Do you use e-commerce systems with other customers? Include this – it shows that you are IT savvy.
Is your business able to scale up to meet increased demand? Do you have subcontracting or partnering arrangements with other firms that helps you scale up your work capacity when needed?
List your employment to give potential clients an idea of the work volume you can take on.
Company turnover may be requested when you lodge your profile but this often remains confidential.
This can be described in volume, size and in dollar terms. This gives clients an idea of the scale of work you can comfortably handle for one client.
What geographic areas do you supply to? Major project supply chains want to know that you can provide support to specific areas for things like product support, maintenance and service.
As the market heats up, skill shortages will occur. Do you have a commitment to training your staff? Do you have strategies in place to retain key staff, multi staff skills? Include this information to demonstrate the depth of capacity in your firm, your ability to perform in a tight skills market and as a demonstration of your commitment to providing quality goods/services e.g. number of apprentices, other training you commit to.
Editor's Note: This information was sourced from the Queensland Department of State Development, Infrastructure and Planning.
Happy holidays from the team at PlantMiner! Since our offices officially close today for the Christmas break, we decided to celebrate by giving back to our great readers -- that means you.
You will often hear businesses telling you that a substantial number of their new customers are a result of word of mouth. So how do you get your customers talking about you? Providing exceptional service is the first and most important step in the right direction. By following a few simple suggestions you can increase your number of referrals and almost guarantee your customers will spread the word!
A supply chain consists of all parties involved, directly or indirectly, in fulfilling a customer request. With billions of dollars spent each year on goods, services and capital works, learning how to target supply chain opportunities has never been more important. For construction companies, this means there are many opportunities on an annual basis to tender, subcontract or supply to these government or commercial projects.
Join thousands of construction and mining pros getting the best content right in their inbox.
✓ updates on Australia's pipeline of state and federal projects
✓ fresh contract awards from major contractors and builders