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Recap: Coffee with a Corporate
Featuring VyStar Credit Union
At this week’s Coffee with a Corporate webinar, WBEC Florida President and CEO Nancy Allen sat down with two guests from VyStar Credit Union to talk about what women-owned businesses can do to stand out as potential suppliers. The guests were:
The conversation was a helpful behind-the-scenes look at how procurement relationships are built, how suppliers get “on the radar,” and what it takes to move from a vendor to a trusted strategic partner. These tips can help you become "corporate-ready" no matter which industry you're in or which corporations, government agencies, or nonprofits you're targeting as a supplier.
Here is an excerpt from a longer article on our website:
7 Tips for Suppliers Who Want to Get Noticed and Win Opportunities
1) Build relationships on purpose — show up consistently.
People do business with people they know, like, and trust. The fastest way to build that trust is to show up where decision-makers and advocates are, such as events, networking functions, and conversations like this one.
2) Know who you’re talking to — and keep your message clear.
One of the biggest takeaways: Supplier Development teams are often your champions, while Procurement is typically the team that signs contracts. Adjust your approach based on who’s in front of you. Keep your message clear, relevant, and focused on what matters to them.
3) Get certified (and consider multiple certifications).
Both speakers reinforced that certification still matters. It increases credibility, confirms you’ve been vetted, and helps organizations track supplier impact. They also encouraged businesses to pursue additional certifications when applicable (city/state/county, veteran-owned, etc.) to expand visibility and access.
4) Provide a strong capabilities statement.
Keith shared that a capabilities statement helps members of the corporate team understand what you do and who you serve so they can advocate for you internally. Note that your main capabilities statement can and should be tailored to a specific potential client or industry, meaning that you can have multiple versions to present depending on your target.
5) Add a clear value proposition.
Willie took the advice a step further: Pair your capabilities statement with a value proposition, including how you compare to the three largest competitors in your field. This comparison should not focus on providing a lower price alone, since business decisions are based on need and competence instead of just the lowest bid. Your value proposition should include points such as cost savings, cost avoidance, efficiencies, case studies, and ESG/sustainability impact. Keep in mind that if your company is smaller than that of your competitors, you can use that as a plus, saying your size allows you to be more nimble and responsive to client needs.
6) Consider second-tier opportunities and focus on performance.
Not every supplier starts as a prime or Tier 1 contractor. Willie and Keith encouraged businesses to pursue second-tier opportunities with prime contractors as a smart “foot-in-the-door” strategy. The key is credibility: Be ready to perform, deliver quality, and build a reputation that can grow into bigger opportunities over time.
7) Know that success is a blend of relationships, readiness, and relevance.
Focus on becoming corporate-ready as a supplier, work on your professional relationships, and the rest will follow!
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