Gauteng Provincial Treasury (GPT), as the custodians of Procurement Strategy for the Gauteng Province, has formalized a relationship with the South African Supplier Diversity Council (SASDC) to explore ways in which the two organisations can collaborate in pursuit of the government’s Township Economy. As part of the TER programme, the SASDC, in partnership with GPT, will execute initiatives in support of achieving the Provincial Government’s objective of creating an enabling environment for township enterprises to access markets through government and private sector procurement.

The revenue growth of Township co-operatives and SMME’s will be supported, which will assist in the creation of employment opportunities, help to alleviate poverty and stimulate local economic growth.Through engagements with some of the Township Based suppliers in the business development trainings, it has become apparent to us that, when meeting procurement personnel, many of our suppliers struggle with knowing what information to present to them.

In order to secure procurement contracts, suppliers will have to pitch their businesses numerous times, therefore they need to ensure that the pitch is clear and concise. As a solution, we have outlined 7 questions that need to be addressed when pitching your business.

What do you do? Start with the name of your company and what it does.  This may sound obvious, but many suppliers forget to state this clearly and simply. Along with describing what your business does, try to outline the reason that the business was started e.g. what problem did you identify that you started the business to solve.

What is your solution? You have identified the problem; now explain how your business can solve that problem.  

Who is your target market? Knowing who your product/service will be targeted at, shows buyers that you have thought about your customers. Too often entrepreneurs have a great idea and start businesses based on their ideas without knowing whether anybody else will be prepare to pay for their products or services.

Who is your competition? Are there other companies in the market offering what you are? If there are, you need to know what sets your business apart. Do you have lower prices, better quality, shorter lead times, or superior customer services? If you do offer any of these make sure you communicate that. 

Who do you have on your team? If you employ people who have unique skills or skills that are particularly suited to your business, introduce them. If you do not yet employ those people, at least show buyers that you are aware that you need them and plan to recruit them at a later stage. 

What is your business model? Describe the operations of the business. This does not have to be a long, complicated description, just a basic explanation of what you produce, and how. 

What is your experience and track record? Take some time to list some of the clients you have and how you have met (or exceeded) their expectations. 

The South African Supplier Diversity Council hosts perfecting your pitch sessions suppliers once in a month. Share this article and it may save someone from fainting in an elevator pitch!