BUSINESS NETWORKING ROUNDTABLE #18
Discenza Business Continuity Solutions, LLC
Tuesday, October 24th, 2017
9:30 am - 12:00 pm
630 Freedom Business Center Drive
King of Prussia, PA 19406
WHO SHOULD ATTEND?
Participants will be principals, owners, partners or representatives of a BEACON Member business. There is no limit to the size of the Member business. While many BEACON Members are in job transition, Business Networking Roundtable events may be attended ONLY by Members who either have a recognized (registered) business entity or
work for one.
As a participant, you will share “the story of your business” – strategy, target clients, business development techniques, etc.
As a participant, you get the opportunity to develop 12 new “Brand Ambassadors” - each with a clear understanding of the value proposition of your business.
As the Host, David Discenza will introduce all the participants to the challenge he faces in developing his consulting practice.
Despite recent events (hurricanes, massive data breaches), most small- to medium-sized businesses are unaware of (or indifferent to) the concept of developing a plan they can implement when something disrupts their normal business routine. They understand the need for creating a recovery plan for their data, but not for their business operations.
There is a trend in this country involving businesses that are B2B where they are being required by larger customers to get a plan or lose that business. However, that trend is happening slowly.
Considering this environment, David will ask each participant to offer their ideas, insights and wisdom relative to his Challenge Questions:
“How can I engage prospective clients, or people who can refer me to prospective clients, on an emotional level to change their attitude toward business continuity planning?”
Since going directly to companies to offer my services isn’t working, what other avenues are there for getting my name out there?
Bear in mind that I continue to do the following:
· Speaking engagements
· Appearing on internet business tv
· Regular sharing/posting on LinkedIn, Facebook, Twitter
OVERVIEW OF DISCENZA BUSINESS CONTINUITY SOLUTIONS (DBCS)
(in David’s own words)
Most of my competitors in this space actually are selling software solutions coupled with business continuity consulting services. This makes sense in their target market (companies with revenues of $500million and above). My target is the small to medium sized business ($20 - $500million in revenue) for whom a software solution might be overkill.
When a client engages me, they are dealing with me through the entire process. In a real sense, I am the product I am selling; my experience, competence, and knowledge in this field. I do work with others for services that I do not offer. For example, I have a partner who’s experienced in Crisis Communications. If the project also includes developing a plan for the recovery of data, I have other firms I can pull into a project to supply that part of the project.
I am with a client not only through the project but after as well. If a client ever needs to invoke their plan, I offer to come and run the “after-action” meeting to see how well the plan was implemented and address any gaps that were discovered. My clients need to know that I am serious when I say, “the resilience of your business is my business”.
GUIDELINES FOR PARTICIPANTS
A Business Networking Roundtable (BNR) event is a Member business-focused event designed to enable Members to share information about their business with other Members and for participants to learn about other Member businesses in a focused and moderated setting. The Business Networking Roundtable events are for Members who are in business and who wish to do business with other BEACON Member businesses.
The purpose of the meeting is business networking and designed to be a better way to learn more in-depth knowledge about other Member’s businesses with whom participants may want to engage, collaborate and or recommend to their business network.
Instead of the usual 30 second “elevator pitch” participants will be given 3 minutes to answer the following questions which will help others understand their business and what it is that they are looking for:
1. What is your business?
2. What makes you different?
3. Who is your ideal client?
4. What is a good referral for you?
Participants will also be able to participate in a 20-minute discussion of a business challenge or topic of the Host’s choosing. Best practices, suggestions, experiences will be shared.
Participants will be principals, owners, partners or representatives of a BEACON Member business. There is no limit to the size of the Member business. While many BEACON Members are in transition and considering starting their own business, Business Networking Roundtable events may be attended ONLY by Members who have a recognized (registered) business entity. Participants will:
Register for a specific Business Networking Roundtable event through the Beacon website.
- Agree to the meeting guidelines and strictly adhere to them.
- Come to the meeting prepared to answer the 4 questions below for their Business.
- Act in good faith to support other Participants by providing assistance with contacts and or referrals as appropriate.
- Be members of the BNR Group that is maintained on the Causeway site.
· Be on time and stay through the end.
- Follow the directions of the Facilitator and stay within the time allotted.
- Extend professional courtesy to others by refraining from using phones, working on computers (other than taking notes) or texting during the meeting.
- Every effort should be made to avoid distracting other Participants during the meeting.
- Act ethically and in good faith with information and content of discussions that may take place during the meeting. Agree not to share information disclosed with Participants competitors.
- Follow up on commitments made to others during the meeting.