WITH stormy waters ahead for our supply chain, the effects can be quickly felt by SMEs, and a natural reaction is to batten down the hatches.
In times like these, one of the first areas where people look to make some savings is to throw their sales and marketing budget overboard.
This might give some short-term relief to the balance sheet, but in the longer term, it just gives the green light to your competitors to move into your patch.
We have moved very quickly from an overheated market characterised by some fortunate suppliers – for example, in the drilling, supply vessel and subsea sectors – picking and choosing who they want to do business with, to a market that has noticeably cooled.
When orders are harder to seek out, is this not the time to redouble your efforts with an effective sales and marketing campaign?
There are signs that many SMEs are recognising that a proactive approach to seeking out those harder-to-find orders is the sensible reaction to this economic downturn.
Bookings at Houston’s OTC and Aberdeen’s Offshore Europe events continue to be very healthy.
The supplier networking events which FPAL runs in conjunction with trade organisations such as NOF and EIC are proving to be more popular than ever as suppliers grab the chance to learn about real opportunities, first hand, from operators and main contractors.
FPAL, which aims to help every buyer find the perfect supplier, has noted a recent upturn in the number of suppliers who wish to register with the industry’s supplier gateway for the first time.
The key thing is to ensure that your sales and marketing budget is invested effectively. It is not enough just to turn up at OTC or Offshore Europe or to register with FPAL; you need to make your investment effective by distinguishing yourself from your competitors. FPAL provides free expert assistance in making your supplier registration effective.
For further information, contact enquiries@fpal.com