Durban – South Africa’s automotive industry plays a vital role in the country's industrialisation drive. According to industry statistics, the sector contributes significantly to our GDP, with manufacturing representing a substantial portion of this contribution. More specifically, small and medium-sized enterprises (SMEs) contribute approximately 34% percent and play a vital role as drivers for reducing unemployment and aiding economic growth. Yet, despite this, SMEs face many challenges accessing big customers in their industries due to difficulties in meeting the required standards of big business. According to Kyle Ballard, Head of Accelerators: Durban Automotive Cluster (DAC), the secret to overcoming these challenges lies in ensuring that your value proposition is aligned with big customers’ needs. To help guide SMEs, Ballard shares a helpful tool, referred to as the “6Cs Framework”. “The "6Cs Framework" – Commitment, Capability, Competitiveness, Compliance, Capacity, and Cash - serves both as the foundation and roadmap for SME success,” he elaborates. “Following this framework enables them to transform into businesses that big corporates are eager to work with and serves to close the divide between being recognised as a promising supplier and actually securing sought-after purchase orders." SMEs aspiring to engage with large enterprises should evaluate their readiness by assessing how they measure against the critical 6C elements: 1. Commitment: In any relationship, commitment is key. It involves always going the extra mile to meet customer requirements and adding value. Proactiveness and unwavering dedication to problem-solving are vital. 2. Capability: SMEs must demonstrate their ability to meet customer demands head-on. Displaying expertise in required processes, equipment and skills instils confidence and builds trust. For example, SMEs in manufacturing or ancillary services who have strong engineering design capabilities, reliable quality …
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