Connecting Small Business to Large Business Presented by Lisa Paglaiccetti Director, Programs & Events Greater Philadelphia Chamber of Commerce

The Greater Philadelphia Chamber of Commerce Over 5,000 members Represent over 175,000 employees Membership covers 3 states and 11 counties 86% of our members are under 100 employees Over 150 programs a year

The GPCC Supplier Network In 2004, The Greater Philadelphia Chamber of Commerce and Citizens Bank joined together to launch the GPCC Supplier Network, an educational and networking program series designed with a two-fold mission: To provide small businesses the necessary business techniques and strategies that will assist them in competing for contracts with large corporations. To assist large corporations, who are often challenged with finding qualified small, minority, veteran and women-owned companies with which to do business.

Creating a Solution to a Member Need Small Business Board wanted more interaction with larger companies. Fall 2004 Meeting the needs of the large and small companies – create a win-win. Summer 2005

Research: Start to research the small members wants and needs. Spring 2005 86% of our members are under 100 employees Small Business Board is the voice of these members -Recommended more opportunity to network with the larger members. Met with the CEO’s and procurement officers of our larger members, starting with board members to gain their support. Feedback was smaller businesses needed to know the steps to doing business with a large company and needed to be prepared.

Identify Key Elements: Funding of the program One key sponsor to underwrite cost Fee to participate – members only Package the program into new member packages Large member company support Begin outreach to procurement officers of major companies, with CEO’s concurrence. Summer 2005 No fee to participate – just their time & commitment to the program via instruction and networking.

Development: Outline how the program will look Participants are required to be in business for a minimum of 3 years Series includes 16 hours of instruction Designed a curriculum that would meet the needs of the large companies training the small business member in the following areas: Work with private contractors versus the government Marketing & Finance Contract opportunities & Responding to requests for proposals Planning for growth Culminating networking session between the attendees and the procurement representatives. Outline how the program will look – how many days, when, where, etc Designed a curriculum that would meet the needs of the large companies training the small business member in the following areas: Work with private contractors versus the government: Certifications Locate your target market and build relationships: Capability statement Finance – planning for growth and presenting your finances (DUNS) Finding contract opportunities and responding to requests for proposals Manage growth through HR and risk management plans The payoff: Program includes a final one-on-one networking session between the attendees and the procurement representatives to increase relationship building.

Supporting Companies: ACE INA Aqua Pennsylvania AstraZeneca Boeing CIGNA Comcast Cable Communications Community College of Philadelphia Delaware River Port Authority DuPont Marshall Laboratory Independence Blue Cross Johnson & Johnson Lockheed Martin Integrated Systems & Solutions Merck PECO, an Exelon company Philadelphia Housing Authority SEPTA Tasty Baking Company The Day & Zimmermann Group, Inc. The School District of Philadelphia Unisys Corporation UPS Verizon Resource Organizations: Citizens Bank Mayor Business Action Team (MBAT) The MSDC of PA-NJ-DE SBDC at Wharton US SBA PA MBDC The Enterprise Center WBEC of PA-DE-NJ Define Resource Organizations

Implement: February 2005 – 1st Supplier Network program 1 year of research and planning Team of 4 people One full-time events person Surveyed large and small company participants after each session and made changes to the program between each new series. Consistently reaching out to larger as well as mid-size companies to market the program and grow support

Maintaining the Supplier Network Effort: Supplier website continues to promote those completing the SN program. Database is searchable by business class, keyword, minority, women and veteran owned. Marketing of the SN members Special nametags Membership plaque identifying them as SN members Designation in our member directory Press Release after each session Continuing Education Workshops Additional networking opportunities

Challenges: Gaining active supporting companies Keeping the topics and curriculum interesting Conveying the goal is to build relationships not receive bids Finding companies that purchase locally

Overall Benefits of the Program: Producing qualified small business vendors Engaging traditionally non-active members Connecting businesses

Ultimate Value: Increased revenue – New Membership, current membership/program side and sponsorship 50% of attendees are new members joining for the SN series. Overall member satisfaction – broad base of members

How Did We Do It: Internal team for research & development: CAO VP, Membership Director, Programs Director, Marketing External teams: Small business committee Advisory Council of major company supporters

In Review: Research Design Implement Ongoing process What are the needs of your small and large companies and how do you meet both? Every Chamber is different – what works for one may not work for all. Design Create a program that has value beyond the networking. Implement Start off with a small group or a test group. Ongoing process Be open to making changes to the program as it grows. Continuous feedback is crucial to the success of any program.

Additional Programs: In addition to the Supplier Network program we have put in place additional membership packages and opportunities to facilitate networking between small and large business. The GPCC Ambassador Committee Membership Levels Executive Level Partner Level President Circle The GPCC Ambassador Committee: Welcome new Greater Philadelphia Chamber of Commerce members into a comfortable, lucrative networking environment. Program aims to unite current and incoming members to grow the regional business community and enhance Chamber membership. New member companies are of all sizes. Chamber Ambassadors are from member companies of all different sizes. This Creates opportunity for large and small businesses to network. Chamber Member Levels: Our membership is structured in levels with a package created for each level. Small Businesses who want more interaction with larger companies and to be included in exclusive events for this group can join at any level. Special Events, opportunity to join the board, public policy events 6% of Small Business’s join at the Partner Level VIP Events & Seating only for members at specific levels

Questions