Small Business Development Division Hot Topic Stimulating Local Economies Business to Business

2007-08 ACCE Small Business Development Chairman Kathy Elliott, VP Small Business, Greensboro (NC) Chamber of Commerce

Solutions & Strategies Overview Common Myths Watch out! Challenges Solutions & Strategies

Common Myths Relationships are a small part of the process Small businesses can’t compete

Myth Buster A business must choose which relationships best fit its business strategy 65% of clients precede RFPs with RFIs, phone screening or an informal letter Criteria for used for purchasing services are functional expertise, price and references

Watch out! Over-bundled procurements Unclear statement of work Overly specified requirements One-sided contract and payment terms Lack of performance metrics/flawed evaluation criteria One-way communication and one-shot deals

Getting to the decision maker Challenges Market Analysis Perception Preparation Getting to the decision maker

Greater Macon (GA) Chamber of Commerce/MEDC Procurement Seminar Series “Common Pitfalls and Lessons Learned” County Board of Education, The Boeing Company Robins Air Force Base Where we’re headed Potentially two separate series (one public/ one private) Partnerships Outreach to vendors and suppliers

Small Business Forums: How to Become a Preferred Vendor “Creating powerful partnerships to unite and grow member businesses and the region.” Small Business Forums: How to Become a Preferred Vendor   Why was the program created Value to small business membership How the Small Business Forums were developed Small Business Growth and Development Committee Membership Priority What we have offered How to Do Business with Large Companies How to Do Business with Mid-Sized Companies 9

Greater Philadelphia (PA) Chamber of Commerce The GPCC Supplier Network Program - Created as a solution to a member need What it is How developed it Where we are now Where we’re headed How to keep the program growing Program outreach Partnerships Updating the program and value added items Supplier Network Series The Supplier Network series connects small business owners and executives with the region’s foremost procurement officers. By enhancing their marketability and developing their business strategies, the current Supplier Network businesses have bolstered their qualifications to compete for contracts with the region’s larger companies. The educational and networking series is seeing tangible results as more and more small companies—including woman-owned, minority-owned, and veteran-owned—are gaining direct business connection to the procurement executives and learning the secrets of securing contracts with large regional companies and government agencies. GPCC Supplier Network is an innovative series aimed at producing a more prolific regional business community. As small companies enhance their business strategies and techniques, large companies will have a more qualified, reliable collection of vendors to do business. By promoting collaboration among small and large companies, the GPCC Supplier Network stimulates regional business and creates a more unified business community in Greater Philadelphia.

The Topeka/Shawnee County Purchasing Roundtable Formed in 2002 and is comprised of companies and organizations interested in the small, minority, women-owned business community of Topeka and Shawnee County. The Roundtable consists of purchasing officers, buyers, and procurement people from large corporations and the city, state, and federal agencies in the Topeka area. Meets bi/monthly Over 3-5 million dollars in contracts have resulted with small businesses in the area

Greensboro (NC) Chamber of Commerce Conduct Corporate Purchasing Forums Federal Procurement Conferences Strong relationship with our area MSDC. Website

Solutions & Strategies Contributors Greater Macon (GA) Chamber of Commerce/MEDC Minneapolis (MN) Regional Chamber of Commerce Greater Philadelphia (PA) Chamber of Commerce Greater Topeka (KS) Chamber of Commerce Greensboro (NC) Chamber of Commerce

Questions and Answers Contact Information Kathy Elliott, kelliott@greensboro.org Crystal Moore, cmoore@acce.org