CREATING ACTIONABLE BUSINESS RELATIONSHIPS Pulling businesses together to stimulate local commerce

Overview of today’s presentation Common myths Watch out! Challenges Overview of techniques and strategies

Common myths Asymmetric relationship Relationships are a small part of the process Small businesses can’t support the need

Common myths addressed A business must choose which relationships best fit its business strategy 65% of clients precede RFPs with RFIs, phone screening or an informal letter Top selection criteria for commodity services are functional expertise, price and references

Watch out! Over-bundled procurements Unclear statement of work Overly prescriptive requirements

Watch out!-continued One-sided contract and payment terms Lack of performance metrics/flawed evaluation criteria One-way communication and one-shot deals

Challenges Market analysis Perception Getting to the decision maker

Overview of techniques and strategies Greater Macon (GA) Chamber of Commerce/MEDC Minneapolis (MN) Regional Chamber of Commerce Greater Philadelphia (PA) Chamber of Commerce

Greater Macon (GA) Chamber of Commerce/MEDC Chamber make-up: 1,188 members representing 68, 989 employees 93% have less than 100 employees Membership is largely in Bibb County, some memberships in contiguous counties

Greater Macon (GA) Chamber of Commerce/MEDC Procurement Seminar Series “Common Pitfalls and Lessons Learned” (GEICO) Bibb County Board of Education The Boeing Company Robins Air Force Base Initiated to stimulate local commerce

Greater Macon (GA) Chamber of Commerce/MEDC What we learned Vendor preference Format Residual effects Where we’re headed Potentially two separate series (one public/ one private) Partnerships Outreach to vendors and suppliers

The Minneapolis Regional Chamber of Commerce “Creating powerful partnerships to unite and grow member businesses and the region.” The Minneapolis Regional Chamber of Commerce   Over 1300 member businesses Representing 68 communities Breakdown of Member Businesses (Full Time Employees) 1-50 77% 51-249 14% 250 + 9% 3 Affiliate Chambers Bloomington 28% City of Lakes (includes downtown Minneapolis) 33% Northeast Minneapolis 17% Minneapolis Voted “Top 10 Markets for Small Business” – BizJournals 12

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 13

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 What we have learned Connect with businesses never involved Retention Member Surveys Next Steps . . . Kristen Dalen Small Business Manager Minneapolis Regional Chamber of Commerce 612.370.9160 – Phone 612.370.9195 – Fax Kdalen@MinnneapolisChamber.org 14

Greater Philadelphia (PA) Chamber of Commerce Chamber make-up Over 5,000 members representing over 175,000 employees Membership covers 3 states, 11 counties 86% of membership has less than 100 employees

Greater Philadelphia (PA) Chamber of Commerce The GPCC Supplier Network Program What it is How & Why it was developed Where we are now Created as a solution to a member need

Greater Philadelphia (PA) Chamber of Commerce The Future of the Supplier Network Program How to keep the program growing Program outreach Partnerships Updating the program and value added items Spin off programs

Questions and Answers