CEO SERIES: Redefining Your Value Proposition: What are corporations seeking from their suppliers today?

Redefining Your Value Proposition September 13, 2011

© 2010 by RGMA, Inc. 3 RGMA Established 1979 © Ralph G. Moore & Associates, Inc The Intersection of Performance and Supplier Diversity Supplier Diversity Program Design and Enhancement Economic Opportunity Program Development Emerging Business Capacity Building and Development Strategic Alliance Facilitation Senior Management Supplier Diversity Briefings © 2011 Copyright by RGMA

Convergence: Definition “The act of approaching the same point from different directions; tend toward a meeting or intersection” The American Heritage Dictionary The American Heritage Dictionary © 2011 Copyright by RGMA

Convergence New, enlightened public sector leadership Private sector need for innovation Expanding pool of equity capital Exponential growth of savvy emerging CEOs Technology is leveling the playing field Growth of robust supplier diversity processes © 2011 Copyright by RGMA

Creating New Growth Platforms Donald Laurie, Yves Doz, and Claude Sheer Donald Laurie, Yves Doz, and Claude Sheer Harvard Business Review: May 2006 “Opportunities for building new growth platforms (NPGs) lie at the intersection of a company’s actual or potential capacity set, unmet customer needs, and forces of change in the broader environment”

New Growth Platforms* WHAT WHAT – Enablers (New or converging technologies, regulatory pressure, and social change WHERE WHERE – Customer problems (unmet, unserved or latent customer needs leading to markets HOW HOW – Capabilities (identifying and assembling capabilities, intellectual property, know-how, competencies, processes and leveragable assets) *Creating New Growth Platforms Donald Laurie, Yves Doz, and Claude Sheer Donald Laurie, Yves Doz, and Claude Sheer Harvard Business Review: May 2006

How can we make a difference? a difference? Where can we make a difference? a difference? What trends would enable markets to grow faster or bigger? *Creating New Growth Platforms Donald Laurie, Yves Doz, and Claude Sheer Donald Laurie, Yves Doz, and Claude Sheer Harvard Business Review: May 2006

© Ralph G. Moore & Associates, Inc How Corporations View Your Value Proposition

Non-Core products/ services Core products/ services Multiple Suppliers Few Suppliers A Generic Value Proposition will Land Your Business Here … What commodities are in this box? This is a very tough place to run a business! © 2011 Copyright by RGMA

Non-Core products/ services Core products/ services Multiple Suppliers Few Suppliers Strategic Partner Only a Compelling Value Proposition Will Get You Here © 2011 Copyright by RGMA

© Ralph G. Moore & Associates, Inc What Are Corporations Seeking from Their Suppliers Today?

Panelists Redefining Your Value Proposition Ms. Debra Jennings-Johnson Director Supplier Diversity BP America Inc. Mr. Dwain L. Carver Associate Director, Corporate Supplier Diversity The Procter & Gamble Company

© 2010 Copyright by RGMA Panel Discussion

Redefining Your Value Proposition ICIC Presentation September 13, 2011 Dwain Carver Associate Director Corporate Supplier Diversity

Procter & Gamble  P&G’s 50 leadership brands are some of the world’s most well known household names. 24 of these 50 brands each generate more than one billion dollars in annual sales.  P&G ‘s Purpose Inspired Growth Strategy - Touching and improving more consumers’ lives in more parts of the world…more completely. Today P&G brands touch the lives of over four billion people around the world everyday. Our target is five billion people per day by  Supplier Diversity ties to our Purpose  P&G Diversity Our supplier base should reflect the diversity we value and expect to see in P&G as a company. We believe in having employees and business partners who reflect the markets and consumers we serve.

Why Supplier Diversity is a Priority at P&G  Business strategy we have focused on since the mid- 1970’s  To fulfill our Purpose and execute our growth strategy effectively is fueled by innovation which requires diversity.  Investing with diverse suppliers: Strengthens our innovation and go-to-market capabilities. Major employers of women and minorities Touch and improve the lives of men and women who work in these companies and through them, their families and the communities in which they live and work.  Work with majority owned and international supply partners to do business with diverse suppliers to expand the impact of our Supplier Diversity strategy. Bob McDonald Chairman of the Board, President & Chief Executive Officer

Supplier Selection Process  Determine Internal Business Needs (Best Total Value)  Best Total Value Criteria Innovation Price Technical capability & Technology evolution Deliver on required timing Supplier Diversity spending opportunities Supplier Relationships Supply Chain  Review Industry Analysis of the Supply Base  Determine the supply base that best matches the internal business needs

Debra Jennings-Johnson September 13, 2011 Re-defining Your Value Proposition Redefining the Value Proposition

National Minority Supplier Development Council October, BP America – Who we are… Wind Solar Exploration and production Refining and Marketing

Supplier Diversity “BP is committed to increasing diversity in our supply chain. Consistent with BP brand values, we seek to create sustainable progress in local communities by providing a high level of opportunity for diverse suppliers to participate in our business.” Chairman & President BP America, Inc. Commitment

Supplier Diversity BP goes to market based on Business Needs Safety and Reliability are priorities Approved vendor list and Supplier Quality Management Contracts are master service agreements, which can be utilized across the segments without being re-negotiated Selection Process

23 Market Sector Diverse Spend Supplier Diversity 2010 Year End Market Sector Diversity Spend ($MM) Production Operations (E&P) Logistics Gum Restoration Drilling / Completion & Wells (E&P) H.R. Services Unknown Commodity Maintenance Services Manufacturing Site - Capital Project Services Property Management Manufacturing Site - Engineered Equipment & Material Facilities Engineering & Construction (E&P) Retail Assets Seismic (E&P) Finance Services Marketing Services Manufacturing Operations Compliance & Environmental Products And Services I.T. Products & Services Technology Research & Development Services Travel And Meeting Products And Services Alternative Energy Supply Markets0 Grand Total

Thank You

Q&A