IBM Global Consulting Services © Copyright IBM Corporation 2006 Working with Large Industry Partners presented by Sue Horton Alliance Texas June 29, 2006

IBM Business Consulting Services © Copyright IBM Corporation | Working with Large Industry Partners2 IBM’s Supplier Diversity Program  1968 – IBM’s Minority Supplier Development Program began  2000 – first IT company to purchase more than $1 Billion of business products and services from diverse suppliers  2005 – increased to some $2 Billion  Supplier diversity goals are performance measurements across IBM’s procurement department  Supplier diversity is part of IBM’s heritage, business plan, and future  Link for “How to Become a Supplier Page”: …for potential suppliers

IBM Business Consulting Services © Copyright IBM Corporation | Working with Large Industry Partners3 “IBM is so big. Where do I start? How can I work with IBM?”  IBM Global Procurement Supplier Diversity Program Contacts – list provided today – there are periodic updates  Attend trade shows and similar events – monitor return on investment  Seek referrals – get to know IBMers - Customer - Adjacent business - Colleague  Follow trade publications for published business intentions  Request opportunity to make a capabilities presentation …for potential suppliers

IBM Business Consulting Services © Copyright IBM Corporation | Working with Large Industry Partners4 Be Prepared – Know Who You Are and What You Do  Identify your specific service offerings and primary capabilities  Know your North American Industry Classification System (NAICS) codes and other identifiers associated with your industry  Provide brief examples of past performance  Discuss special awards or recognition  Know your competition and describe what sets you apart What we hear: “We do it all.” “We’ll do whatever you need us to do.” “What do you think we should do?” …for potential suppliers

IBM Business Consulting Services © Copyright IBM Corporation | Working with Large Industry Partners5 When you meet for the first time: Cover These Topics  Company background - Year started - Size of business - # of employees and revenue $ - # of Cleared employees – level of clearance (eg., TS, TS/SCI, etc.) - Cleared facility  Service offerings and primary capabilities  North American Industry Classification System (NAICS) codes  Contract vehicles the company holds  Clients either as a prime or a subcontractor (highlight Federal clients if talking to a company working with Federal clients)  Regions where you have worked  Examples of corporate past performance  Special awards or recognition you have received  Relevant certifications

IBM Business Consulting Services © Copyright IBM Corporation | Working with Large Industry Partners6 What a Teammate Looks Like Corporate Maturity Measurements  Well defined capabilities – something to sell - Know your “elevator speech” - Approach every event or meeting as a rehearsal for the next one  Past performance track record  Solid financial standing  Solid business practices  Experienced and available staff in the right location  Commitment to marketing and business development  Awards and recognition in the marketplace

IBM Business Consulting Services © Copyright IBM Corporation | Working with Large Industry Partners7 In Our Opinion  Initial Contact - Phone – prompt and courteous follow ups - – avoid form introductory mailings  Develop a single screen  Clearly state primary capabilities  Mention 1 or 2 items that set you apart from your competition (eg., better product, lower price, faster delivery)  Close with certifications  Attach more detailed marketing literature (one page capabilities, etc)  Avoid assignments and taskings  In person – meeting or briefing - Do your homework. Know the company you are meeting with and information about potential opportunities - Highlight capabilities, not certifications - Be honest. Answer questions directly and don’t try to avert questions - Avoid name dropping - Silence phones and PDAs, remove headsets, put away all toys

IBM Business Consulting Services © Copyright IBM Corporation | Working with Large Industry Partners8 In Our Opinion (continued)  Build a relationship - Be patient – don’t get discouraged. Relationships take time and are based on trust. Current needs are likely being met; however, future needs arise - Make periodic contact – maybe once a quarter. Provide key updates (eg., we have gotten a GSA schedule since the last time we spoke, our company won an award from the SBA, etc.) - Show you are a good marketer. Call with ideas of how you might go to market with the large prime. (eg., I know of an opportunity at xx agency, but don’t have a contract vehicle – could we team?) - Threats are not an effective marketing technique  Once you have established a relationship - Be responsive - Continue to bring ideas and opportunities to the table – large companies can sub to you too - Keep your teaming partners informed of your progress (new relationships, new contract vehicles, awards, etc)

IBM Business Consulting Services © Copyright IBM Corporation | Working with Large Industry Partners9 In Our Opinion (continued)  Continue to learn and grow - Take advantage of local resources such as the Small Business Administration (SBA), Procurement Technical Assistance Centers (PTACs) and General Services Administration (GSA) - Attend relevant training sessions and events to learn, network and highlight your business  Pay attention to the details including D&B and any other public reporting that interested parties monitor

IBM Business Consulting Services © Copyright IBM Corporation | Working with Large Industry Partners10 Some final thoughts  Minimize talk about the owners – highlight corporate capabilities, big wins, strengths of the company, why your are proud to work there  Avoid name dropping  Be on time for meetings and be ready to start  Be aware of the corporate culture – dress accordingly  Bring business cards and other brief leave behinds – bring enough  Take notes – appear interested in coaching efforts  Be prepared to share and trade  Don’t overpromise – do what you promise  Find a reason to call again or come back  Be professional – first impressions are lasting