Prepping for the Business Exchange Match Makers 2011 USBLN Conference and DSDP Conference Track Presenters:Philip DeVliegher, Senior Manager-Supplier Diversity Marriott & Conference Supply Chain Track Leader Brenda Burke, Director-Supplier Diversity, WellPoint, Inc. Tuesday, October 18, 2011 USBLN ® Disability Supplier Diversity Program ®

Session Overview  Current and emerging trends in supply chain  What suppliers need to know  What top corporations are doing to introduce diverse suppliers/DOBE ® s into their supply chains  Perfecting the elevator speech—marketing your company  Strategies to increase bidding and develop relationships  Setting expectations for Match Maker meetings

Philip DeVliegher, Senior Manager Supplier Diversity How to Do Business with Marriott

Procurement Strategies  Speed to market  Innovations  Revenue generation  Competitive pricing  Superior customer service  Cost management  Reduce waste  Inventory control  Reduced cycle  Enhance business solutions

What’s Important Corporations  Quality of products/services  Knowledge of customers Documented quality control systems  Capacity  Level of experience and reputation DOBEs  Documented quality control statements and SOPs  Early knowledge of opportunity areas and access to bids  Access to buyers and end- users

Managing Risks – Providing Solutions  Supply chain professionals and key decision makers want to know who about your current suppliers  They want to know if you understand their business?  Classify your offering: innovation, cost-management, niche provider, high performance, customer service, market access  Define your core offering and explain why will it help this company/agency  Do you do it better than your competitors?

Research and Building Relationships  Work to retain the customers you have while you work to gain more  Research your prospects  Use technology and social media to enhance marketing  Be persistent and look for opportunities to increase connections with supply chain personnel  Utilize supplier diversity professionals to navigate  Don’t miss networking opportunities  Participate in local trade association meetings  Get involved in BLNs 7

Brenda Burke, Supplier Diversity Manager How to Do Business with WellPoint, Inc

Setting Expectations  Don’t expect a Contract – expect a Contact  Be prepared to create new relationships  Business is done with those companies that the decision- maker knows  Supplier Diversity Professionals can make introductions, advise you, but do not buy  Dare to impress—use that elevator speech for impact  Have a plan on who you are going to meet

How to Make Friends and Influence Buyers  Try to see things from the decision-maker’s perspective  Explain (briefly!) your value proposition  Ask questions to determine:  What is needed to satisfy a particular requirement  Is your firm viewed as a contender  Who is the real decision-maker  Don’t leave a lot of paperwork behind  Assess and prioritize using ABC  Size up the potential and make a follow up plan  Then follow-up 10

Table Top Discussion/Practice Guidelines  Elect a discussion lead  Identify 2-3 people at each table to make their elevator speech  3 minutes for each speaker  Provide constructive feedback  Share approaches that have worked well 11

What We Need from You  Get/stay certified and encourage others firms to become certified – to grow # and categories  Use this Matchmaker to build relationships and follow-up  Tell us about your successes: opportunities to bid, contracts, and engagement with BLNs  Do business with each other—look at alliances  Share your ideas with us and stay involved with DSDP

Patricia J. Richards Director, Disability Supplier Diversity Program ® USBLN ® Or Gary Goosman Director, DSDP Certification, Education and Outreach USBLN ®

Definition of Disability  Disability is defined as a physical and/or mental impairment that substantially limits one or more major life activities of an individual  Based on the first prong of the Americans with Disabilities Act of 1990  A service-disabled veteran is a person who served in the active military, naval or air service, and whose disability was incurred or aggravated in the line of duty in the active military, naval, or air service