1. Connecting Small Business to Large Business
Presented by Lisa Paglaiccetti
Director, Programs & Events
Greater Philadelphia Chamber of Commerce

2. The Greater Philadelphia Chamber of Commerce
Over 5,000 members
Represent over 175,000 employees
Membership covers 3 states and 11 counties
86% of our members are under 100 employees
Over 150 programs a year

3. The GPCC Supplier Network
In 2004, The Greater Philadelphia Chamber of Commerce and Citizens Bank joined together to launch the GPCC Supplier Network, an educational and networking program series designed with a two-fold mission:
To provide small businesses the necessary business techniques and strategies that will assist them in competing for contracts with large corporations.
To assist large corporations, who are often challenged with finding qualified small, minority, veteran and women-owned companies with which to do business.

4. Creating a Solution to a Member Need
Small Business Board wanted more interaction with larger companies. Fall 2004
Meeting the needs of the large and small companies – create a win-win. Summer 2005

5. Research:
Start to research the small members wants and needs. Spring 2005
86% of our members are under 100 employees
Small Business Board is the voice of these members -Recommended more opportunity to network with the larger members.
Met with the CEO’s and procurement officers of our larger members, starting with board members to gain their support.
Feedback was smaller businesses needed to know the steps to doing business with a large company and needed to be prepared.

6. Identify Key Elements:
Funding of the program
One key sponsor to underwrite cost
Fee to participate – members only
Package the program into new member packages
Large member company support
Begin outreach to procurement officers of major companies, with CEO’s concurrence. Summer 2005
No fee to participate – just their time & commitment to the program via instruction and networking.

7. Development: Outline how the program will look
Participants are required to be in business for a minimum of 3 years
Series includes 16 hours of instruction
Designed a curriculum that would meet the needs of the large companies training the small business member in the following areas:
Work with private contractors versus the government
Marketing & Finance
Contract opportunities & Responding to requests for proposals
Planning for growth
Culminating networking session between the attendees and the procurement representatives.
Outline how the program will look – how many days, when, where, etc
Designed a curriculum that would meet the needs of the large companies training the small business member in the following areas:
Work with private contractors versus the government: Certifications
Locate your target market and build relationships: Capability statement
Finance – planning for growth and presenting your finances (DUNS)
Finding contract opportunities and responding to requests for proposals
Manage growth through HR and risk management plans
The payoff: Program includes a final one-on-one networking session between the attendees and the procurement representatives to increase relationship building.

8. Supporting Companies:
ACE INA
Aqua Pennsylvania
AstraZeneca
Boeing
CIGNA
Comcast Cable Communications
Community College of Philadelphia
Delaware River Port Authority
DuPont Marshall Laboratory
Independence Blue Cross
Johnson & Johnson
Lockheed Martin Integrated Systems & Solutions
Merck
PECO, an Exelon company
Philadelphia Housing Authority
SEPTA
Tasty Baking Company
The Day & Zimmermann Group, Inc.
The School District of Philadelphia
Unisys Corporation
UPS
Verizon
Resource Organizations:
Citizens Bank
Mayor Business Action Team (MBAT)
The MSDC of PA-NJ-DE
SBDC at Wharton
US SBA
PA MBDC
The Enterprise Center
WBEC of PA-DE-NJ
Define Resource Organizations

9. Implement: February 2005 – 1st Supplier Network program
1 year of research and planning
Team of 4 people
One full-time events person
Surveyed large and small company participants after each session and made changes to the program between each new series.
Consistently reaching out to larger as well as mid-size companies to market the program and grow support

10. Maintaining the Supplier Network Effort:
Supplier website continues to promote those completing the SN program. Database is searchable by business class, keyword, minority, women and veteran owned.
Marketing of the SN members
Special nametags
Membership plaque identifying them as SN members
Designation in our member directory
Press Release after each session
Continuing Education Workshops
Additional networking opportunities

11. Challenges: Gaining active supporting companies
Keeping the topics and curriculum interesting
Conveying the goal is to build relationships not receive bids
Finding companies that purchase locally

12. Overall Benefits of the Program:
Producing qualified small business vendors
Engaging traditionally non-active members
Connecting businesses

13. Ultimate Value:
Increased revenue – New Membership, current membership/program side and sponsorship
50% of attendees are new members joining for the SN series.
Overall member satisfaction – broad base of members

14. How Did We Do It: Internal team for research & development:
CAO
VP, Membership
Director, Programs
Director, Marketing
External teams:
Small business committee
Advisory Council of major company supporters

15. In Review: Research Design Implement Ongoing process
What are the needs of your small and large companies and how do you meet both? Every Chamber is different – what works for one may not work for all.
Design
Create a program that has value beyond the networking.
Implement
Start off with a small group or a test group.
Ongoing process
Be open to making changes to the program as it grows.
Continuous feedback is crucial to the success of any program.

16. Additional Programs:
In addition to the Supplier Network program we have put in
place additional membership packages and opportunities to
facilitate networking between small and large business.
The GPCC Ambassador Committee
Membership Levels
Executive Level
Partner Level
President Circle
The GPCC Ambassador Committee:
Welcome new Greater Philadelphia Chamber of Commerce members into a comfortable, lucrative networking environment.
Program aims to unite current and incoming members to grow the regional business community and enhance Chamber membership.
New member companies are of all sizes. Chamber Ambassadors are from member companies of all different sizes. This Creates opportunity for large and small businesses to network.
Chamber Member Levels:
Our membership is structured in levels with a package created for each level. Small Businesses who want more interaction with larger companies and to be included in exclusive events for this group can join at any level.
Special Events, opportunity to join the board, public policy events
6% of Small Business’s join at the Partner Level
VIP Events & Seating only for members at specific levels

17. Questions