1. Small Business Development Division Hot Topic
Stimulating Local Economies
Business to Business

2. 2007-08 ACCE Small Business Development Chairman
Kathy Elliott, VP Small Business,
Greensboro (NC) Chamber of Commerce

3. Solutions & Strategies
Overview
Common Myths
Watch out!
Challenges
Solutions & Strategies

4. Common Myths Relationships are a small part of the process
Small businesses can’t compete

5. Myth Buster
A business must choose which relationships best fit its business strategy
65% of clients precede RFPs with RFIs, phone screening or an informal letter
Criteria for used for purchasing services are functional expertise, price and references

6. Watch out! Over-bundled procurements Unclear statement of work
Overly specified requirements
One-sided contract and payment terms
Lack of performance metrics/flawed evaluation criteria
One-way communication and one-shot deals

7. Getting to the decision maker
Challenges
Market Analysis
Perception
Preparation
Getting to the decision maker

8. Greater Macon (GA) Chamber of Commerce/MEDC
Procurement Seminar Series
“Common Pitfalls and Lessons Learned”
County Board of Education, The Boeing Company
Robins Air Force Base
Where we’re headed
Potentially two separate series (one public/ one private)
Partnerships
Outreach to vendors and suppliers

9. 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 9

10. Greater Philadelphia (PA) Chamber of Commerce
The GPCC Supplier Network Program - Created as a solution to a member need
What it is
How developed it
Where we are now
Where we’re headed
How to keep the program growing
Program outreach
Partnerships
Updating the program and value added items
Supplier Network Series
The Supplier Network series connects small business owners and executives with the region’s foremost procurement officers. By enhancing their marketability and developing their business strategies, the current Supplier Network businesses have bolstered their qualifications to compete for contracts with the region’s larger companies. The educational and networking series is seeing tangible results as more and more small companies—including woman-owned, minority-owned, and veteran-owned—are gaining direct business connection to the procurement executives and learning the secrets of securing contracts with large regional companies and government agencies.
GPCC Supplier Network
is an innovative series aimed at producing a more prolific regional business community. As small companies enhance their business strategies and techniques, large companies will have a more qualified, reliable collection of vendors to do business. By promoting collaboration among small and large companies, the GPCC Supplier Network stimulates regional business and creates a more unified business community in Greater Philadelphia.

11. The Topeka/Shawnee County Purchasing Roundtable
Formed in 2002 and is comprised of companies and organizations interested in the small, minority, women-owned business community of Topeka and Shawnee County.
The Roundtable consists of purchasing officers, buyers, and procurement people from large corporations and the city, state, and federal agencies in the Topeka area.
Meets bi/monthly
Over 3-5 million dollars in contracts have resulted with small businesses in the area

12. Greensboro (NC) Chamber of Commerce
Conduct Corporate Purchasing Forums
Federal Procurement Conferences
Strong relationship with our area MSDC.
Website

14. Solutions & Strategies
Contributors
Greater Macon (GA) Chamber of Commerce/MEDC
Minneapolis (MN) Regional Chamber of Commerce
Greater Philadelphia (PA) Chamber of Commerce
Greater Topeka (KS) Chamber of Commerce
Greensboro (NC) Chamber of Commerce

15. Questions and Answers
Contact Information
Kathy Elliott,
Crystal Moore,