1. SCOMBC
MBEIC
Straight Talk Live -8/11/06

2. One on ONE
WITH:
Ray Jensen

3. What business are you looking for?
Carl- Low hanging fruit
Ray- No, fruit on the ground
Look at your portfolio of business and
identify those clients that came on board
rather smoothly. Research the why, how,
when and where. Stay there in your hunt for business
and don’t move to low hanging exclusively until you
have exhausted your search. Then low hanging to step
ladder to plane to spaceship.

4. Fruit on the ground There are corporations looking for “YOUR
Business”. They may be local, regional,
national or global. They maybe fortune
500 or mid market in size. It may take
entry from another Mbe’s relationship, a
JV, Strategic alignment, or a new venture.
Key Learning: Stop Chasing The Circuit!

5. The Circuit Every- Diversity Event MBE Cattle Call
Online bid opportunity
Web blast regarding inclusion
Low bid opportunity
Corporate open house
Regional gathering
Program
Percentage of minority offering

6. Understand the Value Equation
You must do your homework to define what this means to the company you are calling on:
Cost
Ability to go global
New Technology
Innovation
Relationship
Cost Savings
Poor incumbent supplier
Entry into new markets for the corporation

7. Will the Supplier diversity manager or SCOMBC get me business?
Not exactly: Certification, Programs, Training, MBEIC, National Connection
Access
Opportunity
Coaching
Networking
Connections
Sponsorship
Endorsements
Confirmations
Direction setting
Warm leads
We need MORE

8. What is the MORE C-Suite relationship / contacts
Purchasing relationship / contacts
End user relationship / contacts
Leveraged relationships
Incumbent sponsorship
Gauge on Company Sincerity
Define success pre-engagement

9. The New GAME What is in it for the Corporation?
Bring bottom line dollars to the corp.
How will you strengthen communities you work in on behalf of the corp.
How will you be an asset beyond your product or service
How will your award of business benefit the corp.

10. Tipping Point Jim Lowery- Quid Quo Pro
Carl Satterwhite- Give 2 Get 2 Give
If your not getting enough, your not
giving enough

11. Executive Straight Talk
MBEIC Program Dayton

12. WHAT IS IT?
IT IS A PLACE That Must Be Created!

13. WHERE IS IT? Where you have expectation you have anticipation.
Where you have anticipation and faith
You have and atmosphere conducive for
miracles

14. The Creation
I called 12 certified MBE CEO’s who were personal friends and told them each I need you.
We came together and agreed to “Help” each other be successful in business!

15. Why is it? Because we need it! We often complain about others having
a good old boy/girl network.
So we created our own.

16. What is the mission To release your faith for business
Growth by learning a powerful business
strategy:
GIVE 2 GET 2 GIVE

17. What is the vision That SCOMBC certified mbe’s will learn
that none of us are better than ALL of
us.
Our greatest fear is not that we are
inadequate, but that we are powerful
beyond measure

18. So what is the proof Business leads & deals closed
CFO recommendations and hires
Marketing lessons and deals closed
Video taped presentations & growth
Best Practices
Strategies, innovation, creativity

19. So how does it work There are only two questions:
What does your company need?
How can we help you today?

20. What is the agenda The host will share from a Varity of areas:
SCOMBC, Cincinnati, Dayton & Columbus
business opportunities, Executive Straight Talk
Meetings, Tuck, Kellogg, NMSDC, Books,
Movies, Government
Yet Mostly From The Heart!

21. Straight Talk Topics
Available to share with Dayton

22. EXECUTIVE STRAIGHT TALK
CONNECTING THE
DOTS………

23. CONNECTING THE DOTS & FORMING A WEB
THE POWER OF WE
CONNECTING THE DOTS
&
FORMING A WEB

24. R U Ready
2 Day?

25. NOT GETTING?
Then your not giving!

26. Synopsis of trainings
Kellogg
Tuck
Wisconsin

27. Synopsis of conferences
NMSDC Nationals
NMSDC Regional
SCOMBC All Ohio
SCOMBC Board of directors
New York Annual Gala
SCOMBC Annual Gala

28. MBE Success Stories
Fortune 500
Mid Market
Small Business
MBE to MBE

29. What we are reading
Blue Ocean Strategies
CEO’s Who Get It

30. Questions?