1. HUB Program “Structuring Your Marketing Plan for State Government”

2. HUB Program Bottom Line: Know your market How are your products/services being procured Who buys your products/services Who are the current vendors/contractors What are the current prices being paid

3. HUB Program Establish trends Utilize at least 3 years of data Evaluate which agency spends the most in your area of services or products Think outside the box….where do opportunities exist for your business (prime or subcontracting) How much money do they have allocated to spend

4. www.cpa.state.tx.us

12. HUB Program Document the agencies that spend the most in your area……

15. HUB Program Review the historical expenditure data and identify vendors that are receiving the business Go to the CMBL database and look up their vendor profiles to see what class and item codes they have listed in their profiles Are you missing out on notifications or info?

16. www.cpa.state.tx.us

17. Type in Vendor’s Name to view profile Choose “All Vendors” for a larger search

18. HUB Program More valuable historical information….. Prices, contract duration, contact information, contract terms, etc….

19. HUB Program Texas Government Code, Sec. 322.020. MAJOR CONTRACTS DATABASE. (a) In this section, "major contract" means: (1) a contract for which notice is required under one of the following sections: (A) Section 2054.008; (B) Section 2166.2551; (C) Section 2254.006; or (D) Section 2254.0301; or (2) a contract, including an amendment, modification, renewal, or extension: (A) for which notice is not required under a section listed in Subdivision (1); (B) that is not a purchase order, an interagency contract, or a contract paid only with funds not appropriated by the General Appropriations Act; and (C) with a value that exceeds $50,000. (b) Each state agency shall provide the Legislative Budget Board copies of the following documents: (1) each major contract entered into by the agency; and (2) each request for proposal, invitation to bid, or comparable solicitation related to the major contract. (c) The Legislative Budget Board shall post on the Internet: (1) each major contract of a state agency; and (2) each request for proposal, invitation to bid, or comparable solicitation related to the major contract. (d) The Legislative Budget Board shall allow public access to the information posted under this section, except for information that is not subject to disclosure under Chapter 552. Information that is not subject to disclosure under Chapter 552 must be referenced in an appendix that generally describes the information without disclosing the specific content of the information. (e) The Legislative Budget Board shall make the information searchable by contract value, state agency, and vendor. The Legislative Budget Board may make the information searchable by other subjects as appropriate. (f) In this section, "state agency" has the meaning assigned by Section 2054.003, except that the term does not include a university system or institution of higher education, the Health and Human Services Commission, an agency identified in Section 531.001(4), or the Texas Department of Transportation.

20. www.lbb.state.tx.us

24. HUB Program Why look at historically data?

25. www.cpa.state.tx.us

26. or

29. HUB Program Show me the money All forms of government have a pre approved budget Research budgets to identify funds allocated for opportunities

30. www.lbb.state.tx.us

31. Don’t Print

32. search

34. HUB Program Bottom Line: Know your market How are your products/services being procured Who buys your products/services Who are the current vendors/contractors What are the current prices being paid

35. HUB Program Establish trends Utilize at least 3 years of data Evaluate which agency spends the most in your area of services or products Think outside the box….where do opportunities exist for your business (prime or subcontracting) How much money do they have allocated to spend

36. HUB Program Laura A. Cagle HUB Program Director Laura.Cagle@tceq.texas.gov 512-239-1273

37. HUB Program About Laura… Laura Cagle started her career with the State of Texas in 1991 as a contracts analyst for the Texas Department of Mental Health and Mental Retardation’s Construction Program. It was during this time (1993), Ms. Cagle was assigned to implement the Historically Underutilized Business Program at the agency. Ms. Cagle has been involved in the HUB program in one capacity or another from the program’s inception and has been an advocate for small minority and woman-owned businesses. In 2004 Laura was recruited by private industry and held the position as the Multicultural Business Development Manager for the Southwest United States and during her 2.5 years in this position, helped small minority and women-owned businesses obtain over $10 million in government contracts. Many of the tools and techniques developed from evaluating opportunities from a contractor/vendor’s perspective are reflected in this workshop. Laura returned to state government in 2007 as a procurement policy writer for the Department of Aging and Disabilities Services and in 2009 procured the position of HUB Program Director for TCEQ.