1. Shale Gas Supply Chain Business 2 Business Forum Venango Technology Center June 28, 2011

2. Outline Basics Marketing Teaming Supply Chain Draft Export Preparedness

3. SGSC Similar To Government Contracting –Maze –Who are the POC –What are SGB looking for –What are their requirements –How do I get them to recognize me

4. SG Phases Drilling & Well Placements Pipelines/Process Facility Maintenance of Lines & Wells

5. Basics Start small and work your way up Invest Time Invest Money Be Persistent Market Research Relationships Get use to “NO”

6. “The line between failure and success is so fine that we are often on the line and do not know it.” Elbert Hubbard American Writer & Business Person 1856-1915

7. Marketing How? –Government Marketing Concept

8. SWOC Analysis Strengths –Commercial client track record –Reputation –Financing –Logistics –Project Management –Geography –Teaming

9. SWOC Analysis Opportunities –New Companies – Looking Local –Urgent - environmental/disaster –Negative media –Local & State Agenda

10. SWOC Analysis Capability means you can do it. Competency is capability + past performance Core Competencies –Do NOT be a Jack of All Trades

11. Competency Statement Show Logo Contact Info Core Competencies Past Performance Differentiators from Competitors Company Data

12. Pre-Marketing Basic Research on Primes –Websites –Teams focus on Agencies (Regulations) –Comfortable with existing supply chain

13. Marketing Value Proposition Competency Statement

14. Marketing Limited Resources –People –Time –$$$ Trust Your Gut

15. Marketing White Paper –Expert –Don’t Pitch –Case Studies –Target Audience –Free access –Help Create Customer list

16. Marketing E-Mail –Practice Anti-Spam Techniques –Short Sound Bites –High Value Content –White Paper Delivery

17. Marketing Website –Most recent project/deal on front page –Two languages –Competency Statement PDF –Easy Navigation –Bullet Format –Past Performance/History

18. Marketing Relationship –LISTEN –Business 2 Business/Matchmaking –Personal Thank You cards

19. Marketing Social Media –LinkedInConnections –TwitterContact –FacebookCommunity –Can ask which ones they use or visit

20. Teaming Subcontractor Joint Venture/Partnership Mentor Protégé

21. Teaming Failures Cultural differences (business/personal) Unclear leadership Clash of management styles Imbalance of expertise or investment Unclear distribution of work Payments

22. Joint Venture/Partnership Help get contracts quicker Bonding Same Philosophies In Writing Relationship Breaks Apart?

23. Joint Venture/Partnership Price Financial Strength Personnel Experience Low Turnover Location Responsive

24. Mentor/Protégé Check with SGB Follow same format as JV/Partnership

25. SG Supply Chain Draft

26. Challenges Central Contractor Registration (CCR) Dynamic Small Business Search (DSBS) Prime Point of Contacts Outline

27. How to connect to Primes & vice-versa (Matchmaking) Mobile operations 24/7 operations Lack of local supply chain Insurance Safety/Drug Testing Proper training of suppliers Supply Chain Challenges

28. One-stop shop – Suppliers & Primes Need EIN # and D&B # Free Service Help in doing Credit Check Support Services – PTACs Nationwide System www.ccr.gov

29. County, Region, Zip Code Key Words NAICS Diversity Joint Ventures/Partners Detail Information –Bonding/Insurance –Past Projects DSBS

30. One Stop Shop – Primes Time Saver Matchmaking Events Prime POCs

31. www.ccr.gov Example

32. Export World is Flat Great Opportunity Culture the Critical Piece A Plus for Prime Contractors International Purchase of Parts/Services

33. Preparedness Disaster –Natural Flood Hurricane Tornado Earthquake –Cyber/Security –Power

34. Preparedness Business Resumption Plan –80-20 Rule –Workforce –Vital Documents –Equipment Needs –Relocate –Lack of Insurance/Slow Pay –Reviewed Annually at least

35. Outcome Customer Loyalty NOT Customer Satisfaction!

36. Questions

37. Contact www.sba.gov Carl Knoblock 412.395.6560 x106 Carl.knoblock@sba.gov