1. Training: Prepare to meet the Buyers July 22, 2004 1 Small Business Resources Presented by: M. Clyde Stoltzfus Director, Southeast Pennsylvania PTAC The Wharton School University of Pennsylvania 215-746-6472

2. Training: Prepare to meet the Buyers July 22, 2004 2 Kutztown University SBDC University of Scranton SBDC Gannon University SBDC Clarion University SBDC Duquesne University SBDC University of Pittsburgh SBDC St. Vincent College SBDC St. Francis College SBDC Wilkes University SBDC Bucknell University SBDC Lock Haven University SBDC Penn State University SBDC Lehigh University SBDC Temple University SBDC Wharton School SBDC Service Areas

3. Training: Prepare to meet the Buyers July 22, 2004 3 PA SBDC Output Entrepreneurs Consulted………………………11,752 Total Hours of Consulting Provided………….135,496 Training Workshops, Seminars & Courses…1,046 Training Event Attendees………………………24,496 Client Obtained Financing……………………...$137,139,821 Information Request Responses………………85,737 2003 Service Summary

4. Training: Prepare to meet the Buyers July 22, 2004 4 SBDC Services The Pennsylvania SBDCs play a unique and vital role in the Commonwealth’s economic development initiatives as the only statewide organization that: works with entrepreneurs in all stages of business from pre-venture to existing offers a comprehensive portfolio of business assistance services works with companies in all industry sectors has access to the expertise and resources of some of the best universities in the world is part of a national network of over 1,000 centers

5. Training: Prepare to meet the Buyers July 22, 2004 5 Educational Programming Standardized course that provides basic information on what is involved in starting a business All Centers must offer The First Step

6. Training: Prepare to meet the Buyers July 22, 2004 6 Educational Programming Courses offered in 6 topic areas:  Business Management & Operations  Recordkeeping, Accounting & Taxes  Finance  Marketing and Sales  Human Resources  Legal Issues All Centers must offer at least twice a year Programs for New Businesses

7. Training: Prepare to meet the Buyers July 22, 2004 7 Specialized Programs Environmental Management Assistance Program Product Development Center International Trade Management Service for High Growth Companies

8. Training: Prepare to meet the Buyers July 22, 2004 8 Procurement Technical Assistance Centers The PTAC functions as a “link” between businesses and government offices. Its primary goal is to help companies market to government agencies. Program funded by Congress in 1985 Program funded by Congress in 1985 Over 100 centers located nationwide Over 100 centers located nationwide

9. Training: Prepare to meet the Buyers July 22, 2004 9 Government Market Department of Defense Federal civilian agencies State agencies County governments Municipal governments Prime contractors Credit Cards

10. Training: Prepare to meet the Buyers July 22, 2004 10 Success Factors Commercial experience Electronic capability/expertise Corporate Philosophy Financial Stability Administrative Expertise

11. Training: Prepare to meet the Buyers July 22, 2004 11 PTAC Training Training Topics Include: Intro to Government Marketing Marketing on the Internet Introduction to the FAR Subcontracting & Bonding Selling to the Commonwealth

12. Training: Prepare to meet the Buyers July 22, 2004 12 One-on-one Consulting Marketing strategy development Assistance with the preparation of solicitations Government registration assistance Technical Assistance with certifications Education in mechanics of federal, state and local procurement processes and current trends

13. Training: Prepare to meet the Buyers July 22, 2004 13 Bid Matching Program Provides targeted leads linking clients with government opportunities Searches are conducted daily and sent directly to company’s email address Info searched includes the Commonwealth of PA and Fed Biz Ops

14. Training: Prepare to meet the Buyers July 22, 2004 14 Client Obligations Complete government marketing surveys - contract information Allow the PTAC to write success stories about your company

15. Training: Prepare to meet the Buyers July 22, 2004 15 Finding your PTAC http://www.sellingtothegovernment.net