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

Shale Gas Supply Chain Business 2 Business Forum Venango Technology Center June 28, 2011. Outline. Basics Marketing Teaming Supply Chain Draft Export Preparedness. SGSC Similar To. Government Contracting Maze Who are the POC What are SGB looking for What are their requirements

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

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  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 • LinkedIn Connections • Twitter Contact • Facebook Community • 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. Outline • Challenges • Central Contractor Registration (CCR) • Dynamic Small Business Search (DSBS) • Prime Point of Contacts

  27. Supply Chain Challenges • 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

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

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

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

  31. Example • www.ccr.gov

  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

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