Overview of MBEC

1. Minority Business Enterprise CenterFunded by: United States Department of CommerceSponsored by: Minority Business Development AgencyAdministered by:Indiana Department of AdministrationMinority and Women’s Business Enterprises DivisionIndianapolis, Indiana

2. Overview of MBEC “Facilitating Growth and Promoting Excellence” • Minority Business Enterprise Center (MBEC) • Federally Funded Program from the US Department of Commerce • Sponsored by the Minority Business Development Agency (MBDA) • First Offered in the Spring of 2007 through the Indiana Department of Administration (IDOA) • MBEC / IDOA Charter • Follows the MBDA’s National Model of Resource and Investment Partnerships with Corporations and Financial Institutions • Strengthen Indiana Businesses across the State by Strengthening the Capabilities of Minority Business Enterprises (MBEs) • Provide High Quality Strategic Business Consulting Services to Indiana MBEs

3. Resources MBEC / IDOA • Lloyd Tucker, MBEC Executive Director MBEC / eGlobal Consulting • Jynell Berkshire, President / CEO

4. Services – Business Strategy When is help needed? • Common Difficulties • Providing a Concise Description of the Business and Direction • Finding Time and Organizing Thoughts • Recognizing and Confirming Significant Trends • Strategic Value • Framing and Aligning the Customer’s Problem with the Business Solution • Engaging in Challenging and Interactive Dialogue • Solution Examples • Using Organized and Audience-based Templates • Including Appropriate Exhibits such as Financials or Market Analysis

5. Services - Finance When is help needed? • Common Difficulties • Explosive Growth from New and/or Large Sales • New Product / Service Creation, Market / Customer Expansion • Capacity Expansion - Facilities, Equipment, Technologies, Process Improvements • Strategic Value • Selection of: Debt, Equity, Grants, Investment or a Combination • Finance Network, Synergy with Multiple Solutions, Knowledge of Instruments • Solution Examples • Line of Credit Applications, Traditional Bank Loans • Community Express Loans, Grant Opportunities • Partnership Expansion, Private Placement Memorandum

6. Services - Marketing & Sales When is help needed? • Common Difficulties • Stagnate or Declining Customer Base, Disappointing Revenue • Unbalanced Customer Mix, Becoming the Low Cost Provider • Dissatisfied Customers, Market Contraction • Strategic Value • Assess Value of Company’s Product / Service to their Customers • Sales Channel Selection and Approach • Revenue and Pricing Analysis, Sales Acquisition Cost Analysis • Solution Examples • SELLING – Introductions, Prospecting, Assisting, Follow Up, Closing • Creating / Refining the Branding Image, Logo, Identity • Produce / Review Marketing Materials, Website, Product Literature

7. Services - Employment Kit When is help needed? • Common Difficulties • First Time Hiring of Employees, Recognition of Internal Strife or Paralysis • Lack of Documentation and Exposure to Legal Risks • Strategy Value • Feedback on Timing / Readiness for Hiring Employees • Confirmation of Approach for Organizational Growth/Development • Solution Examples • Employment Forms including Patriot Act, W2, Employment Agreements • Employer and / or Vendor Handbook • Traditional HR Services including Recruitment, Organizational Assessment, Performance Appraisal Forms, etc.

8. Services - Agreement Templates When is help needed? • Common Difficulties • Launching a New Product or Service, Utilizing a New Sales Channel • Selling into a New Customer Base • Engaging Suppliers that are Customer-Facing, Impact Product Quality or Responsible for Service Delivery • Strategic Value • Quick and Reasonable Assessment of Scope and Need • Identification of Base Templates • Solution Examples • Employment, Confidentiality and Non-Disclosure, Purchasing / Sourcing, Buy-Sell, Real Estate, Leasing, Sales, etc.

9. Services - Specialized Services • Finding Appropriate Contract Opportunities • Accelerated Product / Service Sales • Assist with Scaling Operations and Commercial Growth • Preparation for Venture Capital / Private Equity • Private Investor Funding - Private Placement Memorandums (PPMs) • Logistics – Distribution, Warehousing, Transportation • Facility Management – Environmental Issues, Build Out, Space Mgmt • Product Management – Development, Marketing, Sales, Pricing, Delivery • Supply Chain Management – Infrastructure and Application • Plant, Property and Equipment Evaluations • Contracting and Negotiation • Outsourcing • Metric Development

10. Client Profile Who uses MBEC Services? • Eligibility for MBEs* • Must have $500,000 or more in annual revenue or • Be on a “Fast Track” for rapid growth capability for generating significant employment or long-term economic impact *Subject to change per discretion of MBDA/MBEC • Typical Client Issues • Seeking New Opportunities and Growth • Experiencing and Managing Growth • Addressing Financial Constraints • Re-branding a Transitional Business and its Identity • Re-energizing a Stagnate Business

11. Engagement Process How do I qualify? • Initiation Step • Completion of Client Engagement Form • Meeting with MBEC Executive Director (Meeting is held at the Government Center and is usually about 90 Minutes) • Matching Expectations and Agreement Terms • Do the Client’s Needs Align with MBEC Charter? • Client Fees are Pro-rated According to Company’s Revenue • Agree to MBDA’s Reporting Requirements • Defining Objectives • Deliverables and Work Activities • Assign Resources

12. Engagement Activity What can I expect? • Kickoff Meeting • Introduction of consultant(s) • Confirmation of engagement objectives • Schedule / Plan Work Activities • On-site Interactive Work Meetings with Client (3+ Hours) • Deliverable / Review Meetings (1-2 Hours) – Location Varies • Meeting Location • Indianapolis – MBEC Office (see last page)402 W. Washington StreetRoom W479Indianapolis, IN 46204

13. Client Experiences Here are quotes for MBEC clients? • “Work activities can be thought provoking, difficult and intense” • “I didn’t know or understand how I was part of the problem” • “I was surprised that some of their questions helped me identify a solution” • “Having outside experts look at your business can generate immediate results” • “They gave me the courage to lead”

14. Engagement Conclusion How does this end? • MBEC Wrap Up • Review and Confirm Deliverables • Report MBDA / MBEC Information as Requested • Follow Up Options – If Desired • Reapply for Additional MBEC Services – Subject to MBEC Approval • Consider Private Engagement with MBEC Consultants

15. Measurements and Reporting All Great Government Programs Require Paperwork • MBEC Measurements • Reported to regional administrator and totaled at the national level • Measurements include – # of jobs created, additional sales created, new contracts secured, financing approved, and about 15 other metrics • Client Responsibilities • Capturing baseline information at the start of the engagement • Reporting progress during the MBEC engagement • Reporting results or key events for actives started during the engagement that may culminate after the final meeting

16. Beyond MBEC Destination or Path? • MBEC is here to: “Facilitate Growth and Promote Excellence” • Are you ready for the challenge? • Implement the advice provided through the MBEC experience • Use the MBEC network to build connections in our community • Examine the identity of your company • Understand and build your core competencies • Consider and engage other professions for assisting, promoting and freeing you for growth MBEC is an excellent partner on your path toward your destination

17. Contact Information Minority Business Enterprise Center Indiana Government Center South 402 W. Washington Street, W469; Indianapolis, IN 46204 Telephone: 317.234.5223; Fax: 317.233.6921 Lloyd Tucker, Executive Director Email: ltucker@idoa.in.gov Website: http://www.in.gov/mbec