Working with Large Industry Partners presented by Jana Haas

1. Working with Large Industry Partnerspresented byJana Haas Alliance Texas 2007 Grapevine, TX July 3, 2007

2. …for potential suppliers IBM’s Supplier Diversity Program • 1968 – IBM’s Minority Supplier Development Program began • 2000 – first IT company to purchase more than $1 Billion of business products and services from diverse suppliers • 2005 – increased to some $2 Billion • Supplier diversity goals are performance measurements across IBM’s procurement department • Supplier diversity is part of IBM’s heritage, business plan, and future 07-03-2007 | Working with Large Industry Partners

3. …for potential suppliers Ways to Work with IBM • Sell into IBM - products or services used in IBM’s day to day operations (eg., furniture, office supplies, landscaping, staffing companies) • Subcontract to IBM - in the delivery of services to IBM’s customers • IBM as a subcontractor to you - in the delivery of services to your customers • Value Added Resellers (VAR) – of IBM hardware, software, etc. Go to: http://www.ibm.com/partnerworld • On the right side click on Join PartnerWorld • Approximately half way down the page is a heading: Want to apply to sell hardware or services? • Choose from the list of IBM products and click on the one you are interested in reselling • Depending on your selection, you may be asked to select a country • Click Go • This page will take you through all the criteria to be a reseller and allow for application 07-03-2007 | Working with Large Industry Partners

4. …for potential suppliers “IBM is so big. Where do I start? How can I work with IBM?” • IBM Global Procurement Supplier Diversity Program Contacts – list provided today – there are periodic updates • Link for “How to Become a Supplier Page”: http://www-03.ibm.com/procurement/proweb.nsf/ContentDocsByTitle/United+States~How+to+become+a+supplier • Registration does not mean your phone will start ringing • Build relationships with the appropriate points of contact • Seek referrals – get to know IBMers • Customer • Colleague • Adjacent business • Follow trade publications for published business intentions • Request opportunity to make a capabilities presentation 07-03-2007 | Working with Large Industry Partners

5. …for potential suppliers Be Prepared – Know Who You Are and What You Do • Identify your specific service offerings and primary capabilities • Know your North American Industry Classification System (NAICS) codes and other identifiers associated with your industry • Provide brief examples of past performance • Discuss special awards or recognition • Know your competition and describe what sets you apart What we hear:“We do it all.”“We’ll do whatever you need us to do.”“What do you think we should do?” 07-03-2007 | Working with Large Industry Partners

6. What a Teammate Looks LikeCorporate Maturity Measurements • Well defined capabilities – something to sell • Know your “elevator speech” • Approach every event or meeting as a rehearsal for the next one • Past performance track record • Solid financial standing • Solid business practices • Experienced and available staff in the right location • Commitment to marketing and business development • Awards and recognition in the marketplace 07-03-2007 | Working with Large Industry Partners

7. When you meet for the first time: Cover These Topics • Company background • Year started • Size of business - # of employees and revenue $ • # of Cleared employees – level of clearance (eg., TS, TS/SCI, etc.) • Cleared facility • Service offerings and primary capabilities • North American Industry Classification System (NAICS) codes • Contract vehicles the company holds • Clients either as a prime or a subcontractor (highlight Federal clients if talking to a company working with Federal clients) • Regions where you have worked • Examples of corporate past performance • Special awards or recognition you have received • Relevant certifications 07-03-2007 | Working with Large Industry Partners

8. Some additional thoughts • Minimize talk about the owners – highlight corporate capabilities, big wins, strengths of the company, why you are proud to work there • Avoid name dropping • Be on time for meetings and be ready to start • Be aware of the corporate culture – dress accordingly • Bring business cards and other brief leave behinds – bring enough • Take notes – appear interested in coaching efforts • Be prepared to share and trade • Don’t overpromise – do what you promise • Be professional – first impressions are lasting 07-03-2007 | Working with Large Industry Partners

9. In Our Opinion • Initial Contact • Phone – prompt and courteous follow ups • Email – avoid form introductory mailings • Develop a single screen email • Clearly state primary capabilities • Mention 2 or 3 items that set you apart from your competition (eg., better product, lower price, faster delivery) • Close with certifications • Attach more detailed marketing literature (one page capabilities, etc) • Avoid assignments and taskings • In person – meeting or briefing • Do your homework. Know the company you are meeting with and information about potential opportunities • Highlight capabilities, not certifications • Be honest. Answer questions directly and don’t try to avert questions • Avoid name dropping • Silence phones and PDAs, remove headsets, put away all toys 07-03-2007 | Working with Large Industry Partners

10. In Our Opinion (continued) • Build a relationship • Be patient – don’t get discouraged. Relationships take time and are based on trust. Current needs are likely being met; however, future needs arise • Make periodic contact – maybe once a quarter. Provide key updates (eg., we have gotten a GSA schedule since the last time we spoke, our company won an award from the SBA, etc.) • Show you are a good marketer. Call with ideas of how you might go to market with the large prime. (eg., I know of an opportunity at xx agency, but don’t have a contract vehicle – could we team?) • Threats, anger, hostility and harassment are not effective marketing techniques • Once you have established a relationship • Be responsive • Continue to bring ideas and opportunities to the table – large companies can sub to you too • Keep your teaming partners informed of your progress (new relationships, new contract vehicles, awards, etc) 07-03-2007 | Working with Large Industry Partners

11. In Our Opinion (continued) • Continue to learn and grow • Take advantage of local resources such as the Small Business Administration (SBA), Procurement Technical Assistance Centers (PTACs) and General Services Administration (GSA) • Attend relevant training sessions and events to learn, network and highlight your business • Pay attention to the details including D&B and any other public reporting that interested parties monitor • Attend trade shows and similar events – monitor return on investment 07-03-2007 | Working with Large Industry Partners

12. Trade Shows, Conferences and Seminars…getting the most out of your investment • Plan to stay all day – actively participate in workshops, matchmaking, networking, etc. • Set realistic expectations – expect to walk away with good contacts vs. contracts • Take notes during your discussions – on the back of the business card or brochure of the person you are talking to • The person you are talking to may not be the person who buys what you are selling – find out who that person is and follow up with the appropriate individual(s) • Don’t take your materials back to the office and expect someone else to follow up effectively for you No amount of followup or marketing will be effective if you aren’t talking to someone who buys your product or service. 07-03-2007 | Working with Large Industry Partners

13. Questions? 07-03-2007 | Working with Large Industry Partners