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Supply Chain Business Development

Supply Chain Business Development. Dale Cottongim. Presentation Agenda . Commercial Logistics Business Development (BD). Before. Proper Prior Preparation (PPP) Know Your Business Know Your Customer Know Your Value-Added Proposition Commercial business is primarily about profit.

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Supply Chain Business Development

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  1. Supply Chain Business Development Dale Cottongim

  2. Presentation Agenda • Commercial Logistics Business Development (BD)

  3. Before • Proper Prior Preparation (PPP) • Know Your Business • Know Your Customer • Know Your Value-Added Proposition • Commercial business is primarily about profit

  4. What The Commercial Customer Wants • Informal 2013 survey including Home Depot, J.B. Hunt, Gartner, Wells Fargo, Proctor & Gamble • And the survey says: • Quality and Cost - #1 • Reliable Delivery • Also important: • Prepared – PPP • Professional • Speed of Response

  5. Value Proposition Considerations • Cost Competitive Work Force • Quality high – in product or service. • Returns low. • Employee Turnover – Low. • Hidden Benefit to Customer – Learn job with continued improvement at no additional cost. • Can be both the manufacturer and fulfillment agent for some products (3PL) • Leverage Government base of work • Unlikely to go out of business

  6. Value Proposition Considerations • U.S.A. Workforce • Community Goodwill/Contributor

  7. Supply Chain Obstacles • External • How does a blind person do……? • Overcome through… • Quality • Back to how does a blind person do that? • Past experiences. • Overcome through….

  8. Supply Chain Obstacles • Internal • Government mandates AbilityOne through AbilityOne. Government is AbilityOne primary source of revenue. Government process is slow. Ergo…. AbilityOne is slow. • Commercial market is not slow! • Overcome through preparation. • Not always organized/prepared to meet commercial marketplace needs.

  9. Contacts Dale Cottongim Consultant, Supply Chain 540-295-1994 Dale.cottongim@gmail.com

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