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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 –How do I get them to recognize me
SG Phases Drilling & Well Placements Pipelines/Process Facility Maintenance of Lines & Wells
Basics Start small and work your way up Invest Time Invest Money Be Persistent Market Research Relationships Get use to “NO”
“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
Marketing How? –Government Marketing Concept
SWOC Analysis Strengths –Commercial client track record –Reputation –Financing –Logistics –Project Management –Geography –Teaming
SWOC Analysis Opportunities –New Companies – Looking Local –Urgent - environmental/disaster –Negative media –Local & State Agenda
SWOC Analysis Capability means you can do it. Competency is capability + past performance Core Competencies –Do NOT be a Jack of All Trades
Competency Statement Show Logo Contact Info Core Competencies Past Performance Differentiators from Competitors Company Data
Pre-Marketing Basic Research on Primes –Websites –Teams focus on Agencies (Regulations) –Comfortable with existing supply chain
Marketing Value Proposition Competency Statement
Marketing Limited Resources –People –Time –$$$ Trust Your Gut
Marketing White Paper –Expert –Don’t Pitch –Case Studies –Target Audience –Free access –Help Create Customer list
Marketing E-Mail –Practice Anti-Spam Techniques –Short Sound Bites –High Value Content –White Paper Delivery
Marketing Website –Most recent project/deal on front page –Two languages –Competency Statement PDF –Easy Navigation –Bullet Format –Past Performance/History
Marketing Relationship –LISTEN –Business 2 Business/Matchmaking –Personal Thank You cards
Marketing Social Media –LinkedInConnections –TwitterContact –FacebookCommunity –Can ask which ones they use or visit
Teaming Subcontractor Joint Venture/Partnership Mentor Protégé
Teaming Failures Cultural differences (business/personal) Unclear leadership Clash of management styles Imbalance of expertise or investment Unclear distribution of work Payments
Joint Venture/Partnership Help get contracts quicker Bonding Same Philosophies In Writing Relationship Breaks Apart?
Joint Venture/Partnership Price Financial Strength Personnel Experience Low Turnover Location Responsive
Mentor/Protégé Check with SGB Follow same format as JV/Partnership
SG Supply Chain Draft
Challenges Central Contractor Registration (CCR) Dynamic Small Business Search (DSBS) Prime Point of Contacts Outline
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 Supply Chain Challenges
One-stop shop – Suppliers & Primes Need EIN # and D&B # Free Service Help in doing Credit Check Support Services – PTACs Nationwide System www.ccr.gov
County, Region, Zip Code Key Words NAICS Diversity Joint Ventures/Partners Detail Information –Bonding/Insurance –Past Projects DSBS
One Stop Shop – Primes Time Saver Matchmaking Events Prime POCs
Export World is Flat Great Opportunity Culture the Critical Piece A Plus for Prime Contractors International Purchase of Parts/Services
Preparedness Disaster –Natural Flood Hurricane Tornado Earthquake –Cyber/Security –Power
Preparedness Business Resumption Plan –80-20 Rule –Workforce –Vital Documents –Equipment Needs –Relocate –Lack of Insurance/Slow Pay –Reviewed Annually at least
Outcome Customer Loyalty NOT Customer Satisfaction!
Contact www.sba.gov Carl Knoblock 412.395.6560 x106 Carl.firstname.lastname@example.org
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