1. ©2010 HP Confidential1 ©2009 HP Confidential1 HP SMALL BUSINESS PARTNERSHIP PROGRAM – TIPS FOR SMALL BUSINESSES 1

2. SMALL BUSINESS TOOLS FOR SUCCESS –Know your target audience - Selling what your customers need, instead of what they want, can lead to failure. –Be enthusiastic – show passion and enthusiasm when speaking about your company, this is beneficial for both parties during matchmaking sessions. –Know the power of repetition - Be sure your message is consistent. –Innovative Service/Product – Express your companies value add, demonstrate that your service or product is innovative. Identify your niche product or service, this will enable the customer to differentiate you from the competition. –Federal, State or Local Government Experience - In the competitive IT market, program managers with large businesses are constantly seeking small businesses with experience within federal, state or local agencies. If your small business has an existing relationship within a government agency we support and can help large primes better serve this organization, be sure to highlight this in your presentation. –New Leads – Large primes encourage small businesses to search out new leads and opportunities and bring them forward. Do your research beforehand, come to the session prepared to discuss specific opportunities in which your company can provide assistance. Research whether or not we are going after the opportunity and express the areas where your company can add value. –Start Early - The best way to get involved with a large business is at the front end of the procurement cycle. It is during the pre-solicitation phase that large prime contractors look for small businesses with an understanding of an agency's current environment, both technical- and sector-specific, as well as its management. –Never get a second chance to make a first impression - The small business office should be your initial entry point to large prime contractors. You may get a initial meeting with a sales executive but that may be your first and last meeting with the company. Always maintain a great relationship with the small business office. 2November 9 th, 2011 -

3. HP Small Business Program Executive, as well as mid-management, support of Small Business Programs with semi-annual metrics. Dedicated Small Business Office (manager and team of three) responsible for promoting SB participation. −Small business outreach −Teaming and subcontracting −Tracking and compliance HP Enterprise Services is committed to providing the maximum practicable opportunity for small businesses to participate in our government programs. 3

4. 4 2011 Small Business Progress/Achievement Team Based on Opportunity Strategy FY11 SB Achievements

5. 5 How We Buy Contract specific Teaming vs. subcontracting Approved Supplier Program By Segment - Department of Defense - Civilian Federal Government - Homeland Security & Intelligence - Federal Government Healthcare - Consulting Services - State & Local Education How We Go To Market

6. 6 WEB SITES AND CONTACT INFORMATION Web Sites –HP Enterprise Services: www.hp.com/government/smallbizwww.hp.com/government/smallbiz For Inquiries Victor Fossett Small Business Specialist victor.fossett@hp.com (703)742.2614