1. CREATING ACTIONABLE BUSINESS RELATIONSHIPS
Pulling businesses together to stimulate local commerce

2. Overview of today’s presentation
Common myths
Watch out!
Challenges
Overview of techniques and strategies

3. Common myths Asymmetric relationship
Relationships are a small part of the process
Small businesses can’t support the need

4. Common myths addressed
A business must choose which relationships best fit its business strategy
65% of clients precede RFPs with RFIs, phone screening or an informal letter
Top selection criteria for commodity services are functional expertise, price and references

5. Watch out! Over-bundled procurements Unclear statement of work
Overly prescriptive requirements

6. Watch out!-continued One-sided contract and payment terms
Lack of performance metrics/flawed evaluation criteria
One-way communication and one-shot deals

7. Challenges
Market analysis
Perception
Getting to the decision maker

8. Overview of techniques and strategies
Greater Macon (GA) Chamber of Commerce/MEDC
Minneapolis (MN) Regional Chamber of Commerce
Greater Philadelphia (PA) Chamber of Commerce

9. Greater Macon (GA) Chamber of Commerce/MEDC
Chamber make-up:
1,188 members representing 68, 989 employees
93% have less than 100 employees
Membership is largely in Bibb County, some memberships in contiguous counties

10. Greater Macon (GA) Chamber of Commerce/MEDC
Procurement Seminar Series
“Common Pitfalls and Lessons Learned” (GEICO)
Bibb County Board of Education
The Boeing Company
Robins Air Force Base
Initiated to stimulate local commerce

11. Greater Macon (GA) Chamber of Commerce/MEDC
What we learned
Vendor preference
Format
Residual effects
Where we’re headed
Potentially two separate series (one public/ one private)
Partnerships
Outreach to vendors and suppliers

12. The Minneapolis Regional Chamber of Commerce
“Creating powerful partnerships to unite and grow member businesses and the region.”
The Minneapolis Regional Chamber of Commerce
Over 1300 member businesses
Representing 68 communities
Breakdown of Member Businesses (Full Time Employees) % % %
3 Affiliate Chambers
Bloomington %
City of Lakes (includes downtown Minneapolis) 33%
Northeast Minneapolis 17%
Minneapolis Voted “Top 10 Markets for Small Business” – BizJournals 12

13. Small Business Forums: How to Become a Preferred Vendor
“Creating powerful partnerships to unite and grow member businesses and the region.”
Small Business Forums: How to Become a Preferred Vendor
Why was the program created
Value to small business membership
How the Small Business Forums were developed
Small Business Growth and Development Committee
Membership Priority
What we have offered
How to Do Business with Large Companies
How to Do Business with Mid-Sized Companies 13

14. Small Business Forums: How to Become a Preferred Vendor
“Creating powerful partnerships to unite and grow member businesses and the region.”
Small Business Forums: How to Become a Preferred Vendor
What we have learned
Connect with businesses never involved
Retention
Member Surveys
Next Steps . . .
Kristen Dalen
Small Business Manager
Minneapolis Regional Chamber of Commerce
– Phone – Fax 14

15. Greater Philadelphia (PA) Chamber of Commerce
Chamber make-up
Over 5,000 members representing over 175,000 employees
Membership covers 3 states, 11 counties
86% of membership has less than 100 employees

16. Greater Philadelphia (PA) Chamber of Commerce
The GPCC Supplier Network Program
What it is
How & Why it was developed
Where we are now
Created as a solution to a member need

17. Greater Philadelphia (PA) Chamber of Commerce
The Future of the Supplier Network Program
How to keep the program growing
Program outreach
Partnerships
Updating the program and value added items
Spin off programs

18. Questions and Answers