1. Cheryl Chandler Chief: Office of Small Business Programs
9/21/2018
Building Relationships with the Public and Private Sectors
Cheryl Chandler
Chief: Office of Small Business Programs
Loren Taylor Sourcing Manager: Small Business & Supplier Diversity
Alliance Mid-Atlantic Small Business Procurement Fair 2015
Wilmington, Delaware March 11, 2015

2. WE! XXXXX Small Businesses Can Do BIG Business with DuPont
Loren Taylor
Sourcing Manager: Small Business & Supplier Diversity
March 11, 2015
WE!
XXXXX

3. Our Core Values Are More Than Just Goals
They reflect the way we work and how we operate every day – with our customers, with our partners from around the world, and in the communities in which we operate.
DUPONT CORE
VALUES
SAFETY & HEALTH ENVIRONMENTAL STEWARDSHIP
RESPECT FOR PEOPLE
HIGHEST ETHICAL BEHAVIOR
Committed to Zero
9/21/2018
DuPont Today 2014

4. DuPont Has Evolved Over Two Centuries
INTEGRATED SCIENCE
CHEMICALS
EXPLOSIVES
1999 – ACQUIRES PIONEER HI-BRED
1966 – TYVEK®
1967 – NOMEX®
1972 – ELECTRONICS EXPANSION
1949 – ENGINEERING POLYMERS
2003 – SOLAE JOINT VENTURE
1935 – NYLON®
1936 – LUCITE®
1800
1850
1900
1950
2000
2050
1903 – Experimental Stati on
1915 – Plastics
1917 – Making Dyes
1923 – Cellophane®
1924 – Rayon®
1924 – Films Business Begins
1928 – Chemical Expansion
1986 – Corian®
2011 – Acquires Danisco
2012 – Acquires 100% of Solae
2013 – Completes Sale of Performance Coatings Business and Announces Plans to Separate Performance Chemicals
1802 – E.I. DuPont
1880 – First Dynamite
1961 – Tedlar®
1962 – Lycra®
1965 – Kevlar®
2000 – Sorona® Bio Based Polymer
1805 – Core Values
1804 – First Powder Mill
1952 – Mylar®
The DuPont Oval Logo, DuPont™ and all products denoted with ® or ™ are registered trademarks or trademarks of E. I. du Pont de Nemours and Company or its affiliates.
DuPont Today 2014

5. DuPont Segments, Businesses and Core Markets
DuPont Agriculture DuPont Pioneer | Crop Protection
Core Markets:
Seeds | Agricultural Chemicals
DuPont Performance Chemicals Titanium Technologies | Chemicals & Fluoroproducts
Core Markets:
Industrials & Chemicals | Construction | Specialties | Plastics | Transportation
DuPont Nutrition & Health
Core Markets:
Food & Nutrition Products
DuPont Performance Materials Performance Polymers | Packaging & Industrial Polymers
Core Markets:
Transportation | Industrial | Packaging | Electrical/Electronics
DuPont Industrial Biosciences
Core Markets:
Industrial Enzymes | BioBased Materials
DuPont Safety & Protection Protection Technologies | Building Innovations | Sustainable Solutions
Core Markets:
Industrial | Construction | Military & Law Enforcement | Transportation | Consumer
DuPont Electronics & Communications
Core Markets:
Photovoltaics | Consumer Electronics |
Advanced Printing | Displays
9/21/2018
DuPont Today 2014

6. DuPont 2013 Segment Sales $36B* Nutrition & Health Agriculture
Performance Materials
$2.5B
Electronics &
Communications
$3.9B
Safety &
Protection
$6.7B
Performance Chemicals
$1.2B
Industrial
Biosciences
* Segment sales includes transfers.
9/21/2018
DuPont Today 2014

7. Top Ten 10. Research Us! www.dupont.com Totally Terrific Tips
(for Building a Relationship with DuPont)
10. Research Us!

8. Top Ten 9. Articulate Your Value Proposition Totally Terrific Tips
(for Building a Relationship with DuPont)
9. Articulate Your Value Proposition

9. Top Ten 8. Know What Differentiates YOU! Totally Terrific Tips
(for Building a Relationship with DuPont)
8. Know What Differentiates YOU!

10. Top Ten 7. Respond to ‘Capability Survey’ Totally Terrific Tips
(for Building a Relationship with DuPont)
7. Respond to ‘Capability Survey’

11. Top Ten 6. Network! Network! Network! Totally Terrific Tips
(for Building a Relationship with DuPont)
6. Network! Network! Network!

12. Top Ten 5. Suggest innovative, creative solutions
Totally Terrific Tips
(for Building a Relationship with DuPont)
5. Suggest innovative, creative solutions

13. Top Ten 4. Follow-Up & Follow Through… Totally Terrific Tips
(for Building a Relationship with DuPont)
4. Follow-Up & Follow Through…

14. (for Building a Relationship with DuPont)
Top Ten
Totally Terrific Tips
(for Building a Relationship with DuPont)
3. Be True to Yourself

15. Top Ten 2. B-R-A-G about Your Successes! Totally Terrific Tips
(for Building a Relationship with DuPont)
2. B-R-A-G about Your Successes!

16. (for Building a Relationship with DuPont)
Top Ten
Totally Terrific Tips
(for Building a Relationship with DuPont)
1. Be “Scale-able”

17. Questions?

19. Working for the Corps Presented by Cheryl Chandler March 11, 2015
9/21/2018
Working for the Corps
Presented by Cheryl Chandler
March 11, 2015
U. S. Army Corps of Engineers
Philadelphia District

20. Working For The Corps Agenda The basics The 4Ps of success
9/21/2018
Working For The Corps
Agenda
The basics
The 4Ps of success
Mistakes to avoid
Tips for submitting successful proposals
Summary
Q&A

21. Working For The Corps
Check out announcements of Business Opportunity Conferences, workshops, trade fairs and other federally sponsored meetings in your area
These events create great networking opportunities
Visit a Corp website; they all link to each other

22. Working for the Corps
Register in System for Award Management
Visit the web site for the division, district, or laboratory with which you want to do business in order to learn about the missions and the types of services/supplies each office procures.

23. Working For The Corps
Afterwards, make an appointment to meet with the small business program manager face-to-face.
Discuss your capabilities, interest and capacity to perform with the Small Business Program Manager or with a Contracting Officer in the area where you want to work

24. Working For The Corps Ask for the forecast of upcoming work
Also, ask for their Department of Defense Activity Address Code (DODAAC)
Search FedBizOpps.gov regularly using the DODAAC to speed your search
Respond to Sources Sought Notices!

25. Door-Opening Tips

26. Award Winning Traits The four P’s of Success: Persistent Patient
9/21/2018
Award Winning Traits
The four P’s of Success:
Persistent
Patient
Prepared
Performance
1 honorary “P Don’t be a PEST

27. Door-Opening Tips
It doesn’t matter how good you know you are— It’s how good the PM thinks you are
You get only 1 chance to make a first impression so bring your A-game
KOs stick their necks out for you!

28. More Door-Opening Tips
9/21/2018
More Door-Opening Tips
It’s really about relationships!
Unless you are really good, let someone
else do your marketing…
Be willing to sub or team.
Everyone likes to work with people that they like and trust!

29. Door-Closing Missteps

30. Working for the Corps I am a 8(a), what do you have for me?
I have been marketing to you for three months and I haven’t gotten work!
This is the project I want, who can I talk to?
I know the Commanding General….

31. A Few More Bugging Staff Not covering the bases when asked
Don’t follow through
Not being mindful of time

32. 10 Big CO Offenders
#10 Calling multiple times or calling around for a different answer
#9 Not reading proposals before asking questions
#8 Rounding $ amounts in proposals and/or mathematical errors
#7 Trying to market items that the agency doesn’t buying

33. 10 Big CO Offenders #1 Poor performance! #5 Not paying subcontractors
#4 Going over the CO’s head or behind his or her
back)
#3 Unannounced visits
#2 Misleading comments or lying
#1 Poor performance!

34. The PM’s Pet Peeves: #10 Unwilling to partner
9/21/2018
The PM’s Pet Peeves:
#10 Unwilling to partner
#9 Level of service changes (drops significantly)
#8 Dishonesty (cutting corners, inflated pricing)
#7 Telling a PM his or her job
#6 Difficult to negotiate with
DO what you say you will do—it’s all in the contract

35. The PM’s Pet Peeves: #1 Poor performance
9/21/2018
The PM’s Pet Peeves:
#5 Poor communication (missed meetings, no return calls or infrequent visits)
#4 Missed schedules or late submittals
#3 Inflexible or difficult to work with
#2 Low opinion of government employees (arrogance)
#1 Poor performance
DO what you say you will do—it’s all in the contract

36. My Personal Favorites #1 Poor performance!
#5 Telling me what you are before who you are and what you do
#4 Believing that you are “entitled” to work
#3 Not leaving your phone number with your
message
#2 Not paying your subcontractors
#1 Poor performance!

37. How it Really Works

38. It’s All About-- RELATIONSHIPS!
Communication
Trust
Performance

39. Summary Remember that Marketing May lead to mishaps, mistakes,
missteps
May lead to
mistrust,
misjudgment,
missed opportunities and
MISERY

40. Working for the Corps U.S. Army Corps of Engineers Website:
Philadelphia District Website:
Contact Information:
My phone no:
My address:

41. Questions?

42. CONTACT INFO
Cheryl Chandler
Chief: Office of Small Business Programs
Philadelphia District
U.S. Army Corps of Engineers Philadelphia District
Loren Taylor
Sourcing Manager: Small Business &
Supplier Diversity
DuPont Sourcing & Logistics CRP735/1315-3
Phone:
address: Philadelphia District Website:
Phone:  Fax:  address:
U.S. Army Corps of Engineers Website:
DuPont Website:
Alliance Mid-Atlantic Small Business Procurement Fair 2015
Wilmington, Delaware March 11, 2015