webinar presentation of

Thursday, November 8, 2012 Northern California

Procurement Opportunities for Your

Small Business

An Active SBE & MBE Advocate

Educate the small, women, minority & disabled veteran business enterprises and their communities on the practices, policies and programs of the Federal, State, CPUC & Corporate America

Advocate for SBE’s & MBE’s to ensure that their businesses continue to grow over time

SBE & MBE Success Outcomes

Revenue growth

Growth in number of employees

Improved financial margins and ratios

Successful partnerships

Improved operational performance

Improved management depth

The SBDC Presentation Objectives

• Corporate America Opportunities • CPUC & State of California Opportunities

• eProcurement Business with the State

• Minority, Federal & State Certifications

• How to Get Paid

• Preparing for Business Matchmaking Events

• Specific Contract Opportunities

• BMM Websites, Tools & Resources

A typical Small- Minority- Women- and Disabled Veteran-Owned Business Enterprises Procurement Roadmap

Race for the Business

Minority & Women-Owned Businesses

Majority- Owned Businesses

Excluded

from bid Un-intentional lists

Race for the Business

Unfavorable

exclusion

pricing from Distributors Minority & Women-Owned Businesses

Bid packages too large

Majority- Owned Businesses

The NorCal SBDC’s provides a Clear and Strategic Procurement Roadmap

The SBDC Presentation Objectives • Resources and Leads for Business Matchmaking

with Federal, State and Local Government Agencies, • Preparing For a Business Matchmaking Conference • Doing Business With Large Corporations &

Government Agencies • Screening & Engaging a Corporate or Government

Buyer • Knowledge of Existing Business Certification

Programs • Tools And Resources Available for Procurement

Assistance • How to Get Paid

Supplier Diversity The Rules of Engagement

•

Innovation from small

businesses

SBE Value Proposition

SBE’s are 1/3 of America’s population SBE’s create 2/3 of all jobs

SBE segment is 1 of the fastest growing small business segments Ralph G. Moore, in Washington, DC

Raising the Bar White Paper

Building Capacity White Paper

www.rgma.com

Beginning Program •corporate policy

statement •program literature •part-time FTE

Basic Program Program

Coordinator •compliance driven

•program •limited trade fair

•participation •no budget •no program

•ownership

Traditional Program •Visible Program

Mgr. •Limited tracking •Limited Sr. Mgmt.

interest •Budgeted program •Limited outreach

to MWBE’s •Outside of

corporate strategy •3-5% of spend

•Dedicated program resources •Supplier development

•initiatives •Active local & national

•NMSDC participation •Tied to procurement

KPI’s •Buyer/Purchasing

education/training •Regular program

tracking & reporting •5-8% of spend

World Class •Integrated with

Corporate Processes •Tied to annual

performance objectives •Focus on Mission

critical MWE participation

•Program integration

with business units •Senior Mgmt.

Leadership •Executive level

ownership •Opportunities exist

in all areas of the

business •Productive second

tier program •10-15% corporate

spend

RGMA’s Five Levels of Supplier Diversity Program Development

Advanced Program

Corporate America Procurement Roadmap

Billion Dollar Roundtable

Vision Statement

“Lead, influence, and shape supplier diversity excellence globally.”

Mission Statement

“To drive supplier diversity excellence through best practice sharing and thought leadership.”

www.bdrusa.org

Billion Dollar Roundtable Members

53 FORTUNE 500 Companies

Headquartered in California

http://money.cnn.com/magazines/fortune/fortune500/2012/states/CA.html

State

Rank Company

Fortune 500

rank City

Revenues

($ millions)

1 Chevron 3 San Ramon 245,621.0

2 Hewlett-Packard 10 Palo Alto 127,245.0

3 McKesson 14 San Francisco 112,084.0

4 Apple 17 Cupertino 108,249.0

5 Wells Fargo 26 San Francisco 87,597.0

6 Intel 51 Santa Clara 53,999.0

7 Safeway 63 Pleasanton 43,630.2

8 Cisco Systems 64 San Jose 43,218.0

9 Walt Disney 66 Burbank 40,893.0

10 Google 73 Mountain View 37,905.0

Northern California Minority

Supplier Development Council (NCMSDC)

• NCMSDC provides the only nationally-recognized

Ethnic Minority Business Certification in Northern

California and Hawaii and connects certified

Minority-owned Business Enterprises (MBEs) with

NCMSDC Corporate Members, including many of

America’s largest publicly-owned, privately-owned,

and foreign-owned companies, as well as

universities, hospitals, and other buying

institutions. www.ncmsdc.org

Women's Business Enterprise

National Council (WBENC)

• The Women's Business Enterprise

National Council (WBENC) is dedicated to

advancing the success of Corporate

Members, certified women's business

enterprises (WBEs), and government

entities in partnership with its Regional

Partner Organizations (RPOs)

www.wbenc.org

Disabled Veteran

Business Enterprises (DVBE)

• For DVBE certification purposes, a

"disabled veteran" is:

• A veteran of the U.S. military, naval, or

air service;

• The veteran must have a service-

connected disability of at least 10% or

more; and

• The veteran must reside in California.

• www.cadvbe.org

CPUC Procurement Roadmap

CPUC Building on Success

• On October 4, 2012, at the CPUC 10th annual En Banc hearing

• 2011 General Order 156 report to the legislature titled 2011 Utility Procurement of Goods, Services, and Fuel from Women-, Minority-, and Disabled Veteran-owned Business Enterprises (WMDVBE)

• The 30+ California utility companies spending with WMDVBE procurement increased: • from $5.17 billion in 2010 • to $7.2 billion in 2011

http://www.cpuc.ca.gov/puc/supplierdiversity/

© 2010 AT&T Intellectual Property. All rights reserved. AT&T, the AT&T logo and all other AT&T marks contained herein are trademarks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks contained herein are the property of their respective owners.

Contracting Legislation

California Public Utilities Commission General Order 156 established in 1989, governs the Subcontracting Program for all energy, telephone and water company utilities.

“Each Utility shall establish and maintain a subcontracting program for the purpose of encouraging its prime contractors to utilize Women, Minority, Disabled Veteran Business Enterprise (WMDVBE) Subcontractors. Each Utility shall include in its annual report to the Commission a summary of Prime contractor progress in increasing the participation of WMDVBE subcontractors.”

23

© 2010 AT&T Intellectual Property. All rights reserved. AT&T, the AT&T logo and all other AT&T marks contained herein are trademarks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks contained herein are the property of their respective owners.

Contractual Requirements

Inclusion of Diversity Utilization Clause

“Maximum Practical Opportunity”

Specific MWDVBE Targets

Established reporting timeframes

Part of Overall Negotiations

Review/Concurrence by Supplier Diversity Team

24

© 2010 AT&T Intellectual Property. All rights reserved. AT&T, the AT&T logo and all other AT&T marks contained herein are trademarks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks contained herein are the property of their respective owners.

What Value do I Have as a Contractor?

Mobile

Global

Virtual

Next Generation

Cost Effective

Supply Chain Efficiencies

Increased ROI

25

STATE OF CALIFORNIA Dave Jones, Insurance Commissioner

DEPARTMENT OF INSURANCE EXECUTIVE OFFICE

300CAPITOLMALL, SUITE1700 SACRAMENTO,CA 95814 (916) 492-3500 www.insurance.ca.gov September 14, 2012 Dear Friends: I am writing to invite you to the 2012 Insurance Diversity Summit, hosted by the California

Department of Insurance and its Insurance Diversity Task Force. The Summit is designed to

discuss and explore the issues of diversity within California’s insurance industry with stakeholders

from all sectors. Please join us for the Summit: California Department of Insurance – 2012 Insurance Diversity Summit

Tuesday, October 9, 2012

1:00 pm – 5:30 pm

Loker Conference Center, California Science Center

700 Exposition Park Drive, Los Angeles CA 90037 Earlier this year, we announced the formation of the Insurance Diversity Task Force to consider

and make recommendations about diversity in the insurance industry, including the diversity of

corporate governing boards and procurement from our state’s growing and vital minority- and

service-disabled veteran-owned businesses. The Task Force is hopeful that your participation in

this year’s Summit will help shape their recommendations to the Department and provide a forum

for insurers and diverse suppliers to discuss the importance of diversity in the insurance industry,

best practices, how to overcome challenges faced by diverse suppliers, governing board diversity

and Assembly Bill 53 (Solorio). Certified WMDVBEs who are interested in contracting with the insurance industry are encouraged

to send one representative to the Summit. A Reception will take place from 5:30 – 7:00 pm at the California Science Center, Edgerton

Court. Details to follow. To RSVP for the Summit, please email us at DiversitySummit@insurance.ca.gov. For more

information, please feel free to contact us at (916) 492-3525. We look forward to having you join us on October 9 for this important Diversity Summit. Sincerely, DAVE JONES

Insurance Commissioner

CPUC Contract Opportunities

Current Opportunities

General Information

Projects / Opportunities Available

for Small Businesses http://www.cpuc.ca.gov/PUC/consulting/

State of California DGS Procurement Roadmap

Question…

• Steps to take to make contact with government agencies?

• How we can get information to agencies what we grow and construct?

State of California Message

The State of California is committed to the small business community:

Governor Arnold Schwarzenegger’s Executive Orders S-02-06 and S-11-06 mandates 25% of purchases to SBE’s The California Public Utilities Commission

(CPUC) is committed to the minority business community:

In 1989, the CPUC the regulatory agency for all State utility companies recommended a 21.5% minimum for MBE’s

• California is now the 8th Largest Economy in the World

• Every year the state awards over $9 Billion in procurements and contracts for goods, services, and construction

• Over 160 agencies throughout the State

The State of California

The State Buys

Goods

Services

Construction

Top 10 in Contract Awards 1. Department of Corrections

2. Department of General Services

3. Department of Mental Health

4. Department of Transportation

5. Department of Consumer Affairs

6. Department of Water Resources

7. Department of Health Services

8. Public Employees Retirement System

9. California Energy Commission

10.Department of Parks & Recreation

Small Business Procurement and Contract Act

1) Increases the contract award

amount from $100,000 to $250,000 2) Requires contractors that made

contract commitments to include small business or DVBE participation

3) Increases the minimum State

Contract Act project award amount from $100,000 with a base year of 1993 to $250,000 with a base year of 2010

Procurement Division

eProcurement www.documents.dgs.ca.gov/pd/events/Howto.ppt

C A L I F O R N I A D E P A R T M E N T O F G E N E R A L S E R V I C E S • P R O C U R E M E N T D I V I S I O N

How to Introduce Yourself to State SB/DVBE

Advocates

Determine which agency will meet your needs. (Check SB/DVBE Council Meeting Attendance, SARA winners)

Remember, advocates are busy, so don’t take up more than a minute or two of their time (Better yet, email them. Explain why you are calling. That way, you are not playing phone tag.)

Prepare 30 second “elevator” speech to include: Name, Business Name, Supplier ID, and What You Do

Have attachment/brochure with supplier id number included (business cards and emails, too!)

How to Introduce Yourself to State SB/DVBE

Advocates (CONT)

Send attachment/brochure updates every 3 to 4 months via email

CHECK GRAMMAR and SPELLING!

Don’t overdo the attachments!

Acknowledge any contact with a courteous reply

Provide technical data to support claims, if needed

Use business resources to help you perfect your marketing techniques-it’s a worthwhile investment!

State SBE & DVBE

Advocates

Visit the website of the agency that

may looking to secure your services.

Each agency has a small business

advocate that you can contact with specific questions.

www.dgs.ca.gov/pd/programs/osds/advocate.aspx

Caltrans Procurement Roadmap

Disadvantaged Business Enterprise (DBE)

Certification Application

To access the statewide CUCP DBE database,

please log onto: www.californiaucp.org

A Partial List of the NAICS Codes

Roster of Certifying Agencies

The California Unified Certification Program

Application Package is available on the website at

http://californiaucp.org/

California Unified Certification Program (CUCP)

24

Caltrans Map http://www.dot.ca.gov/hq/tsip/tsilibrary/tsipdf/dist_bnd2007.pdf

California Department of Transportation Contracts

Advertised Projects (Projects for Bid)

New to bidding Caltrans projects? Check out our

Bidder's Exchange page for a quick rundown of our

bidding resources.

All Advertised Projects

All Plans Preview Projects New!

All Upcoming Projects

Calendar of Upcoming Bid Openings

http://www.dot.ca.gov/hq/esc/oe/weekly_ads/index.php

Caltrans Widen For Left Turn Channelization

01-323304 | List of Bid Items | Contract Plans and Special Provisions | Order Bid

Book | 0 bidder inquiries

Widen For Left Turn Channelization

01-Hum-36-5.9/7.6 * Date Advertised 09/10/2012

Bids Opening in Sacramento * Bids Open 10/02/2012

Estimate: $450,000

In Humboldt County At Carlotta From Wilson Lane To 0.5 Mile West Of Cummings

Creek Road

The Contractor must have either a Class A license or one of the following Class C

licenses: C-12.

35 Working Days * 5% DVBE Requirement * Cost per set: Bidders: $E-ad, Non-

bidders: $E-ad

Subs/Suppliers: Opt In | 4 prime contractors looking for help | Primes: Advertise for

help | See 9 opt-in records

See Non-Bidding Planholders | See Bidding Planholders

http://www.dot.ca.gov/hq/esc/oe/weekly_ads/all_advertised.php http://www.dot.ca.gov/hq/esc/oe/weekly_ads/index.php

County and Local Government Procurement Roadmap

ARRA Information and Resources for

California State Association of Counties:

www.csac.counties.org

Information and Resources for Cities:

www.dgs.ca.gov/pd/reciprocity

Federal Grants & Certification Procurement Roadmap

Federal Grants Website

Grants.gov is the source to FIND

and APPLY for federal government grants. www.grants.gov

The System for Award Management (SAM) is a free website which

consolidates Federal procurement systems and the Catalog of

Federal Domestic Assistance. Currently CCR, FedReg, ORCA and

EPLS have been migrated into SAM. All Federal suppliers are

required to have a current registration in the SAM website to be

eligible for contract award. Register on SAM at www.sam.gov

US Government Certifications Small Business Administration (SBA)

www.sba.gov

Small Disadvantaged Business (SDB) Program

8(a) Program

Historically Underutilized Business Zone

(HUBZone) Program https://eweb1.sba.gov/hubzone/internet/index.cfm

GSA Multiple Award Schedules www.gsa.gov

National Certifications

Northern California Minority Supplier

Development Council (NCMSDC) www.ncmsdc.org

California Disabled Veteran Business Alliance

(CADVBE) www.cadvbe.org

Women's Business Enterprise National

Council

www.wbenc.org

State of CA Certifications

Department of General Services DVBE &

Small Business Certification http://www.pd.dgs.ca.gov/dvbe/aboutcerts.htm

California Unified Certification Program (CUCP)

http://www.caltrans.ca.gov/hq/bep/business_forms.htm

California Public Utilities Commission (CPUC) http://www.suppliernetwork.net/CPUC/

California Multiple Award Schedules (CMAS) www.pd.dgs.ca.gov/cmas/default.htm

Preparing for Business Matchmaking Events Roadmap

How to Get Paid

Know the paperwork process

Keep good records

Know your options

‒Progress payments

‒Prompt Payment Act

EFT (electronic funds transfer)

Accept government credit cards

Diversity & Inclusion

Show value in each key area: Demonstrable Savings Deployable Service Dependable Solutions

with Diverse Suppliers

Create the BMM Environment

Make sure to represent your company in

the promotion of an environment that:

Fosters communication and cooperation

Treat all members of the BMM

community with dignity and respect

Promote partnerships/team agreements

Let the marketplace know about your product or service

10 things “NOT to do” during a

BMM Event

A.

B.

C. D.

E. F.

G.

H. I. J.

Whine or Cry

Get “Historical” Demonstrate any feelings of “entitlement” or special treatment Spend a lot of money on “give a ways” Bring outdated and/or unedited information about your company Drop names with the intention of winning deals Project a Rigid, Laid back or Desperate demeanor Present your company as being in a “controlled chaos” mode Represent your company as being able to “do any thing” Interrupt other interviews or disregard any Matchmaker process

Before the BMM Event 1. Get your

Dun & Bradstreet (DUNS) Number

A. Research your

North American Industry Classification System (NAICS) Codes Standard Industrial Classification (SIC) Codes

United Nations Standard Products and Services Code (UNSPSC)

B. Register your company in the

Federal governments System for Award Management

(SAM) www.sam.gov website

CAGE Code www.dlis.dla.mil/cageserv.asp website

Before the BMM Event

A. B. C. D. E.

2.

3. 4. 5. 6.

7.

Obtain third party certifications Small Business Administration (SBA)

National Minority Supplier Diversity Council

State of California organizations

Disabled Veterans

Women Owned organizations

Be open to teaming or subcontracting

Be proactive by registering your company

Be prepared, confident and humble

Be positive and remain positive

Know and understand the marketplace

Before the BMM Event

8. Develop a written plan

a) b) c) d) e) f)

Business Requirements

Description

Detailed Information

Projects/Procurement Contracts

Representative List

Registration

During the BMM Event

9.

10.

11.

Be polite, courteous and display

a “passion”

Wear professional business attire

and be positive

Make valuable use of time

10 things “to do” during a

BMM Event

K.

L.

M.

N.

O. P. Q.

R. S. T.

Be Enthusiastic and Positive

Be “in the now” Be patient with the corporate process hurdles Minimize “give a ways” with Logo’s Triple check that all of your Company Info is current and edited Stand on your companies own merits and customer testimonies Project an open, ready, willing and able demeanor Present your company as being in a “controlled growth” mode Make sure to punctuate your companies “core” competencies Respect the Matchmaker process

After the BMM Event

12.

13.

14.

15.

Develop your follow-up

program

Highlight the discussion topics

Document how your MBE is a

fit with their company

Follow up within 1 week

Federal Government Procurement Roadmap

BMM Contract Websites

Federal Business Opportunities (FBO)

Federal Agency Websites

Federal Procurement Forecasts www.fbo.gov Department of Homeland Security (DHS) http://www.dhs.gov/xopnbiz/opportunities State of California eProcurement http://www.eprocure.dgs.ca.gov/default.htm Association of Bay Area Governments (ABAG) http://www.abag.org California City Websites http://www.ca.gov/About/Government/Local/cities/index.html

Federal BMM Websites

Compete on-line for government requirements with your NAICS codes www.fedbid.com Phoenix Database to get free contract Referrals @ Minority Business Development Agency www.mbda.gov Prime Contractors post subcontracting opportunities http://web.sba.gov/subnet

Federal OSDBU

• Visit the Federal Office of Small and

Disadvantaged Business Utilization

(OSDBU) website for the agency that may

looking to secure your services.

• Each agency has a small business

advocate that you can contact with specific questions.

http://www.osdbu.gov/members.html

Minority Business Development Agency Roadmap

What is the Minority Business Development Agency? There are more than 4 million minority-owned firms nationwide

MBDA is the only federal agency tasked with promoting the growth and global competitiveness of minority-owned firms in the United States. www.mbda.gov

President Nixon established the Office of Minority Business Enterprise in 1969 by Executive Order 11458. Since then, the name – now the Minority Business Development Agency- scope and responsibilities have changed and increased.

Access to capital has been a challenge for minority-owned firms throughout history. Today, MBDA works to provide adequate access to capital for growth and day-to-day activities of minority-owned firms.

MBDA works with other federal, state and local government agencies to identify contracting opportunities for minority-owned firms.

MBDA works with strategic partners, such as NMSDC, to identify private sector contracting opportunities for minority-owned firms to provide products or services to Fortune 1000 companies.

Why is MBDA Important? Minority-Owned Firms Create Job Opportunities for all Americans

According to the U.S. Census, in 2050, the minority community will represent 54% of total U.S. population. The U.S. needs strong minority-owned firms to support greater job growth and to create the maximum economic benefit to the nation. The nation is failing to reap the benefits of economic parity – the creation of 16 million jobs, the generation of $2.5 trillion in gross receipts and an unrealized tax base exceeding $100 billion per year. Minority firms have the potential to contribute significantly to the balance of trade as minority businesses are twice as likely to generate sales through exports compared to non-minority firms. Minority-owned firms create job opportunities for all Americans as they tend to be generally more balanced in hiring minority and non-minority persons. MBDA is the catalyst to build minority-owned firms of size, scale and capacity.

MBDA’s Economic Impact Achievement of $98 in Awarded Contracts and Financings for Every $1 Spent

Key Agency Performance Measures:

Dollar Value of Contracts Awarded

Dollar Value of Financial Transactions Awarded

New Jobs Created

Fiscal

Year

Agency

Funding

Total Contracts & Financial Opportunities Awarded

New Jobs

Created

Return on Agency Investment

(ROAI)

FY 2009 $29.8M $2.9 B 3,024 98x

FY 2008 $28.5 M $2.1 B 5,316 74x

FY 2007 $29.9 M $1.8 B 3,506 59x

FY 2006 $29.8 M $1.6 B 4,254 54x

FY 2005 $29.8 M $1.6 B 2,270 54x

FY 2004 $29.7 M $1.6 B n/a 54x

Measure 2009

Actual

2009

Target

Percent of Goal

Contracts $2.11 B $0.90 B 234%

Financials $0.81 B $0.50 B 162%

New jobs 3,024 3,000 101%

Sustainability Roadmap Reduce...Recycle...Reuse…

Did you know…

Every month, Americans throw away enough aluminum to rebuild the nation’s commercial air fleet.

The earth’s population is expected to exceed 9.5 billion by the year 2050, increasing the potential for shortages of food, clean drinking water, adequate energy and safe air to breathe.

1. What is Sustainability?

Environment Society

Economy Sustainable Development

Triple Bottom

Line

“Meeting the needs of the present without compromising the ability of future generations to meet their own needs.”

One planet with limited resources

World Population Will Reach 10 Billion in less than 40 years

How will planet Earth

provide for their needs?

Lead Globally in Sustainable Development

21,000 Suppliers/Vendors in Supply Chain

Goals To be supplied 100% by renewable energy

Create Zero Waste

GHG – 20% reduction by 2012 and 20MM metric tons from Walmart’s Supply Chain by 2020

Truck Fleet 20% more efficient in 3yrs & double in 10 years

Case Study #1: Walmart

Suppliers must submit product content and environmental impacts reports

Rising energy costs

Environmental impact issues

Limited natural resources

Increased global demand for sustainability

87% of Fortune 500 are moving to “green”

Global Sustainability Vision, Mission & Goals

Sustainable performance required of suppliers

Global Sustainability Scorecards

America’s Business Climate

Case Study #2: Procter & Gamble

Environmental and Social Leadership

Goals: 100% renewable or recycled materials

0% consumer & manufacturing waste

Powering plants w/100% renewable energy

Children safe drinking water

Live, Learn & Thrive; health, educ. & life skills

Sustainability is about ensuring a better quality of life,

now and for generations to come

Compliance

Values/Principles

Cost/Profits

Stakeholder Value

2. What is the Business Case

Business Case Rationale

More environmental legislation

Moving from pollution control to prevention

Green construction and LEED

Transitioning to sustainable manufacturing

Green House Gas reduction; Carbon Disclosure Project

Innovative reuse and recycle of waste

Retraining to create 21st century workforce

– Advanced Manufacturing

– Information Technology

– Automotive

– Biotechnology

– Green Construction

– Education & Training

– Energy Efficiency

– Financial Services

– Green Facility Maintenance

– Green Consulting

– Hospitality

– Homeland Security

– Healthcare

– Aerospace

– Nanotechnology

– Retail

– Transportation

– Geospatial Technology

18 Growth Industries for America

Business Matchmaking Events

CA Small Business & DVBE

Outreach Events 2012

The Communications & Outreach section is committed to expanding statewide outreach for DVBEs and small businesses through education and business opportunity enhancements. To view a list of upcoming outreach events for the 2012 year, see the Communications & Outreach 2012 Events Calendar http://www.dgs.ca.gov/pd/NewsEvents.aspx#507

Business Matchmaking

Business Matchmaking (BMM) is the nation's premier public-private initiative supporting procurement opportunities for small business in

every industry. For the past eight years, BMM has produced regional face-to-face selling events, plenary seminars and workshops, online

training and collateral material for primarily minority, women, veteran, and disabled veteran owned firms.

www.businessmatchmaking.com

Corporate America Websites

Supplier Diversity Events • As a service many Corporate Supplier Diversity

departments publish their calendar of events. • The events listed are specific to promoting business

activities, such as match-making, business expos, conferences and other types of networking activities.

• Please note the events listed may require a registration or fee to attend.

• It is recommended to directly contact the sponsoring organization for more specific logistical information.

• If available, a website link for either the event or the hosting organization has been posted.

Corporate America Websites

Supplier Diversity Events In 2011, AT&T spent $12 billion with minority, women and disabled veterans business enterprises, representing 23 percent of our total procurement. http://www.attsuppliers.com/sd/events.aspx

In 2011, PG&E achieved its highest level of diversity spending at $1.6 billion or 36.6 percent of our total procurement. http://www.pge.com/b2b/purchasing/supplierdiversity/eventcalendar/

Strategic Resources Roadmap

Northern Cal SBDC

http://norcalsbdc.org

The Small Business Development Centers of the Northern California SBDC Network help individuals manage the growth of their businesses. Our sole focus is on helping you improve your bottom line.

Northern Cal SBDC

• The SBDC’s are the largest technical assistance provider to small business owners in the United States.

• We provide one-on-one solution-based business advising at no-cost.

• We serve clients from across the 11 SBDC offices in the 14 counties of the NorCal SBDC Region.

Make an Appointment

with Your Local SBDC Center • Central Coast SBDC www.centralcoastsbdc.org • Silicon Valley SBDC - www.svsbdc.org • San Francisco SBDC – www.sfsbdc.org • Alameda County SBDC - http://acsbdc.org • Contra Costa SBDC – www.contracostasbdc.org • Solano College SBDC - www.solanosbdc.org • Santa Rosa SBDC - www.santarosasbdc.org • Napa Valley SBDC - www.napasbdc.org • Mendocino SBDC - www.mendosbdc.org • North Coast SBDC - www.northcoastsbdc.org

Procurement Roadmap Review

Things To Remember Target Your Customer:

Who buys your product or service?

How do they buy?

When do they buy?

Know the rules:

Corporate, Federal, State & Local Acquisition Regulations Contract requirements and specifications

How to obtain Contract history

Perform As Promised:

On-time delivery

Good Quality at a Fair Price

Summary

Thank You and Good Matchmaking!

• Be Certified

• Be Registered

• Be Prepared

• Be Confident

• Be Diligent