What A Large Business Looks For In a Small Business

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What A Large Business Looks For In a Small
Business

• Gwen Parker EarthTech
• Amber Williams CH2MHILL

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Agenda

• Introduction to Companies
• Requirement to Use Small Business
• Process for Determining Small Business
• Outreach Presentation to Small Businesses
• Questions

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EarthTech

• Global provider
• Engineering, construction, operations services
• W/WW, environmental, transportation facilities
• 7,000 employees
• 1B company
• Federal contracting 25 of total revenues
• Being sold to AECOM

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CH2M HILL

• An employee-owned, multinational firm providing
  consulting, engineering, construction, operations
  and related services
• 24,000 Employees
• 5.1 B Revenue
• Notable Projects
• Katrina Recovery Contract
• 2012 London Olympics
• Panama Canal Expansion Project
• U.S. Military Relocation Project S. Korea
• Edwards AFB Runway

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Requirement to Use Small Business

• With Many Large Business Primes Utilizing Small
  Businesses in Support of Contracts is the Right
  Thing To Do.
• 19.708 (b) FAR 52.219-9 (c)
• Contracts in Excess of 550,000
• Construction Contracts in Excess of 1M
• Client Requirement

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Process For Determining Small Business

• The process is two fold and is always
  re-affirming -
• Internal
• Must have Management Support
• Must educate
• Acquisition Team
• Procurement Personnel
• Project Delivery Team / Contract Personnel
• External
• Must educate the Community

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Process For Determining Small Business

• Starts with our Business Development In Pursuing
  a Contract
• Scope and Proposal Requirements
• Make / Buy Analysis
• Define Scopes to be Subcontracted
• Identify Team Members
• Identify Small Businesses
• Specific Work
• Potential Work
• Analyze Solicitation Goals vs. SB Team/Identified
• Search for Business with all classifications

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Process For Determining Small Business

• Depending on Complexity, Conduct Due Diligence of
  Businesses
• Bonding
• Capacity / Multi-Tier Subcontracting
• Financial Strength
• Health and Safety
• History w/CH2M HILL Client Past Performance
• Insurance
• ISO Ratings / Quality Assurance
• Lead Times
• License (s)
• Location
• Pricing
• Verify Business Size / Classification

SBLO and / or Contract Administrator conducts the
review
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Business Community Needs to Know How To Do
Business With Your Company
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SUBCONTRACTING And PARTNERINGWhat Does It Take
To Get Through The Door?

• Gwen Parker
• Small Business Program Manager
• Earth Tech

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Developing the WOW FactorsTo Get Through The
Door

• The Four Ws
• Initial Marketing - Simple
• Relationship Building
• Making the Subcontractor Bid List
• Partnering, Mentor-Protégé Selection

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The 4 Ws in 60 Seconds

• WHO? Who are you? Who is the Company?
• WHAT? What do you do? What are you offering the
  client?
• WHERE? Where located? Where do you provide
  services?
• WANT? What do you want? What does the client
  want?

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WHO ARE YOU?

• Clear, Concise
• Call or Face to Face
• - the difference
• Company Identifier
• Clear, Concise

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WHAT DO YOU DO?WHAT are you offering the Client?

• Clear and Concise
• Be Specific
• Avoid Master of All
• Relevance to the Client
• Clear, Concise

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WHERE LOCATED?

• Clear, Concise
• Headquarters
• Other Offices
• Geographical Service Areas
• Clear, Concise

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WHAT DO YOU WANT?WHAT DOES THE POTENTIAL CLIENT
WANT?

• Research
• Know the Client
• Is there a fit?
• Strategy

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INITIAL MARKETING - SIMPLE

• Two-sided Business Cards
• Capability Brochures Short to the Point
• Email vs Meeting
• Follow-up
• Persistance, Patience, Payoff
• Events Return on Investment

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RELATIONSHIP BUILDING

• Strategize
• Connection to the Client
• Experience
• Memorable
• Establishing Common Ground
• Building Trust
• Time ROI

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MAKING THE BID LIST

• Clear, Concise 4 Ws
• Follow-up
• Established Relationship
• Timing
• Performance

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SubcontractorPerformance Measures

• Safety Culture
• Quick Responder
• Met Schedule
• Cost Efficiency
• Quality Service
• Above Beyond
• - alternative options
• - lowering costs
• - solutions

• Do the unexpected
• Be open about problems ahead of time
• Correct timely invoicing
• Team Player
• No Safety Incidents

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Partnering/Mentor-ProtégéCriteria

• Established Relationship w/Mentor
• Size Resources
• Stability
• Safety Record
• Ownership
• Existing Client Relationships

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Partnering/Mentor-ProtégéCriteria

• Technical Capability
• Long-term
• Business Development
• Customers
• Opens Doors

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SUMMARY

• WOW Factors 4 Ws - 60 Seconds
• Clear, Concise Marketing
• Know what you are pursuing
• Research the Client
• Strategy/Position to meet Criteria
• Relationship Building is KEY

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Thank YouQuestions?

• Gwen Parker
• Small Business Program Manager
• gwen.parker_at_earthtech.com
• 770-990-1497