Slide 1

Report
Business MatchMaking Event
Cincinnati, OH
Claretta Strickland
Hewlett-Packard Company
Manager of Procurement,
Technology Solutions Group (TSG)
Americas Houston Fulfillment Operations
June 29, 2004
INTRODUCTION
“As a company with “invent” in our logo,
we know that diversity drives creativity,
creativity drives invention, and
invention drives growth and success.”
Carly Fiorina
Chairman and Chief Executive Officer
HP PROCUREMENT EXPERIENCE
• Length of Service:
• 16 years
• Current Position:
• Manager of Procurement, TSG Americas Houston Fulfillment
Operations
• Current Responsibilities:
• Oversee the purchasing activities associated with supplier
selection and material positioning of pack material, labels, logos,
documentation, drives, software, fans, PDUs, miscellaneous
plastic parts, hardware kits, miscellaneous sheet metal/small
mechanical parts and cables and cords required to support HP’s
manufacturing operations in Houston.
• Manage approximately $1.1 billion in total spend.
BUSINESS MATCHMAKING EXPERIENCE
• Houston event held in December 2003; Anaheim event held
in February 2004; Cincinnati event held in April 2004;
Orlando event held in May 2004.
• Coordinated HP Houston’s Supply Chain participation by
ensuring adequate representation at the events.
• Participated in interviews with Sellers at all events; guest
presenter at the Anaheim event and Cincinnati events.
• AWESOME EXPERIENCE!
HP’S MULTICULTURAL
PROCUREMENT PROGRAM
• HP’s Multicultural Procurement (MCP) and Sales
Support Program has existed since 1968. The purpose
of the program is to ensure that small businesses, small
disadvantaged businesses, minority-owned businesses
and other under-represented businesses have an
opportunity to participate as suppliers to HP, as resellers
for HP products and services and as HP partners in
customer engagements that offer 3rd party participation.
• This program aligns with HP’s commitment to be an
economic asset in the communities where we live,
operate and derive revenue.
HP’S MULTICULTURAL
PROCUREMENT PROGRAM
• Demonstrates that HP not only reaches out to the small
business market as customers, but that we also rely on it for
partners. HP works with small business suppliers to help
these businesses be successful. This makes good business
sense as we realize that small businesses could become
our customers one day, if they are not already.
• HP’s Multicultural Procurement Program has received
several awards, including:
– The SBA’s 2003 and 2004 Small Business Champion/Procurement
Award
• HP typically exceeds most federal goals for small business
utilization. For GY03, over 50% of HP’s spend was with
small businesses.
TYPES OF PRODUCTS PURCHASED
FROM SMALL BUSINESSES
Indirect Procurement (MRO)
Landscaping
Janitorial /building maintenance services
Software development
Move management services
Temporary Employment Services
Fleet purchases services
Office supplies and services
Direct Procurement (Production)
Commercial printing
Mechanical parts
Computer carrying cases
Memory modules
Pack material
Logistics services
PCA repair, replace, diagnostic services
HOW TO BECOME A SUPPLIER TO HP
• Supplier selection is based, in part, upon the need by a given HP
business unit for a given product and or service.
• Suppliers are selected based upon their ability to meet HP’s
technology, quality, responsiveness and delivery requirements.
• To determine an organization’s ability to meet these requirements, a
site visit to the supplier candidate’s business may or may not be
included in the overall evaluation.
• To learn more about HP’s Multicultural Procurement and Sales
Support Program and register as a small business, visit the following
website: http://www.hp.com/go/supplierregister.
10 THINGS “TO DO” DURING YOUR
15 MINUTES OF FAME
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
Treat your interview like what it is---a JOB interview that could
lead to a very rewarding CAREER. Claretta’s definition of a
supplier----”My external human resources/labor pool.”
Be enthusiastic and positive
Be “in the now”
Be patient with the corporate process hurdles
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 SBA Matchmaker process
10 THINGS “NOT” TO DO DURING
YOUR 15 MINUTES OF FAME
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
Whine or cry
Get “historical”
Demonstrate any feelings of “entitlement” or special treatment
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”
Disregard any Matchmaker process
Do not come to the interview with the mind set that you are going
to be awarded an immediate contract or purchase order
ADDITIONAL TIPS TO SELLERS
• Most buyers are not necessarily the final decision makers
• Important questions to ask:
– Does your company have a formal supplier qualification process?
– If so, how does it work?
– Is the process documented and if so, may I have a copy of the
process?”
• Other small businesses are potential customers as well.
• Follow Up! Follow Up! Follow Up!
• Using the analogy that these business opportunity interviews are
the same as an employment interview, use some of the same
interview follow up courtesies.

similar documents