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.