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How to Compete for Business with Large Companies

Ed DillinghamJennifer Haggar

September 10, 2015

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What does the client look for?Value Added Qualities

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• Strong safety culture and an excellent safety record

• Financial viability

• Information protection

• Contract Terms & Conditions

• Strong cost management skills

• Reliable operations

• High quality goods and services

• Competitive pricing

• Strong customer focus

• Innovative business solutions

• Timely and accurate invoicing

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The Vision

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People Partnership Performance

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Supplier Diversity

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Supplier Diversity Programs promote an inclusive business environment and achieve a greater competitive advantage for the client by introducing value-added small, minority-owned and women-owned businesses to develop innovative, cost effective solutions that fuel mutual growth and strengthen the community.

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Supplier Diversity ProgramKey Strategies

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Utilization

Training & Education

Monitoring & Tracking

Certification Management

Outreach

Second Tier Subcontracting Management

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Supplier Diversity ProgramCertification

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Clients require proof of certification in order to be eligible for small business programs. Certification is accepted from the following organizations and their regional affiliates:

•National Minority Supplier Development Council (NMSDC)•Women's Business Enterprise National Council (WBENC)•U.S. Small Business Administration (SBA)•National Gay & Lesbian Chamber of Commerce (NGLCC)

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Supplier Diversity ProgramBecoming a Supplier

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Step 1: Obtain certification

Step 2: Learn by attending workshops

Step 3: Understand the client’s business

Step 4: Register on the client’s Website

Step 5: Work through the Supplier Diversity staff

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Supplier Diversity ProgramHow to contact us:

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Website: www.chevronsupplierdiversity.comContact: Mia Spicer  Email: MSpicer@chevron.com

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What is Important to the Client

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1. Know what services and products your client’s need

2. Conduct thorough market research

3. Determine how can you help the client achieve a competitive advantage

4. Have a focused and strategic value proposition

5. Know your competition

6. Customize your proposal

7. Create professional materials

8. Learn how to network effectively

9. Be honest

10. Persevere

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Questions?

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Questions

AnswersThank you for your participation!

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