Shale Gas Supply Chain Business 2 Business Forum Venango Technology Center June 28, 2011.
Post on 16-Dec-2015
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SGSC Similar To• Government Contracting
– Maze– Who are the POC– What are SGB looking for– What are their requirements– How do I get them to recognize me
Basics• Start small and work your way up• Invest Time• Invest Money• Be Persistent• Market Research• Relationships• Get use to “NO”
“The line between failure and success is so fine that we are often on the line and do not know it.”
Elbert Hubbard
American Writer & Business Person
1856-1915
SWOC Analysis• Strengths
– Commercial client track record– Reputation– Financing– Logistics– Project Management– Geography– Teaming
SWOC Analysis• Opportunities
– New Companies – Looking Local– Urgent - environmental/disaster– Negative media– Local & State Agenda
SWOC Analysis• Capability means you can do it.• Competency is capability + past
performance• Core Competencies
– Do NOT be a Jack of All Trades
Competency Statement• Show Logo• Contact Info• Core Competencies• Past Performance• Differentiators from Competitors• Company Data
Pre-Marketing• Basic Research on Primes
– Websites– Teams focus on Agencies (Regulations)– Comfortable with existing supply chain
Marketing• White Paper
– Expert– Don’t Pitch– Case Studies– Target Audience– Free access– Help Create Customer list
Marketing• E-Mail
– Practice Anti-Spam Techniques– Short Sound Bites– High Value Content– White Paper Delivery
Marketing• Website
– Most recent project/deal on front page– Two languages– Competency Statement PDF– Easy Navigation– Bullet Format– Past Performance/History
Marketing• Social Media
– LinkedIn Connections– Twitter Contact– Facebook Community
– Can ask which ones they use or visit
Teaming Failures• Cultural differences (business/personal)• Unclear leadership• Clash of management styles• Imbalance of expertise or investment• Unclear distribution of work• Payments
Joint Venture/Partnership• Help get contracts quicker• Bonding• Same Philosophies• In Writing • Relationship Breaks Apart?
Joint Venture/Partnership• Price• Financial Strength• Personnel Experience• Low Turnover• Location• Responsive
• Challenges• Central Contractor Registration (CCR)• Dynamic Small Business Search
(DSBS)• Prime Point of Contacts
Outline
• How to connect to Primes & vice-versa (Matchmaking)
• Mobile operations• 24/7 operations• Lack of local supply chain• Insurance• Safety/Drug Testing• Proper training of suppliers
Supply Chain Challenges
• One-stop shop – Suppliers & Primes• Need EIN # and D&B #• Free Service• Help in doing Credit Check• Support Services – PTACs• Nationwide System
www.ccr.gov
• County, Region, Zip Code• Key Words• NAICS• Diversity• Joint Ventures/Partners• Detail Information
– Bonding/Insurance– Past Projects
DSBS
Export• World is Flat• Great Opportunity• Culture the Critical Piece
• A Plus for Prime Contractors• International Purchase of
Parts/Services
Preparedness• Business Resumption Plan
– 80-20 Rule– Workforce– Vital Documents– Equipment Needs– Relocate– Lack of Insurance/Slow Pay– Reviewed Annually at least
Contact• www.sba.gov
• Carl Knoblock• 412.395.6560 x106
• Carl.knoblock@sba.gov
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