Marketing to Large Prime Contractors


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  • Talk about don’t approach us and say “That You Don’t Fit”
  • Marketing to Large Prime Contractors

    1. 1. Marketing to Large Business Prime Contractors
    2. 2. Contacts <ul><li>Andrea Nicolelli </li></ul><ul><li>Diversity Specialist </li></ul><ul><li>Phone: (720) 286-4306 </li></ul><ul><li>[email_address] </li></ul>Willie Franklin Manager, Supplier Diversity & Small Business Program Phone: (720) 286-2274 [email_address]
    3. 3. Agenda <ul><li>CH2M HILL – What’s In A Name </li></ul><ul><li>Who We Are </li></ul><ul><li>Tell Me Who You Are </li></ul><ul><li>Research Your Potential Client </li></ul><ul><li>Who Should I Talk To </li></ul><ul><li>Ask Questions </li></ul><ul><li>CH2M HILL Academy Services </li></ul><ul><li>CH2M HILL @ MillerCoors </li></ul><ul><li>Wrap Up </li></ul>
    4. 4. CH2M HILL - What’s In A Name <ul><li>1946 - Incorporated by Founders </li></ul><ul><ul><ul><li>Holly C ornell </li></ul></ul></ul><ul><ul><ul><li>T. Burke H ayes </li></ul></ul></ul><ul><ul><ul><li>James H owland </li></ul></ul></ul><ul><ul><ul><li>Fred M erryfield </li></ul></ul></ul><ul><li>1971 - Merged with Clair A HILL & Associates </li></ul>
    5. 5. Who We Are <ul><li>An employee-owned, multinational firm providing engineering, construction, operations and related services to public and private clients in numerous industries on six continents. CH2M HILL offers integrated services that help our clients take any infrastructure project from concept to reality. </li></ul><ul><li> </li></ul>
    6. 6. Tell Me Who You Are <ul><li>BEFORE MAKING THAT 1 ST CONTACT </li></ul><ul><ul><li>Know who you are </li></ul></ul><ul><ul><ul><li>Prepare a script </li></ul></ul></ul><ul><ul><li>Brochure/ Line Card/ Flyer </li></ul></ul><ul><ul><ul><li>2 - 4 Pages </li></ul></ul></ul><ul><ul><ul><li>Electronic and Hard Copy Versions </li></ul></ul></ul>
    7. 7. Tell Me Who You Are <ul><li>Company Information </li></ul><ul><ul><li>Name, Address, Phone, Fax </li></ul></ul><ul><ul><li>Point of Contact and Alternate </li></ul></ul><ul><ul><li>Web and Email Address </li></ul></ul><ul><ul><li>Office Locations </li></ul></ul><ul><li>Business Size and Classification </li></ul><ul><ul><li>Business Size – North American Industrial Classification </li></ul></ul><ul><ul><li>Certifications (State, SBA, WBENC, NMSDC, etc..) </li></ul></ul>
    8. 8. Tell Me Who You Are <ul><li>Company Information: </li></ul><ul><ul><li>Product or Service </li></ul></ul><ul><ul><li># of Employees / Disciplines / Equipment </li></ul></ul><ul><ul><li>Certifications /Ratings </li></ul></ul><ul><ul><ul><li>ISO XXX </li></ul></ul></ul><ul><ul><ul><li>Bonding Capacity </li></ul></ul></ul><ul><ul><ul><li>Health & Safety Record </li></ul></ul></ul><ul><ul><li>Average Lead Time on Deliveries </li></ul></ul><ul><ul><li>Quality Assurance </li></ul></ul><ul><ul><li>Clients and References </li></ul></ul>
    9. 9. Research Your Potential Client <ul><li>Website </li></ul><ul><li>Brochure </li></ul><ul><li>Thomas Register </li></ul><ul><li>Annual Report </li></ul><ul><li>Small Business Administration </li></ul><ul><li>Small Business Development Center </li></ul><ul><li>Procurement Technical Assistance Center </li></ul>
    10. 10. Research Your Potential Client <ul><li>What is their Primary Business Line </li></ul><ul><ul><li>Does your capabilities compliment/match, etc. </li></ul></ul><ul><ul><li>Look for your niche </li></ul></ul><ul><li>Office Locations </li></ul><ul><ul><li>Domestic </li></ul></ul><ul><ul><li>International </li></ul></ul><ul><li>Clients </li></ul><ul><li>Do They Support Small Business Initiative? </li></ul>
    11. 11. Who Should I Talk To <ul><li>Large Business </li></ul><ul><ul><li>Buyer </li></ul></ul><ul><ul><li>Contract Administrator/ Subcontract Administrator </li></ul></ul><ul><ul><li>Project/Program Manager </li></ul></ul><ul><ul><li>Small Business Advocate </li></ul></ul><ul><ul><li>Small Business Liaison Officer </li></ul></ul><ul><ul><li>Small Business Program Manager </li></ul></ul><ul><ul><li>Supplier Diversity Manager/Director </li></ul></ul><ul><li>Federal Government </li></ul><ul><ul><li>Contracting Officer/Contract Administrator/Buyer </li></ul></ul><ul><ul><li>Small Business Liaison Officer </li></ul></ul><ul><ul><li>Small Business Specialist </li></ul></ul>
    12. 12. Ask Questions <ul><li>Where does my information go from here? </li></ul><ul><li>Who else should I speak with? </li></ul><ul><li>How will your programs/projects know of my company/capabilities? </li></ul><ul><li>How can I find out about upcoming requirements? </li></ul><ul><li>How do I receive solicitations? </li></ul><ul><li>How should I follow-up? </li></ul>
    13. 13. PATIENCE <ul><li>Awaiting for Response </li></ul><ul><ul><li>calls, emails, letters </li></ul></ul><ul><li>In order to receive an opportunity, there must be a requirement </li></ul><ul><li>NEVER, EVER GIVE UP </li></ul><ul><li>Stay Positive </li></ul><ul><li>Stay in Touch </li></ul>
    14. 14. CH2M Hill Academy Services, LLC
    15. 15. CH2M HILL Academy Services <ul><li>Awarded the USAF Academy Contract for Civil Engineering Services and Base Operations in July 2007 (7-yr term) </li></ul><ul><li>Joint Venture btwn CH2M Hill (LB) and KIRA (SB) </li></ul><ul><li>Awarding approximately $1.0M in subcontracts annually thru TTPW (Top Ten Planned Work) IDIQ </li></ul>
    16. 16. Types of Opportunities <ul><li>Top Ten Planned Work (TTPW) </li></ul><ul><ul><li>Top Ten Planned Work consists of special short-term projects requiring various trades to include carpentry, HVAC, plumbing, water well maintenance, electrical, etc. </li></ul></ul><ul><ul><li> </li></ul></ul><ul><li>Materials Supplier </li></ul><ul><ul><li>Inventory – materials stocked in the CHAS warehouse </li></ul></ul><ul><ul><li>One-time Buys – individual orders based on need </li></ul></ul><ul><ul><li>Purchased Services – pest control, vehicle maintenance, uniforms </li></ul></ul>
    17. 17. Small Business Goals <ul><li>CHAS has an aggressive program designed to utilize small business as much as possible. We actively recruit small businesses in the following categories: </li></ul><ul><li>Small </li></ul><ul><li>Disadvantaged </li></ul><ul><li>Woman-Owned </li></ul><ul><li>Veteran-Owned </li></ul><ul><li>Service-Disabled Veteran-Owned </li></ul><ul><li>HubZone </li></ul>
    18. 18. Doing Business with CHAS <ul><li>Become Pre-qualified to perform work at the USAFA </li></ul><ul><ul><li> </li></ul></ul><ul><li>Watch for TTPW Requests for Proposal </li></ul><ul><ul><li> </li></ul></ul><ul><ul><li>Search for “CHAS” </li></ul></ul>
    19. 19. Marketing to Large Business Prime Contractors
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    21. 21. Integrated Diversity Strategy <ul><li>Both CH2MHill and MillerCoors actively practice an Integrated Diversity Strategy that includes the four following areas: </li></ul><ul><ul><li>Marketplace – Responsibly market and sell product to multicultural consumers </li></ul></ul><ul><ul><li>People – Develop, retain, attract and reward the right talent and embrace diversity </li></ul></ul><ul><ul><li>Suppliers – Create economic opportunities for minority and women-owned business enterprises (MWBEs) </li></ul></ul><ul><ul><li>Community – Give back to the communities where we work and live </li></ul></ul>
    22. 22. Contact Laura A. Torrisi, CFM, STS Business Manager CH2M HILL  Office 303-277-3149 Fax 303-484-5040