Doing Business with
Corporate America
Presented by Michael Tobolski
November 19, 2008

Marriott International
• Marriott is a leading lodging company with
about 3,000 lodging properties in the United
States and 67 other countries and territories
• Headquartered in Washington, D.C. with
approximately 151,000 employees
• Sales in 2007 were $13 billion
• 19 Brands
• Began in 1927 as 9 seat root beer stand in
Washington, D.C.

MBE Certification
Many U.S. corporations including Marriott will not
consider doing business with minority-owned
companies unless they are certified as an MBE.
• Verifies minority ownership status
• Deters minority “front” and „fraud” companies
• Used by buying organizations for reporting
expenditures and vendors utilized for various
governmental, marketing, and social requirements.
• Saves internal corporate resources to do individual
certification

Current State of Corporate America
• Large Companies today are:
– Reducing the overall number of suppliers
• Increases leverage
• Reduces transaction costs
• Reduces labor costs
– Looking for new ideas to reduce costs and increase
revenues (Innovation)
– Growing E-Commerce
• Reduces Errors
• Reserves Inventory
• Provides detailed reporting
• E-Payment processing

Tips for doing business with
Corporate America
• Research the company you are targeting and
determine if you are selling what they want to buy
• Seek to understand the company‟s procurement
process
• Understand that large companies are not quick and
agile, but often slow with very rigid processes
• An internal advocate can be a key to success. If you
have a contact, try to involve them in contacting the
correct person and working with you on the proposal

Tips con’t.
• Determine how you can add value
• Be competitive in quality, service and price
• Need to meet insurance requirements
• Follow-up; find a balance between persistence and
annoyance
• Concentrate on building relationships
• Stay positive in all contact with the company
• Identify your strengths and weaknesses and get
help
• Do not be afraid to partner with another firm to
handle a larger contract

Tips con’t.
• Utilize all of the resources available to you, e.g.,
classes, networking and trade organizations
• Ask for company contacts within their industry
• If you are a minority-owned business, become
certified as an MBE

Contact Information
• Marriott.com/corporateinfo/supplier
• mwbe@marriott.com