Grow your small business by becoming a successful, profitable and reliable supplier to large corporates. The presentation covers how supply chains work, what large corporates look for in their small suppliers, business essential elements, what systems are required, and how to use enabling technologies and software to implement those systems.

1. Small Company
BIG Business
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2. Small Company
BIG Business
How To Work With Large Corporates - Successfully
Bronwyn Reid
Mining For Business – Emerald
@bronwynreid #smallcompanybigbusiness
Mining For Business
Mining For Business
Hilton Hotel, Cairns, 1st September 2014
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3. Thanks to our Sponsors
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4. The “SME Problem”
DISCONNECT SME’s Corporates
Don’t understand
how supply chains
work and supply
chain risk
Don’t have good
systems
Have own internal
systems
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Complex
requirements that
change all the time
Too much time and
cost to get it all in
place
Can’t get on the
corporate radar

5. The main hurdles
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6. Today’s Topics
• Essential elements
• How Supply Chains work
• Business Systems
• Enabling Technology
• Tenders
• Innovation
• Visibility
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7. Today’s Topics
• Essential elements
• How Supply Chains work
• Business Systems
• Enabling Technology
• Tenders
• Innovation Robert
• Visibility Dallas
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8. Essential Elements
Get these right first!
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9. What business am I in?
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10. What’s your Why?
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11. Who is your (ideal)
customer?
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12. Who is your (ideal)
customer?
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Hint:
It’s not just anyone with a pulse!

13. What does your
customer want?
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What you are
offering
What the client
wants

14. What does your
customer want?
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What you are
offering
What the client
wants

15. What does your
customer want?
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What you are
offering
What the client
wants

16. What’s their problem?
• Improvement
• Trouble
• Dissatisfaction
• Change
• Frustration
• Time
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• Bottleneck
• Challenge
• Barrier
• Concern
• Difficulty
• Issue

17. What’s your value
proposition?
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18. Imagine…
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19. Show me the prize!
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What’s
In
It
For
Them?

20. Your internal team
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21. Your external team
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Board of Advisors?
Accountant Solicitor
Bank Manager Business Coach Insurance Broker

22. What stage are you at?
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23. Portfolio risk
• Customers
• Market
• Region
• Revenue streams
• Black Swan events
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24. Portfolio risk
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100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
Top Clients as % of Total Revenue
Top 1 as % of Total Top 3 as % of Total

25. How Supply Chains
Work
And where you fit
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26. How does this work?
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27. How does this work?
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28. How does this work?
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29. Does this work?
Asia-Pacific
Over Time On Time
Asia-Pacific
80%
68%
Over Budget On budget
• 80% of projects over
time
• 68% of projects over
budget
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30. Does this work?
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31. Does this work?
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32. Does this work?
Source: Ernst & Young
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33. Where do you fit?
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• Questionnaire
• Self assessment
o HEIRG
o Exxon Mobil
o Supplier on-line registration

34. Why would they buy
from me?
Multiplier Effect Price Capability
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35. Why would they buy
from me?
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36. But what’s local?
2 For the purposes of this charter, local
industry is formally defined as Australian
and New Zealand small and medium-sized
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enterprises (SMEs).
Source: Queensland Charter for Local Content, p1.

37. Why wouldn’t they buy
from me?
Risk Consistency Systems
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Internal
Policies
Visibility Price

38. Why wouldn’t they buy
from me?
Customer Service No Innovation Staff Turnover
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Logistics Compliance No Capacity

39. How do I get to them?
The New Way
• Make a difference
• Generate demand
• Create value
• Knowledge &
expertise of seller
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The Old Way
• Get the order
• Opportunity
• Communicate
value
• Product, service or
solution

40. How do I get to them?
The New Way
• Procurement
• Contracts
• Documented
Compliance
• Tenders
• Global
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The Old Way
• Personal
• Handshake
• Trust
• Sole supplier
• Local

41. How do I get to them?
• Get a PhD in your client’s problems
• Be prepared & professional
• Attention to detail
• Be agile and swift
• Your credentials
• Cost and Value
• Walk the talk
• Partnerships
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42. Systems
And what they can do for you
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43. Minimum Requirements
“As a minimum, you must offer competitive pricing, quality
and on-time delivery when supplying to a major project.
You have the best chance of entering and gaining long-term
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access to major project supply chains if you:
• demonstrate how your service or product adds value to
the project and supports the project's risk management
strategy
• use an established business system
• have experience in responding to unexpected issues
• use innovation to improve the efficiency of the project
supply chain
• network to find and create opportunities to add value to
the supply chain.”
Source: Qld Govt: Preparing your business for major projects

44. Minimum Requirements
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• Capability Statement
• Quality System
• Health and Safety System
• Environmental System
• Risk Management System
• Insurances

45. Minimum Requirements
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• Time Management
• Finance Management
• Project Management
• Personnel Management
• Tender Management

46. Capability Statement
• Rule 1 – Get one
• Rule 2 – See Rule 1
• State Government “Capability Statements”
Workshops
• http://www.dsdip.qld.gov.au/events/tendering-for-government-
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business-workshops.html

47. Systems
• Save
• Your
• Self
• Time
• Energy &
• Money
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48. The benefits of systems
• Efficiency
• Effectiveness
• Motivation
• Business Value
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• Structure
• Stability
• Control
• Sanity

49. Health & Safety System
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• Policy – Signed and displayed
• Procedures
• Templates are available

50. Environmental System
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• Policy – Signed and displayed
• Risks Identified
• Procedures
• Templates are available
• Carbon Footprint

51. Risk Management
System
• Policy – Signed and displayed
• Risks identification matrix
• Standard Operating Procedures
• Job Hazard Analysis
• Templates are available
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52. Quality Management
System
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• Policy – Signed and displayed
• ISO9001:2008
• Procedures
• Templates are available

53. Insurances
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• Plant and Equipment
• Workers Compensation
• Public Liability
• Product Liability
• Professional Indemnity
• Audit
• Get a good broker!

54. More on insurance
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• Minimums?
• Get contracts reviewed
o Indemnities
o Warranties
o Liquidated damages
o Time

55. So how do I Systemise?
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• What areas?
• Prioritise
• Document it
• Trial it
• Refine it!

56. Enabling Technologies
And what they can do for you
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57. Time Management
System
• Question: What’s the easiest way to lose money on
a contract with a large company?
• Answer: The Hurry Up And Wait Factor
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=

58. Project Management
System
• Question: What’s the second easiest way to lose
money on a contract with a large company?
• Answer: Scope creep
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=

59. Financial Management
System
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60. Document
Management System
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61. Compliance
Management System
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62. Personnel Management
System
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63. …and it all fits together
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64. Enabling Technologies
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65. BillQuick
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• Time, Billing and Project
Management
• Integrated
• Reporting
• Screen Shots

66. TKO
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• Business Modeller
• Policies
• Procedures
• Roles & Job Descriptions
• KPI’s
• Customised Manuals
• TKO Documents

67. Identifying
Opportunities
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• Networks and Partnerships
• Tender databases
• Commercial Tender Subscriptions
• Tenderlink
• Australian Tenders Federal, State & Local
Government
• AusTender – Australian Government
• Achilles

68. Successful Tenders
Position Compliance Capability Price
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Factors For Success
• Is this tender “real”?

69. Who’s your partner?
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70. Who’s my partner?
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• Laboratory
• Hydrogeologists
• Equipment supply
• Equipment Rental
• Noise and vibration specialists
• Air quality specialists
• Soil specialist
• Ecology specialist
• Tradies

71. Where do you network?
• Who is in your circle of
influence?
• Who is in your partner’s circle of
influence?
• Who is in your client’s circle of
influence?
• Who can add value to your
offering?
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72. Contacts
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• Mining for Business –
www.miningforbusiness.com.au
• 4T Consultants –
www.4t.com.au
• @bronwynreid #smallcompanybigbusiness
• Mining For Business
• Mining For Business