SADBOC 2013Panel Discussion“Are You Ready for Prime Time?”Gretchen EbertAril 16, 2013
10% 20%TheMedtronic Mission
Global Leader in Medical Technology* Free cash flow is operating cash flow minus capital expenditures9,000+ scientists and...
Diverse Businesses to Treat Many ConditionsSpineCRDMSurgicalTechnologiesCoronary andRenal DenervationNeuromodulationDiabet...
Future Growth Driven by Emerging MarketsCentral & EasternEuropeMiddle EastAfricaLatin AmericaAsia(Excluding Japan andKorea...
“Across the world, we are in acontinuous quest to improve healthcare.People everywhere want better outcomes,fewer errors, ...
Increase in Chronic DiseaseRising Cost of HealthcareUnderserved PopulationsIncreased Life ExpectancyGlobal Trends Affectin...
ImprovingAnother LifeEvery 4Seconds
Recognized as an Employer of Choice
Did you that Medtronic was considered a small business for 20 years?Medtronic Is a Small Business Success Story1969Over a ...
 Annual productivity, operating leverage (reduction in COGS) and qualityimprovement goals Strategic Sourcing Initiatives...
• Ensure Equal Access to Compete• Sourcing, Outreach and Advocacy• Referrals, Introductions, Pre-Qualify, Preparation• Tra...
We Source Our Suppliers Based On Three Factors:Sourcing Suppliers
Decentralized Sourcing• Multiple sites and sourcing specialists• Various Sourcing strategiesStrategic SourcingDirect and...
Indirect• Information Technology (limited)• Site Services• Travel & Transportation• Logistics• MRO• Engineering & Construc...
Medtronic Supplier Diversity Recognized DesignationsCommercial Program• MBE• WBESmall BusinessProgram• SDB• HUBZone• WOSB•...
Review Supplier Diversity Website for Program information and certificationpreferencesGet certified where eligible!• Reg...
Know your customer (businesses, challenges, industryenvironment, strategies).• Annual & quarterly reports/ press releases...
Medtronic Contact Info:rs.supplierdiversity @medtronic.comThank You!!
Who is A&PandHow can we worktogether?
• Founded 1946• Revenue $701,000,000• General Building Rank #32• Employees 644• Safety EMR .69QUICK FACTS
From border to border & coast to coast,Adolfson & Peterson Construction has theskills and expertise necessary to exceed qu...
In 1946, George Adolfson was a bricklayer, travelling the state to findwork. Gordy Peterson, a naval engineer, had just be...
Working withAdolfson & PetersonConstructionWhat are you looking for?Would we be a good fit?
PartnershipJoint VentureSubcontract/Supply
- Prequalification- Scope of work- Size of company/capacity- Assistance withequipment/bonding/insuranceSubcontracting with...
14th Annual SADBOCGovernment Procurement FairApril 16, 2013Earle Brown Heritage CenterBrooklyn Center, MN“Doing Business w...
Supplier Diversity DefinedWhat is supplier diversity?• Supplier Diversity is a strategic businessprocess aimed at providin...
Supplier Diversity CommitmentAt Cargill, we recognize we are a stronger companywhen we tap the power of diversity. We have...
‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMDateNourishing ideas.Nourishing...
‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMCargill touches lives in more w...
‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMCargill touches the world of bu...
‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMCargill fiscal year 2012 result...
‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TM2012 FORTUNE 5001. Exxon Mobil ...
‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMOur strength is our ability to ...
‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMAlgeriaArgentinaAustraliaAustri...
‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMWe buy, process and distribute ...
‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMFrom foodservice to financial a...
‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMCargill’s VisionOur purpose is ...
Tartan On-Boarding Document40L.A. RegionalLeaderAPACRegionalLeaderGlobal CSSCOEManagerGlobal PM&SManagerGlobal StrategicSo...
Tartan On-Boarding Document41NA IngredientsManagerKim ConboyBusiness SSManager TeamNA4SaltAnimal NutritionBusiness SSManag...
Tartan On-Boarding Document42BusinessSS ManagerTeam NA4NatalieMcGradyBusiness SSManager TeamNA2/Capital ProjectAsheeshChou...
Tartan On-Boarding Document43BusinessSS ManagerTeam NA4NatalieMcGradyBusiness SSManager TeamNA2/Capital ProjectAsheeshChou...
Tartan On-Boarding Document44BusinessSS ManagerTeam NA4NatalieMcGradyBusiness SSManager TeamNA2/Capital ProjectAsheeshChou...
Tartan On-Boarding Document45BusinessSS ManagerTeam NA4NatalieMcGradyBusiness SSManager TeamNA2/Capital ProjectAsheeshChou...
Tartan On-Boarding Document46BusinessSS ManagerTeam NA4NatalieMcGradyBusiness SSManager TeamNA2/Capital ProjectAsheeshChou...
Tartan On-Boarding Document47Plant Materials and ServicesCategories that are currently under review or upcoming: Electric...
Tartan On-Boarding Document48ChemicalsCategories that are currently under review or upcoming: Ammonium Propionate Ammoni...
Tartan On-Boarding Document49IngredientsCategories that are currently under review or upcoming: Health and nutritional pr...
Tartan On-Boarding Document50PackagingCategories that are currently under review or upcoming: Adhesives Bags Bottles, C...
Tartan On-Boarding Document51Corporate Materials and ServicesCategories that are currently under review or upcoming: Adve...
Cargill Supplier Diversity, ConfidentialFive Elements of Cargill Strategic Sourcing52Define Need &Establish TeamResearch &...
The objective of supplier diversity is to increase minority-owned and women-owned business spend by 10% per yearContract w...
Supplier Diversity Execution ProcessIdentify the up-comingsourcing opportunities• SD meets with the CargillSupplier Divers...
Key Challenges and OpportunitiesRationalization of the CargillSupply Base• Engaging diverse suppliersthat have the bench-s...
Supplier Diversity Websitewww.cargillsupplierdiversity.com
How to Maximize Matchmaking ResultsGretchen EbertChrista SeabergJohn Taylor
Matchmaking Tips and FAQ’sHow do I prepare for my Match Making Meetings prior to arriving on-site?• Step one is to REGISTE...
Matchmaking Tips and FAQ’sHow do I prepare for my Match Making Meetings prior to arrivingon-site?• Prepare a line card. (a...
Matchmaking Tips and FAQ’sWhat do I do to prepare for my ON-SITE Match Making Meeting?• Come• prepared! Write down any que...
Matchmaking Tips and FAQ’sWhat do I do after my Match Making Meeting and the show is over?• Have an advance plan for follo...
Upcoming SlideShare
Loading in …5
×

Prime contractor panel 4 16-13

733 views

Published on

Learn how to work with prime contractors - what they buy, how they buy, and where to register. Good starting point to know what questions to ask when you have your one-on-one matchmaking visits. Presenters: Gretchen Ebert, Medtronic; Christa Seaberg, Adolfson Peterson; John Taylor, Cargill

Published in: Business
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
733
On SlideShare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
0
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Prime contractor panel 4 16-13

  1. 1. SADBOC 2013Panel Discussion“Are You Ready for Prime Time?”Gretchen EbertAril 16, 2013
  2. 2. 10% 20%TheMedtronic Mission
  3. 3. Global Leader in Medical Technology* Free cash flow is operating cash flow minus capital expenditures9,000+ scientists and engineersaround the world$16.2BFY12 global sales from continuingoperations which generate $3.9Bin free cash flow*45,000+ employees, making us the largestglobal medical technology company2,060+ FY12 patents awarded, bringing ourtotal worldwide to more than 23,000~45% sales from international markets,representing more than 120 countries
  4. 4. Diverse Businesses to Treat Many ConditionsSpineCRDMSurgicalTechnologiesCoronary andRenal DenervationNeuromodulationDiabetes EndovascularTherapiesStructural HeartKanghuiOrthopedics
  5. 5. Future Growth Driven by Emerging MarketsCentral & EasternEuropeMiddle EastAfricaLatin AmericaAsia(Excluding Japan andKorea)Estimated Percent of Revenuein coming yearsPercent of Revenue inFY1290% 80%10% 20%
  6. 6. “Across the world, we are in acontinuous quest to improve healthcare.People everywhere want better outcomes,fewer errors, quicker recoveries, andfewer side effects. We’re developingmedical technology solutions that not onlyimprove healthcare, but do so whiledelivering better economic value.”| OMAR ISHRAK, Chief Executive OfficerImproving Healthcare
  7. 7. Increase in Chronic DiseaseRising Cost of HealthcareUnderserved PopulationsIncreased Life ExpectancyGlobal Trends Affecting Healthcare
  8. 8. ImprovingAnother LifeEvery 4Seconds
  9. 9. Recognized as an Employer of Choice
  10. 10. Did you that Medtronic was considered a small business for 20 years?Medtronic Is a Small Business Success Story1969Over a 60 year periodMedtronic grewfrom a small business to aleader in the industry!
  11. 11.  Annual productivity, operating leverage (reduction in COGS) and qualityimprovement goals Strategic Sourcing InitiativesResponse to Current Economic Challenges
  12. 12. • Ensure Equal Access to Compete• Sourcing, Outreach and Advocacy• Referrals, Introductions, Pre-Qualify, Preparation• Training, Reporting and Communication• Coaching• Selective Supplier DevelopmentSupplier Diversity Representative Role
  13. 13. We Source Our Suppliers Based On Three Factors:Sourcing Suppliers
  14. 14. Decentralized Sourcing• Multiple sites and sourcing specialists• Various Sourcing strategiesStrategic SourcingDirect and Indirect Sourcing Groups• Categories and services with high spend• Drive more catalogs• Leverage the supply base• Increase in global, centralized sourcing (also driven by “One Medtronic”)• Collaboration with key suppliers to meet objectiveso Cost saving proposalso Ideas for reduction in total cost (i.e. process, packaging, paymentterms, transportation, etc.)• RFI / RFP / AuctionSourcing Process
  15. 15. Indirect• Information Technology (limited)• Site Services• Travel & Transportation• Logistics• MRO• Engineering & Construction• Industrial Maintenance• Capital Equipment• Media Related• Professional ServicesWhat We Buy(timing depends on contract and product cycles)Direct Production Materials Chemicals Packaging Contract AssemblyResearch Pre-clinical Clinical
  16. 16. Medtronic Supplier Diversity Recognized DesignationsCommercial Program• MBE• WBESmall BusinessProgram• SDB• HUBZone• WOSB• VOSB• SDVOSBTier One Goals OnlyThe Medtronic Supplier Diversity Program encompasses SmallBusiness Subcontracting andMinority / Women Owned Business Development.
  17. 17. Review Supplier Diversity Website for Program information and certificationpreferencesGet certified where eligible!• Regional Minority Supplier Development Council Cert (NMSDC)• SDB (SBA self-certification)• HUBZone (SBA)• Veteran-owned (www.vetbiz.gov)• Woman-owned (WBENC or affiliate)Register in Medtronic Potential Supplier Registration Portal (MSRP):www.medtronic.com/supplierdiversity• Upload or fax certifications to DIRUpdate company profile annuallyMaintain certificationsSuppliers Must…
  18. 18. Know your customer (businesses, challenges, industryenvironment, strategies).• Annual & quarterly reports/ press releases, journals, etc.• Informational interviews• Be aware of major changes (workforce reductions, mergers/ acquisitions,divestitures)Be visible in your industry (industry conferences, tradeshows)Be flexibleOffer solutions (innovation)Partner with other firms to increase capacity/ breadth of offeringsKeep certifications/ registrations up to dateActive networking!Recommendations for Suppliers
  19. 19. Medtronic Contact Info:rs.supplierdiversity @medtronic.comThank You!!
  20. 20. Who is A&PandHow can we worktogether?
  21. 21. • Founded 1946• Revenue $701,000,000• General Building Rank #32• Employees 644• Safety EMR .69QUICK FACTS
  22. 22. From border to border & coast to coast,Adolfson & Peterson Construction has theskills and expertise necessary to exceed quality,schedule and value expectationsREGIONSAtlantic - North CarolinaGulf States - TexasMidwest - MinnesotaMountain States - ColoradoNorthwest - WashingtonSouthwest - ArizonaWest Cost - California
  23. 23. In 1946, George Adolfson was a bricklayer, travelling the state to findwork. Gordy Peterson, a naval engineer, had just been let go fromthe military, along with another 1,000,000 men. Hard work was thekey to survival. To succeed, both Gordy and George enthusiasticallyembraced a changed, uncertain world.A&P started with no credit available, no bank to support them, andno clients. Creativity was a requirement, not an option.Subcontractors worked with them on the verbal promise from Gordyto pay. Absolute integrity lived with every action of A&P, every dayand it still does today.Today, we offer construction services that create business value witha continuous theme: an emphasis on high standards of quality,integrity, safety, project control and long lasting relationships (bothwith clients & subcontractors)
  24. 24. Working withAdolfson & PetersonConstructionWhat are you looking for?Would we be a good fit?
  25. 25. PartnershipJoint VentureSubcontract/Supply
  26. 26. - Prequalification- Scope of work- Size of company/capacity- Assistance withequipment/bonding/insuranceSubcontracting with A&P
  27. 27. 14th Annual SADBOCGovernment Procurement FairApril 16, 2013Earle Brown Heritage CenterBrooklyn Center, MN“Doing Business with Prime Contractors”Are You Ready for Prime Time?
  28. 28. Supplier Diversity DefinedWhat is supplier diversity?• Supplier Diversity is a strategic businessprocess aimed at providing companiesowned by diverse individuals an equalopportunity to become suppliers tomajor corporations across the US.• It is an initiative by corporations toensure they are being inclusive in theirsupply chain practices to suppliers ofdiverse backgrounds, while at the sametime capitalizing on the opportunity forcompetitive advantage and communityengagement that comes from workingmore closely with a broader range ofdiverse suppliers.• Supplier Diversity also offers importantopportunities to create wealth andemployment in our communities.What supplier diversity is not....• Supplier Diversity is neither a socialprogram nor a promise that participatingcompanies will secure business fromparticipating corporations. It is also not acompromise on the quality, cost orservice requirements that are expectedof every supplier. Supplier Diversity isnot a guarantee; its a market-accessopportunity.2
  29. 29. Supplier Diversity CommitmentAt Cargill, we recognize we are a stronger companywhen we tap the power of diversity. We have increasedour commitment to purchase from diverse, small businessenterprises that are certified as minority-owned andwomen-owned by providing an equal opportunity to bid tomeet our procurement needs. We want our supplier baseto reflect the communities in which our employeesand customers live and work.We seek diverse suppliers who can providecompetitive pricing, quality products or services andtechnical support for our businesses. We are alsolooking for diverse suppliers who have the capacity tomeet our needs, and who can increase efficiency throughinnovation, technology and low-cost sourcing. While todaywe already work with more than 3,000 diverse suppliers,we continue to expand our efforts to collaborate withdiverse supplier partners, especially in large,sustainable supply contracts and businessdevelopment opportunities.For Cargill, supplier diversity is a strategic businessimperative, and it is, simply, good business.Greg Page,CEO and President
  30. 30. ‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMDateNourishing ideas.Nourishing people.TM
  31. 31. ‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMCargill touches lives in more ways than you’d imagine.From formula that helps infants growto icing on birthday cakesto eco-friendly foam in couches andmattresses.to zero-calorie sweetener in your coffeeto steaks at your favorite restaurant
  32. 32. ‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMCargill touches the world of business too.From farmers to Fortune 500 companies.Helping farmers optimize yields, storecrops and access the best marketsFormulating better-tasting recipes forrestaurants and packaged foodsCreating food ingredients thatpromote healthManaging risk and stabilizing pricingfor farmers and corporate customersCreating supply chains and shippingproducts to over 6,000 ports worldwide
  33. 33. ‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMCargill fiscal year 2012 resultsAs of May 31, 2012 (U.S. dollars)Earnings from continuingoperations$ 1.17 billionRevenues $133.9 billionCash flow from operations $ 3.5 billion
  34. 34. ‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TM2012 FORTUNE 5001. Exxon Mobil 452,9262. Wal-Mart Stores 446,9503. Chevron 245,6214. ConocoPhillips 237,2725. General Motors 150,2766. General Electric 147,6167. Berkshire Hathaway 143,6888. Fannie Mae 137,45112. Valero Energy 125,095Cargill 119,469113. Bank of America Corp. 115,074From our modest roots in the United State’s Midwest, Cargillhas grown to be a global leader in food and agriculture.Revenues (U.S. $ millions)1 For fiscal year ended May 31, 2011Source: FORTUNE magazine, July 23, 2012Annual ranking of thelargest U.S.public companies
  35. 35. ‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMOur strength is our ability to connect expertisearound the world.140,000 employeesin 65 countries.As of May 2012North America43% of gross investment55,000 employeesEurope/Africa27% of gross investment25,000 employeesLatin America16% of gross investment25,000 employeesAsia/Pacific14% of gross investment35,000 employees
  36. 36. ‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMAlgeriaArgentinaAustraliaAustriaBelgiumBoliviaBrazilBulgariaCanadaChinaColombiaCosta RicaDenmarkDominican RepublicEgyptFinlandFranceGermanyGhanaGreeceGuatemalaHondurasHungaryIndiaIndonesiaIrelandItalyIvory CoastJapanJordanKenyaLuxembourgMalaysiaMexicoMoroccoNetherlandsNew ZealandNicaraguaPakistanParaguayPeruPhilippinesPolandPortugalRomaniaRussiaSingaporeSouth AfricaSouth KoreaSpainSri LankaSwedenSwitzerlandTaiwanThailandTurkeyUkraineUnited Arab EmiratesUnited KingdomUnited StatesUruguayVenezuelaVietnamZambiaZimbabweFrom Argentina to Poland to Zimbabwe.As of May 2012
  37. 37. ‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMWe buy, process and distribute grain, oilseeds and other commoditiesto makers of food and animal nutrition products. We also provide cropand livestock producers with products and services.We provide food and beverage manufacturers, foodservice companiesand retailers with high-quality ingredients, meat and poultry products,and health-promoting ingredients and ingredient systems.We provide our agricultural, food, financial and energy customersaround the world with risk management and financial solutions.We serve industrial users of energy, salt, starch and steel products.We also develop and market sustainable products made fromagricultural feedstocks.Cargill is composed of 75 businessesorganized around four major segments.AgriculturalFoodFinancialIndustrial
  38. 38. ‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMFrom foodservice to financial and risk management, here arethe kinds of products and services we provide to customersacross those four business segments.Animal nutrition & feedCommodity trading & processingIndustrial / bioindustrial productsEnergy & fuelsFarmer servicesFinancial & risk managementFood and beverage ingredientsFoodserviceHealth & personal careSalt
  39. 39. ‹#›© 2012 Cargill, Incorporated. All rights reserved.Nourishing Ideas. Nourishing People.TMCargill’s VisionOur purpose is to be the globalleader in nourishing people.Our mission is to createdistinctive value.Our approach is to be trustworthy,creative and enterprising.
  40. 40. Tartan On-Boarding Document40L.A. RegionalLeaderAPACRegionalLeaderGlobal CSSCOEManagerGlobal PM&SManagerGlobal StrategicSourcingLeaderJulian ChaseHR ManagerControllerNA RegionalLeaderEMEARegionalLeaderGlobal Strategic Sourcing
  41. 41. Tartan On-Boarding Document41NA IngredientsManagerKim ConboyBusiness SSManager TeamNA4SaltAnimal NutritionBusiness SSManager TeamNA2/CapitalProjectCorn MillingAg HorizonGlobal StrategicSourcingLeaderJulian ChaseBusiness SSManager Team NA1Oilseed RefiningCocoa & ChocolateN.A CM&SManagerKateWestermeyerN.A. RegionalLeaderAndrew GlassGlobal ChemicalsManagerLaurieChamberlinNextPreviousNorth America Regional Leader Direct ReportsBusiness SSManager TeamNA5Wichita MeatBusninessesN.A. PM&SManagerMike RizorGlobalPackagingManagerBrian Lansing
  42. 42. Tartan On-Boarding Document42BusinessSS ManagerTeam NA4NatalieMcGradyBusiness SSManager TeamNA2/Capital ProjectAsheeshChoudharyGlobal StrategicSourcingLeaderJulian ChaseBusiness SSManagerTeam NA1RickPribnowN.A. RegionalLeaderAndrew GlassBusiness SSManagerTeam NA5MikeKennedyN.A. PM&SManagerMike Rizor• Building Materials• Laboratory Supplies And Fixtures• Safety Apparel Accessories AndEquipment• Electrical• Maintenance And Construction Services• Technical Services• Equipment• Plumbing And Piping• Tools• Facility Services• Power Transmission• General Maintenance Parts• Professional And Engineering ServicesPM&S Categories
  43. 43. Tartan On-Boarding Document43BusinessSS ManagerTeam NA4NatalieMcGradyBusiness SSManager TeamNA2/Capital ProjectAsheeshChoudharyGlobal StrategicSourcingLeaderJulian ChaseBusiness SSManagerTeam NA1RickPribnowN.A. RegionalLeaderAndrew GlassBusiness SSManagerTeam NA5MikeKennedyGlobalChemicalsManagerLaurieChamberlin• Acids And Alkalis• Basic Chemicals And Polymers• Specialty Fine Distributed Chemicals• Agrochemicals• Oil Gas Petrochem MineralsChemicals Categories
  44. 44. Tartan On-Boarding Document44BusinessSS ManagerTeam NA4NatalieMcGradyBusiness SSManager TeamNA2/Capital ProjectAsheeshChoudharyGlobal StrategicSourcingLeaderJulian ChaseBusiness SSManagerTeam NA1RickPribnowN.A. RegionalLeaderAndrew GlassBusiness SSManagerTeam NA5MikeKennedyGlobalPackagingManagerBrian Lansing• Bags• Films• Packaging Resin• Binding And Wraps• Intermediate Bulk Container• Pallets• Bottles• Labels• Trays• Boxes• Packaging Paper• Cans And Drums• Packaging Plates And DiesPackaging Categories
  45. 45. Tartan On-Boarding Document45BusinessSS ManagerTeam NA4NatalieMcGradyBusiness SSManager TeamNA2/Capital ProjectAsheeshChoudharyGlobal StrategicSourcingLeaderJulian ChaseBusiness SSManagerTeam NA1RickPribnowN.A. RegionalLeaderAndrew GlassBusiness SSManagerTeam NA5MikeKennedyNA IngredientsManagerKim Conboy• Batter Breadings And Coatings• Enzymes• Fruits Vegetables And Nuts• Carbohydrates Sweeteners AndFibers• Fats And Oils• Health And Nutritional• Cereals And Bakery Preparations• Flavors And Colors• Hydrocolloids• Chocolate Cocoa AndConfectionary• Food And Feed Additives• Proteins Non Dairy Based• Dry Dairy• Fresh DairyIngredients Categories
  46. 46. Tartan On-Boarding Document46BusinessSS ManagerTeam NA4NatalieMcGradyBusiness SSManager TeamNA2/Capital ProjectAsheeshChoudharyGlobal StrategicSourcingLeaderJulian ChaseBusiness SSManagerTeam NA1RickPribnowN.A. RegionalLeaderAndrew GlassBusiness SSManagerTeam NA5MikeKennedyN.A CM&SManagerKateWestermeyer• Office Services• Real Estate• Marketing And Communication• Human Resources Services• Legal Services• Professional Services• Travel And EntertainmentCM&S Categories
  47. 47. Tartan On-Boarding Document47Plant Materials and ServicesCategories that are currently under review or upcoming: Electrical Contract Services Industrial Painting, Coatings, and Lining Industrial pipefitting, welding, and plumbing Instrumentation Insulation services Maintenance Services Potentially for small sites Mechanical Services Millwrights services Sheet Metal
  48. 48. Tartan On-Boarding Document48ChemicalsCategories that are currently under review or upcoming: Ammonium Propionate Ammonium Sulfate Carbon Caustic Soda Coal Denaturant Diatomaceous Earth Dipotassium Phosphate Distributed Chemicals Dyes Enzymes HCL Industrial Gas IsoHexane KOH Lactates Magnesium Bisulfite Magnesium Chloride Hexane Propane Soda Ash Sodium Bisulfite Sodium Sulfate Sulfuric Acid
  49. 49. Tartan On-Boarding Document49IngredientsCategories that are currently under review or upcoming: Health and nutritional products Food and feed additives Flavors, Hydrocolloids
  50. 50. Tartan On-Boarding Document50PackagingCategories that are currently under review or upcoming: Adhesives Bags Bottles, Cans and Drums Chip Board (slip sheets) Corrugated Packaging Tapes Pallets Pallets, Binding and Wraps Steel Drums Stretch Film
  51. 51. Tartan On-Boarding Document51Corporate Materials and ServicesCategories that are currently under review or upcoming: Advertising Financial Services HR Services Marketing & Communications Print & Fulfillment Staffing (end of 2013, beginning 2014)
  52. 52. Cargill Supplier Diversity, ConfidentialFive Elements of Cargill Strategic Sourcing52Define Need &Establish TeamResearch &DiagnosticStrategyDevelopmentStrategyImplementationOngoing ValueManagement &Strategy Refinement• Project Charter• Stakeholder List• Internal Research• External Research• Cost Modeling• Hypothesis Generation• Identify DiverseBusinesses• Hypothesis Testing (RFI)• Strategy Development• Implementation Roadmap• Potential TGRC Review• Determine Carve OutOpportunity• Market Testing (RFx)• Negotiations• Operating Model Changes• Policy & Demand Changes• Tracking & Measurements• Coordinating 2nd TierRequirements• Category Knowledge• Strategy Refinement• Category Performance Improvement• Supplier Management• Contract Management• Quarterly Stakeholder Reviews• MentoringDiverseSuppliersWhere does Supplier Diversity fit?• Meeting Cadence• Status Report• Name SupplierDiversity ChampionCategory Management
  53. 53. The objective of supplier diversity is to increase minority-owned and women-owned business spend by 10% per yearContract with newsuppliersActively search andqualify diverse suppliersprior to RFPLeverage partnershipsand new technologies tolocate new diversesuppliers…NMSDC,WBENC & Cargillregistration portalAllocate a portion ofspend specifically withMWBE’sDetermine the diversesuppliers bestopportunity and scopewithin the RFPparametersContinue match-makingsessions to betterbench-strength of thediverse suppliersDevelop 2nd tiercustomer requirementsInclude 2nd tier languagein new and revisedcontractsActively educate primesuppliers on CSS SDgoalsGrow our existingMWBEs and developsustainable partnershipsExplore opportunitieswith diversity suppliersbased on our long termobjectivesUtilize our externalrelationships withorganizations such asMEDA to help developcapacity for diversesuppliersThere are four pillars to Supplier Diversity
  54. 54. Supplier Diversity Execution ProcessIdentify the up-comingsourcing opportunities• SD meets with the CargillSupplier Diversity Championsto review the diverse suppliersrequirementsUsing the tools andrelationships to identifyand source the rightdiverse suppliers• Cargill Supplier Diversity Portal• Partnerships with NMSDC,WBENC, WBDC, MMSDC,Industry Groups etc.• Establish Symposium eventsto introduce diverse suppliersto Cargill• Creating opportunities for thediverse supplier to engage withthe sourcing specialistMentoring Relationship• Assisting the diverse supplierwith any questions concerningthe Cargill sourcing process• Engage if necessary thesourcing specialist and thediverse supplier• Provide feedback
  55. 55. Key Challenges and OpportunitiesRationalization of the CargillSupply Base• Engaging diverse suppliersthat have the bench-strengthand capacity to support Cargillin a large regional opportunity• Encourage the development ofpartnerships with our primesand diverse suppliers• Look for opportunities fordiverse suppliers to form JV’swith other diverse suppliersGlobal vs. Local Opportunities• Explore opportunities wherethe diverse suppliers canparticipate in a 2nd tier space• Mentor those diverse suppliersthat have the skill sets toachieve the next levelIncreasing our Percentage ofSpend as required by theGovernment• Develop the training and toolsto understand our contractualrequirements as a governmentsupplier
  56. 56. Supplier Diversity Websitewww.cargillsupplierdiversity.com
  57. 57. How to Maximize Matchmaking ResultsGretchen EbertChrista SeabergJohn Taylor
  58. 58. Matchmaking Tips and FAQ’sHow do I prepare for my Match Making Meetings prior to arriving on-site?• Step one is to REGISTER as soon as an Alliance Event opens or as close tothat as possible. Match Making Meetings are scheduled on a first-come-first-serve basis and by date of registration.• DON’T JUST SHOW UP. DO YOUR HOMEWORK! Research the Agenciesand Primes. VISIT THEIR WEBSITES. Try to determine if the agency or primeyou’re your product on a larger contract. If they do, you may not want to takethe time to meet.• Target agencies that may have a need for your product or service. If the hosthas told us what they are looking to contract; we have listed it on our website.We also encourage each host to tell us what they are NOT looking for. Noagency buys everything! Know that you are bringing the host a product orservice they can use! If you have something that the host does not buy doNOT schedule a meeting. Don’t waste your time or the MatchMaking host’stime. The more you know about each agency and each opportunity, the betterchance you have of building a relationship with the agency.
  59. 59. Matchmaking Tips and FAQ’sHow do I prepare for my Match Making Meetings prior to arrivingon-site?• Prepare a line card. (an 8-1/2” x 11” page) Highlight your company’squalifications and unique product or service. Emphasize your niche.Show a track record of outstanding service. Make sure you list anycertifications on the top of the page. (i.e. 8(a), Service Disabled, etc.)
  60. 60. Matchmaking Tips and FAQ’sWhat do I do to prepare for my ON-SITE Match Making Meeting?• Come• prepared! Write down any questions you have after doing your homework.• Be on time and dress appropriately.• Bring the right person that can answer any questions the procurementofficer may have.• Meetings are usually 10-15 minutes. SELL YOURSELF and your valueproposition!– Present your line card and business card/ brochure. Spend the first fewminutes introducing your company overview, including any certifications.– Spend a few minutes describing your products and services and yourunique niches, your track record and successes.– Interact with the buyer to find out about opportunities, next steps and howyou plan to follow up.• Tell the Host “This is how my company can help you.”Source: Natasha Federova, Women’s Business Development Center
  61. 61. Matchmaking Tips and FAQ’sWhat do I do after my Match Making Meeting and the show is over?• Have an advance plan for following up and then DO IT.• Be Pro-Active (the agency or prime contractor will not come knockingon your door).• No matter how many T’s you have crossed an I’s you have dotted youwon’t have a chance of getting a contract if you don’t build arelationship. Make the connection with the right person. Remind themof who you are, your track record, solutions you have to problems theyhave, the prices you charge etc.• Be patient and be persistent.

×