Dun & Bradstreet presentation delivered to a Small Business Administration committee that supports the veteran community

1. Supporting the
Small Business Community
Building the most valuable relationships by uncovering truth and meaning in data
Dustin Luther, Engagement Director
Sept 14, 2016

2. Introduction

3. 3
Dun & Bradstreet
BACKGROUND
– 175 years old
– Many companies are introduced to us
through the D&B D-U-N-S® Number
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.

4. 4
Emphasis on Small Business Education
Attend, speak, and exhibit at dozens of
small business events and talk with tens
of thousands of business owners each
year
– Including hosting events with groups like
VetsGSA and WBDC
Create, distribute and share tens of
thousands of pieces of content each year
– Including articles, podcasts, webinars and chats
focused on learning from and educating the
small business community
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.

5. “For nearly two centuries, Dun &
Bradstreet has helped our customers
and partners build the most valuable
relationships by uncovering truth and
meaning in data”
Source: DnB.com

6. 6
Key to Our Success
ROBUST BUSINESS DATASET,
INCLUDING:
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Risk Analysis
Legal
Information
And more…
Payment History
Contract Size
Company History

7. 7
Small Business Products
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Tools and services that provide D&B ® business
data, scores and ratings on other companies that
can help a company executive better understand
how and whether it should do business with
another company
RISK MANAGEMENT
SOLUTIONS
– Credit Reporter™
– D&B Credit
– Concierge® for Risk
Tools and services that can help business owners
view their own D&B ® business data, scores and
ratings, and build their company's credit and
credibility
– CreditSignal®
– CreditBuilder™
– Credibility Concierge®CREDIT-ON-SELF
SOLUTIONS
Tools and services designed to help businesses find
customers and prospects, engage them with
personalized content, and accelerate their sales
pipeline
– Hoover’s®
– Hoover’s Concierge
SALES & MARKETING
SOLUTIONS

8. 8
Free Small Business Products
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
• D&B D-U-N-S® Number
• Company
Update/iUpdate
• CreditSignal®
• VERIFIED™
• D&B Business Monitor
FREE CREDIBILITY
& CREDIT
ON-SELF SOLUTIONS:
FREE RISK
MANAGEMENT
SOLUTION:

9. 9
Additional Small Business Products
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
CREDIBILITY AND
CREDIT-ON-SELF
SOLUTIONS
Self-service:
– Expedited D&B D-U-N-S®
Number
– CreditBuilder™
– D&B Credibility Review™
– VERIFIED™ Plus
– VERIFIED™ Premium
Concierge:
– Credibility Concierge®
SALES & MARKETING
SOLUTIONS
Self-service:
– Hoover’s®
– Hoover’s® Lead Builder
Concierge:
– Hoover’s® Concierge
RISK MANAGEMENT
SOLUTIONS
Self-service:
– Credit Evaluator Plus™
– Business Information Report™
– CreditAdvisor™
– D&B Credit Reporter
– D&B Credit™

10. Learnings for the
Small Business Community

11. 11
Importance of D&B® data, scores, ratings
At a recent event, a rep from a large global company asked
business owners attending the event:
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Do you have a
D&B D-U-N-S®
Number?
Do you know your
company’s SER
Rating?

12. 12
Learnings
Many companies and government entities require businesses
to have a D&B D-U-N-S® Number before doing business with
them
Many companies require businesses to meet D&B®
score/ratings thresholds
A best practice is for small business owners to understand
how D&B® data, scores, ratings, and other financial
information within their business credit file may be used to
help make decisions about their business
– Dun & Bradstreet provides a free service, iUpdate, which allows
business principals to view, print, and request basic updates to their
business information. US Federal Contractors and Grantees can access
this site at https://fedgov.dnb.com/webform
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.

13. “Small businesses are the backbone of
the U.S. Economy…. [They] employ
half of the private workforce and have
created the lion's share of post-
recession jobs.”
~ Jeff Stibel, Vice Chairman
Source: wsj.com

14. 14
Small Business Advocacy Campaigns
Access to Capital
– Events, webinars, and research
Host/Participate in Events
– Both online/offline
B2B Podcast
– Focus on changes in policy and strategy relevant to the small
business community
Educational Resources/Materials
– Videos explaining business credit
– In the process of joining SBA’s Small Business Technology
Coalition
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.

15. Small Business Concerns

16. 16
Latest Dun & Bradstreet/Pepperdine Access to Capital Study
Funding is important for
small business
– Middle-market
companies are getting
funded and growing,
while small and micro-
businesses are still
finding it difficult to get
traditional loans
(source
http://bschool.pepperdine.edu/accesscapital )
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Funding is not the
whole story
– Demand for loans
among smaller
business is generally
decreasing

17. 17
Larger small businesses are generally getting
funded
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.

18. 18
Anecdotal Learnings
Recently interviewed five veteran
entrepreneurs
– All had revenue between $1M and $25M
– Most within the GovCon space
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Asked all of them for their “Funding” story
– Major Learning: Not one took any substantial funding to
grow

19. 19
Additional Small Business Pain Points
Networking
– Still the key source of new business for many small business
owners and veteran entrepreneurs, but networking opportunities
are limited, expensive or too time-consuming
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Online Marketing
– Lots of misconceptions and money spent without ROI
– Look forward to working with the Small Business Technology
Coalition to help improve implementation of successful strategies

20. Next Steps?

21. 21
Business Education
FOCUS:
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
INDUSTRY-SPECIFIC BUSINESS SKILLS
– Needs of a GovCon business owner are different than a
consumer-focused entrepreneur
ADDITIONAL FUNDING EDUCATION
– Many business owners are turning to options like
crowdfunding, venture capital and alternative loans
EDUCATE THE EDUCATORS
– Lots of misinformation and misunderstanding in the area of
business credit and other areas

22. 22
How can we help?
WHAT DO YOU WANT TO SEE FROM US?
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Surveys? Materials?Data?

23. 23
Q&A
Small Business Resources:
– Business Credit Guide: https://b2b.dnb.com/business-credit/
– Veteran Entrepreneur Guide: https://b2b.dnb.com/vets/
– B2B Podcast: https://b2b.dnb.com/podcast/
– Access to Capital: http://accesstocapital.com/
– Hoovers Sales Guide: https://sales.hoovers.com/
– List of Corporate Supplier Diversity Programs: https://b2b.dnb.com/supplier-
list/
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.

24. Thank You
Dustin Luther, Engagement Director: dluther@dandb.com