One on One Meetings - What, How and Why

Wednesday, September 29 Agenda

Thursday, September 30 Agenda

Friday, October 1 Agenda

Beth William, Christopher Gallucci and Shelley Stewart to Anchor Panel at Thursday Luncheon

Tom Davis (Cartus) and Tom Blount to be Honored as Shining Stars

Reception for Korean Business Community in Boston - September 15

Blue Cross Blue Shield of MA, Stop and Shop, Citizens Bank and Others Join the One on Ones

Political Candidate Planning to Attend the Business Opportunity Expo

Things are Selling Out Quickly

And Finally,

We get more questions about the One on One meetings at the Business Opportunity Expo and Conference than any other part of the program. That is understandable because what we are trying to create is a marketplace of information exchange between buyers and sellers. In a market, buyers have goals and sellers have goals. It is only when the buyers and sellers reach common ground that a deal is made. In the One on One meetings, buyers are GNEMSDC corporate members who have identified specific goods and services that they need or want. While sellers, GNEMSDC certified MBEs are trying to market what they sell to all potential customers. Our strategy at the One on One is to start with buyers or the potential customers by asking them what do they want. In the words of Adam Smith, the customer is sovereign. We want to accommodate these customers. But at the same time, we want to inform our corporate members of MBES who provide goods and services that their companies buy, but may not be on their immediate radar screen. These MBEs may provide some niche product that may be a "one-off" but in the world of MBEs is their life's blood. So we are in the middle, like Hercules strapped to the stone pillars of Athens pulling at MBEs and corporate members so that they will come together and see the wisdom of doing business with each other.

Not all of our corporate members have identified the products and services that are priorities for them, and not all corporate members have signed up for the One on Ones, but here is the current list of companies who have identified their demands:

• Alstom Power is looking for MBEs in the following categories - would like distributors (various construction related materials), machining services (on and off site), pipe fittings and valves, pipe hangers and supports, refractory supply & installation, safety supplies, small tools & consumables (purchase or rent), structural steel, welding supplies, equipment rental, fabricators, hoists/rigging equipment, expansion joints, labor subcontractors (must be union), acid wash, civil, concrete services, HVAC, electrical, fireproofing, heat treating, nondestructible examination, painting, siding installation (for power plants only), sandblasting, stud welding, scaffolding services
• Bank of America is looking for MBEs in the following categories: Landscaping, Snow Removal, Printing and Telecom Support - All of the above are 2nd Tier Opportunities
• Big Band Networks is looking for MBEs in : Advertising and Marketing, Awards Engraving and Promotional Items, CD, DVD and Other Media Reproduction, Coffee and Water Services, Computer Resellers and Related Services, Computer Recyclers, Consulting Electrical and Cable Assembly and Installation, Electrical Manufacturing, Board, Switches, Freight Transportation and Logistics, MRO Services, Office Equipment and Furniture, Packaging Material and Packaging Design, Recyclers
• Blue Cross Blue Shield of MA is looking for Call Center and Fulfillment Services, Event Management, Leadership Development Training, Space Rental, Badges, Tags and Name Badges
• Bruckner Supply is looking for MRO Services, Shop Supplies, Safety Equipment and Supplies, Janitorial Supplies and General Industrial Supplies
• Cartus is looking for IT Services
• Cly-Del Manufacturing is looking for Safety Supplies, Shipping Supplies, Lubricants, Corrugate Packaging Ferrous and Non-Ferrous Metals
• CVS-Caremark is looking for Building Trades and Construction, Business Services (No IT), Manufacturers, Office Furniture and Supplies, Store Products
• Electric Boat/General Dynamics is looking for OEM Materials, Overhead Suppliers, Raw Materials, Machined Parts, Valves, Actuators, Electrical and Mechanical Components, Engineering Services and Capital Facilities
• Ernst and Young is looking for CPAs, Business Process Engineering, Business Case Analysis, Implementation and Quality Analysis, Research, Opportunity Assessment, Service Awards, Career Transition Consulting, Benefits Consulting, Equipment Maintenance, Document Destruction and Shredding, Lodging and Corporate Housing, Household Goods Moving and Storage, Furniture and Background Checking
• Liberty Mutual is looking for Great MBEs in all Categories
• Metropolitan District Commission is looking for Consultants, Janitorial Services, IT, Engineering and All Construction Firms
• Nestle Waters is looking for Gaylord Liners, Recycling Companies for PET Plastics,Pest Control, Pallet Tags, Safety and Personal Protective Equipment, GMA White Wood Pallets, Trucking and Logistics

• Pitney Bowes is looking for Courier Services, Logistics, 3PL, Contract Manufacturers, Electrical and Mechanical Manufacturers, Custom Software Development and Print Management
• Pratt and Whitney will see any MBE in any category that is AS 9100 Certified except IT
• Prudential is looking for MBEs in Travel Services, Temporary Labor Services, Janitorial Services, Construction, Print, Office Supplies, Voice and Data Communication, Hardware and Software, Promotional Items and Media
• Stanley Black & Decker is looking for MBEs in Raw Material Suppliers of Brass Rods, Brass Strips Aluminum Extrusions and Architectural Finish
• The State of Connecticut is looking for All Categories of MBEs
• Stop and Shop is looking for MBEs in Transportation and Logistics and Construction
• The Hartford is looking for MBEs in Printing, Temporary Staffing, Construction, Advertising, Janitorial and Cleaning Supplies
• TJX is looking for MBEs in Building Maintenance, Security, Cable and Hardware, Logistics and Distribution, Copy and Computer Paper, and Yard Switching Services
• Turner Construction is looking for MBEs in All Construction Areas
• Tyco/Simplex Grinnell is looking for MBEs in Construction and Building Trades, Building Maintenance, Manufacturing and IT (No IT Staffing)
• US Small Business Administration is looking for MBEs in All Categories for Federal Contract Opportunities

• UGL Unicco is looking for MBEs in Janitorial Services, Snow Removal, Landscaping, and Building Maintenance
• United Rentals is looking for MBEs in Transportation and Logistics, Marketing and Market Research, Payroll Services, Janitorial and Building Maintenance, Health Insurance, Life Insurance, Promotional Items

Northeast Utilities is looking for MBEs in the following categories and will have separate buyers for each of the bulleted items listed below:

• Asbestos Abatement, Construction Services, Generator Parts and Services, Boiler Repairs, Welding Supplies, Sand Blasting and Insulation Services
• Tree Trimming, Testing Services, Transmission Planning Services, Siting, Lead Commissioning, Surveying and ROW Cleaning
• Switchgear, Distribution Transformers, Dry Type Transformers, Capacitors, Reclosers, Repair Shop Distribution, Transformers Sectionalizers
• Paving Services, Contractor Services, Gas Main and Service Installation, Engineering Services, Leak Detection Repairs, Excavation Services, Inspection and Condenser Services
• Training, Consulting, Printing, Advertising, Corporate Purchases, Audit Services, Corporate Communication, Credit and Collection Services
• UG Excavation Services, Cable Protectors, Cable and Wiring, Flagging Services, Spacers Groundwire Molding
• Transmission Services
• Information Technology Services, Temporary Labor, Networking and Telecommunications, Advanced Meter Infrastructure, Desktop, Midrange and Mainframe Hardware and Software
• Distribution Engineering Substation Construction, Relays and Switches, Overhead Line Construction, Power Transformers

The following companies have signed up and will be providing us with their demands shortly:

• Aetna
• Citizens Bank
• Federal Reserve Bank of Boston
• Housing Authority of New Haven
• Iberdrola USA (formerly Energy East Corporation)
• MTPN/Foxwoods
• Purdue Pharma
• Raytheon
• United Technologies Corporation - All Divisions

The mission of the Greater New England Minority Supplier Development Council is to significantly increase the procurement opportunities between corporate members and certified minority owned businesses.

• Wednesday, September 29 Agenda

• 9:00 AM Registration
• 9:30 AM - 12:00 PM MBEIC Meeting (Note: The Retail Opportunity One on Ones have been consolidated into the Thursday One on Ones.)
• 12:00 PM - 2:00 PM Lunch, Networking and Panel Discussion - "Marketing to Hispanic Consumers"
• Luncheon Panelists - Hector Bauza (Bauza and Associates) and Tony Rodriguez (Daniel Penn Associates)
• 2:00 PM - 5:00 PM Forum on Using the Minority Media to Meet Corporate and MBE Goals - Featuring MBEs in Newspapers, Radio, Internet and TV
• 2:00 PM - 5:00 PM GNEMSDC Board and Senior Advisory Meeting
• 6:00 PM - 8:00 PM Kick-off Reception

The Wednesday program has been refocused to highlight marketing to Hispanic Consumers in the Wednesday luncheon session and focusing on how the minority media can assist corporate members and minority businesses. We are very excited about both of these additions to the program. I guarantee if you are a corporate member or an MBE you will learn a great deal about opportunities with minority consumers.

• Thursday, September 30 Agenda

• 7:30 AM Registration Opens
• 8:00 AM - 9:30 AM MBEIC Breakfast Presentation by Dr. Fred McKinney "The State of Minority Business in New England"
• 9:45 AM - 12:00 PM Corporate & MBE Training Session - Speaker - Jeffrey Fox, Author and Management Consultant - Topic "How to Become a Fierce Competitor" (pictured above)
• 12:00 PM - 1:45 PM MBE Honorary Chair Sponsored Lunch - Panelists Beth Williams, President and CEO Roxbury Technology, Shelley Stewart, Senior Vice President Tyco International, and Christopher Gallucci, Vice President PepsiCo - Topic "Strategic Sourcing and MBE Opportunities"
• 2:00 PM - 5:30 PM One on One Corporate to MBE Meetings
• 6:30 PM - 9:00 PM Shining Star Reception
• 9:00 PM Booth Set-up

• Friday, October 1 Agenda

• 7:15 AM Registration
• 7:30 AM - 8:30 AM Booth Set-up -
• This is an opportunity to set up your booths. Booth numbers will be on the list in the packages given to you when you register.
• 8:00 AM - 9:00 AM Sponsors Breakfast - Speaker - Jerry Burris, President of Precision Components a Division of the Barnes Group (pictured above)
• 9:00 AM - 9:10 AM Ribbon Cutting Ceremony
• 9:10 AM - 12:30 PM Morning Expo Session
• 12:45 PM - 2:15 PM Sponsors Luncheon - Speaker - Murray Martin, President and CEO, Pitney Bowes - Master of Ceremony Myong Sool Chang, Editor and Publisher, Boston Korean, Inc.
• 2:30 PM - 4:30 PM Afternoon Expo Session
• 5:00 PM - 8:00 PM Post Expo Networking

• Beth William, Christopher Gallucci and Shelley Stewart to Anchor Panel at Thursday Luncheon

After the Jeff Fox presentation and program on Thursday, September 30, the MBE Sponsors Luncheon will take place featuring MBE Honorary Co-Chair Beth Williams of Roxbury Technology (in photo), Christopher Gallucci, Vice President of Global Packing at PepsiCO and Shelley Stewart, Vice President Procurement at Tyco.

The title of this panel discussion is "Strategic Sourcing, Procurement Developments and MBE Participation". Give the high level perspective of the participants this should be a lively and informative discussion. Her is a little bit about the participants.

"Beth Williams stepped into the top spot at Roxbury Technology Corporation (RTC) in 2003. By the following year, the company had built its first remanufacturing plant and started producing 100,000 cartridges annually. Under her guidance, RTC has experienced double-digit growth and garnered awards and positive press for its successful, socially conscious approach to business."

"Chris has been Vice President, Global Packaging for PepsiCo since March of 2006. In this role, Chris is responsible for the commercialization and procurement of all of the packaging materials used by PepsiCo and its bottlers. Previously he was Vice President of Worldwide Ingredients. Chris joined the company in 1990 where he started out as a Mechanical Engineer developing custom fountain equipment for some of Pepsi-Cola's largest customers. Since that time Chris has held a number of different positions of increasing responsibility within the Global Procurement Organization."

"Shelley Stewart, Jr. is Senior Vice President of Operational Excellence and Chief Procurement Officer at Tyco, where he leads Tyco's lean six sigma, information technology, real estate, trade compliance and supply chain initiatives across the company. Shelley is responsible for 13 billion dollars in procurement spend, 500 million dollars in IT costs, and leads cross divisional teams in an effort to reduce cost and increase efficiency throughout Tyco. Prior to joining Tyco Shelley was Senior Vice President of Supply Chain Management at Invensys plc, headquartered in London. In this position, Mr. Stewart provided leadership for the strategic sourcing as well as having overall responsibility for lean operational excellence. Before Invensys, Shelley was Vice President of Supply Chain Management with the Raytheon Company, joining them after 18 years with United Technologies Corporation, where he held numerous senior level supply chain and operational positions."

• Tom Davis (Cartus) and Tom Blount to be Honored as Shining Stars

The GNEMSDC is proud to present the 2010 Shining Stars, Tom Davis, Vice President at Cartus and Tom Blount, of Blount Printing. .

Mr. Davis has been a long time director and key volunteer and Co-Chair for the GNEMSDC Annual Awards Banquet and serves on many other committees including Certification, Nominations and the Executive Committee. Mr. Davis has gone far beyond what is expected of directors and serves with distinction and great respect of others and the Council

Mr. Blount is also an active volunteer and is the owner of a certified MBE with the GNEMSDC. Mr. Blount volunteers on the Golf Committee, the Awards Committee and has donated his time, resources and expertise in the production of material for the GNEMSDC.

We appreciate both Tom's valuable contributions. We also invite all previous Shining Star Alumni to join us in honoring the new inductees on Thursday, September 30 at the MGM Grand at Foxwoods.

• Reception for Korean Business Community in Boston - September 15

The GNEMSDC is proudly hosting a reception for "BostonKorea" the Korean business community of Boston at our Boston office in Copley Plaza from 5:00 PM to 7:00 PM. We invite all of our corporate members and MBEs to join us. This will be an excellent opportunity for our network to expand into this vibrant community. If you are interested in joining us that evening, please give us a call at 888-874-7114,

• Blue Cross Blue Shield of MA, Stop and Shop, Citizens Bank and Others Join the One on Ones

The number of companies joining the One on One programs is growing each week. This week, I am happy to announce the inclusion of Blue Cross Blue Shield of MA, Stop and Shop and Citizens Bank. Now with over 35 corporate members participating we are certain to surpass the number of opportunity meetings that we will start scheduling this week. If you have not registered, you will not be able to participate in this valuable match making and business development activity.

• Political Candidate Planning to Attend the Business Opportunity Expo

We have heard from a number of the leading political candidates that they will be attending the GNEMSDC Business Opportunity Expo and Conference. Both major party candidates for Governor and Senator from Connecticut have been invited and we have confirmation that all four have it on their calendar. Dan Malloy the Democratic candidate for Governor is confirmed to attend on Thursday and will make some brief remarks at the Thursday luncheon. Mr. Tom Foley the Republican candidate for Governor is also trying to attend on Wednesday around lunch. Attorney General Richard Blumenthal, the Democratic candidate for Senate is planning to be with us on Friday to walk the show as is Linda McMahon, the Republican candidate for Senate. This is a great opportunity for them to learn about minority business development in the state and in the region.

• Things are Selling Out Quickly

We have already expanded our room block at the MGM Grand twice. If you call today you might be able to reserve one of the few remaining rooms we were able to secure.

We have only five (5) remaining booths for sale for the Friday Expo. If you are interested in any of these booths, please call today.

If you are a corporate member who wants to participate in the One on One meetings, we are running out of floor space, so call today to reserve your tables for the Thursday One on One Meetings.

• And Finally,

I read recently that it takes businesses on average five calls on a potential client before they make a sale, and that each call cost on average about $450. These client acquisition costs are substantial, and keep in mind we are talking about averages. I suspect from talking with MBEs and corporate members, that it is taking MBEs more calls on corporate clients and costing them at least as much per call for a number of reasons, which I will save for another article. If you think about this cost in light of the event we have planned at the end of this month, MBEs and corporate members are getting a tremendous bargain. I have also done some research on the cost of trade shows. Industry trade shows are very expensive affairs, often costing thousands of dollars just to register to walk the show, not to mention exhibit, eat, drink and advertise. Our show is priced in a way that loses money on each participant. Sounds crazy. It is except that we want, we need, corporations to support this event by their generous sponsorships and more importantly by their active participation. We also want this event to remain affordable for MBEs. So our pricing structure guarantees we cannot make it up on volume,. but our goal is creating relationships for MBEs and corporations, not profits. So for those who have not signed up for this event, think about the alternatives. How many corporate members are you planning to meet if you do not come to the show over those three day? How much information about growing your business do you plan to acquire over those three days if you do not attend the show. Everyone talks about ROI this and ROI that; well I can guarantee you that you will be hard pressed to earn a higher ROI on your time compared to that earned by attending our show. I hope to see you there!

In your service

Dr. Fred