Southwestern Region in Houston - December 2003

Download and view the presentations created by our expert panel members from the Educational Workshops held during the Texas Business Matchmaking event, December 8-10, 2003 in Houston.

Seminar 1: Making the Match
Getting the most from Business Matchmaking

This is an essential opportunity for you to learn how to maximize the success of your participation in the Matchmaking event and your specific procurement appointments. Gain an insider's perspective on dealing with procurement officials from large corporations and government agencies. Learn exactly what to expect in your one on one meetings and what materials you should present. Also, gain insights on identifying future opportunities and establishing and growing relationships with procurement entities. This workshop is followed by a networking reception with other sellers and participating buyers. This session can give you just the leg up you need to most effectively present your company and make your time investment in Business Matchmaking pay off.

Expert Panelists:

• Valerie Coleman, Procurement Center/Commercial Market Representative, SBA
• Perfecting the Pitch
• Roberta Skebo, Associate Regional Director, University of Houston Small Business Development Center
• Procurement Assistance
• Dan Sturdivant, Assistant to Director for Outreach Programs, Department of Homeland Security
• How to do Business with the Federal Government - 101
• Patrick Aiello, Procurement Manager, Hewlett Packard Global Supply Operations
• Making the most of your "15 minutes of Fame" with Large Corporations

Seminar 2: Women & Minority Business Opportunities

Doing business with federal, state and local government agencies can level the playing field women and minority owned small businesses. Many large corporations also provide for supplier diversity and support special initiatives to give minority-owned companies special opportunities for contracts. This powerful workshop will provide an overview of economic opportunities for women and minority-owned business, sharing experiences and insights to help navigate the process of certification for government and identifying comparable opportunities in the private sector.

Expert Panelists:

• Constance Jones, Director of Member Services, Houston Minority Business Council
• Houston Minority Business Council
• Danielle Vara, Women's Business Enterprise Alliance
• Building Opportunity for Texas Women
• Valerie Coleman, Procurement Center/Commercial Market Representative, SBA
• Women & Minority Business Opportunities
• Nancy Walker, Manager, Diversified Supplier Program, American Airlines

Seminar 3: Selling to Large Corporations & Government Agencies

What does it take market and sell your business into government agencies and large corporations? What do you do once you've got the lead to get the meeting, close the deal and secure future business? Presenting your core competencies to the buyers in government and corporations requires a very special set of marketing and selling skills - from responding to "RFPs" to "RFQs" and preparing sales presentations. Put your best foot forward in this highly valuable, interactive workshop on marketing your business to win.

Expert Panelists:

• Nancy Michaels, Impression Impact/Office Depot
• Patrick Aiello, Commodity Procurement Manager, Hewlett Packard Global Supply Operations
• Making the most of your "15 minutes of Fame" with Large Corporations
• Willie Tanamachi, University of Houston Procurement Technical Assistance Centers
• Selling to Government Agencies

Seminar 4: Show Me the Money

Everything you wanted to know about obtaining financing for your small business. This seminar will cover the different types of financing - SBA guaranteed loans from approved lenders, mezzanine loans, raising money from "angel investors", micro loans, etc. Further, we'll cover what lenders are looking for and how you can maximize your opportunity for loan approval as a start up or growing firm.

Expert Panelists:

• James Evans, Assistant Regional Director, Houston Small Business Development Centers
• Marilyn Meese, Chief of Finance, Small Business Administration, Houston Region
• Peter Downs, President, Newtek Business Finance
• Financing Strategies for Small Business

Seminar 5: Doing Business with the Federal Government

Many small businesses find the process of trying to sell to government agencies and prime contractors is difficult at best, mystifying at worst. This seminar will equip you with the keys you need to open the doors more easily to access these markets. In addition, this session will cover the steps necessary to become a GSA Schedule contractor and offer tips on how to effectively market and administer your schedule contracts.

Expert Panelists:

• Valerie Coleman, Procurement Center/Commercial Market Representative, SBA
• How to do Business with the Federal Government
• Dan Sturdivant, Assistant to Director for Outreach Programs, Department of Homeland Security
• How to do Business with the Department of Homeland Security (DHS)
• Willie Heath, Director, Office of Small Business Utilization, General Services Administration

Seminar 6: International Trade Opportunities for Small Business

Finding overseas markets, dealing with the initial complexities of exporting, and financing export sales are some of the challenges facing smaller firms seeking to participate in international trade. The SBA and SBDC is here to help meet these challenges by offering aid to current and potential small exporters through two major programs: business development assistance and financial assistance. Learn about the opportunities that exist for your business in the global marketplace and what steps you can take to finance and expand your business accordingly.

Expert Panelists:

• Carlos Lopez, International Trade Director, University of Houston Small Business Development Center
• Starting to Export and Exploring Market Opportunities
• Miquel Ruiz, International Trade Officer, Small Business Administration
• SBA Export Finance Programs
• Basics of Letters of Credit
• Increasing Your Export Sales
• Tom Pence, SCORE
• Export Opportunities
• Jamie Tuchon, Senior Export Consultant, HP
• Common Pitfalls in International Trade

Seminar 7: 2+2=8—Joint Ventures & Mentor Protégé

At many points in business, you hit a cross road where the opportunity is greater than your capacity. This doesn't mean you give up the opportunity - but consider joint venturing or teaming with another small business or perhaps through a prime contract with larger firms. This session will explain the benefits and risks of joint ventures, when it's right for a business, what legalities are involved as well as pitfalls to watch out for. Workshop will also include highlights from successful joint ventures as well as special considerations for small business and the SBA's perspective on joint venturing.

Expert Panelists:

• Paul Stone, Procurement Center Representative - U.S. Small Business Administration, Ft. Worth District
• The SBA & Joint Ventures