Published on November 24, 2008
Doing Business with Corporate America Presented by Michael Tobolski November 19, 2008
Marriott International • Marriott is a leading lodging company with about 3,000 lodging properties in the United States and 67 other countries and territories • Headquartered in Washington, D.C. with approximately 151,000 employees • Sales in 2007 were $13 billion • 19 Brands • Began in 1927 as 9 seat root beer stand in Washington, D.C.
MBE Certification Many U.S. corporations including Marriott will not consider doing business with minority-owned companies unless they are certified as an MBE. • Verifies minority ownership status • Deters minority “front” and „fraud” companies • Used by buying organizations for reporting expenditures and vendors utilized for various governmental, marketing, and social requirements. • Saves internal corporate resources to do individual certification
Current State of Corporate America • Large Companies today are: – Reducing the overall number of suppliers • Increases leverage • Reduces transaction costs • Reduces labor costs – Looking for new ideas to reduce costs and increase revenues (Innovation) – Growing E-Commerce • Reduces Errors • Reserves Inventory • Provides detailed reporting • E-Payment processing
Tips for doing business with Corporate America • Research the company you are targeting and determine if you are selling what they want to buy • Seek to understand the company‟s procurement process • Understand that large companies are not quick and agile, but often slow with very rigid processes • An internal advocate can be a key to success. If you have a contact, try to involve them in contacting the correct person and working with you on the proposal
Tips con’t. • Determine how you can add value • Be competitive in quality, service and price • Need to meet insurance requirements • Follow-up; find a balance between persistence and annoyance • Concentrate on building relationships • Stay positive in all contact with the company • Identify your strengths and weaknesses and get help • Do not be afraid to partner with another firm to handle a larger contract
Tips con’t. • Utilize all of the resources available to you, e.g., classes, networking and trade organizations • Ask for company contacts within their industry • If you are a minority-owned business, become certified as an MBE
Contact Information • Marriott.com/corporateinfo/supplier • firstname.lastname@example.org
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