Doing Business With Corporate America 10 15 08 (2)

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Information about Doing Business With Corporate America 10 15 08 (2)

Published on November 24, 2008

Author: jorgerestrepo



Diversity procurement presentation by Marriott at the Hispanic Chamber of Commerce Luncheon event Doing Business with Corporate America

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 • •

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