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Strategic Alliances Shifting the Approach

Strategic Alliances Shifting the Approach. The Small Business Solution. Strategy Questions .

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Strategic Alliances Shifting the Approach

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  1. Strategic AlliancesShifting the Approach The Small Business Solution

  2. Strategy Questions • If Small Business has advocates: SBLOs, Outreach Conferences, BOS, PTACs, MBDCs, Small Business Specialists, Preferential Programs…and Large Business still has the bulk of the business…where is the disconnect? • What is Large Business doing that Small Businesses are not?

  3. Looking for a partner? • Have Special Designations 8(a), SDVOSB, ANC, Tribal, MBE… • Never had a contract? Teaming partner? • Wondering how to get started?

  4. Mentor-Protégé • Approaching a Mentor • Interviewing a Mentor • Presenting your capabilities to a Mentor

  5. Selling Value • Research the prospective LB Partner • What do they sell? • Who are their customers? • How does your product fit? • How does your SB status benefit the relationship?

  6. ROI • Return on Investment • What advantages do you offer? • How does what you do – Benefit the Large Business?

  7. Bringing Value • Strategic Market “Advantage” • “Bring” the Business! • Be the “Expert”

  8. A Different Approach $C.O.$ Technical User SBLO If you don’t communicate with all 3---you Lose!

  9. Question? What is the best way to get a quality Mentor?

  10. Answer Be a quality Protege!

  11. Contact Information • Beverly Kuykendall • FCCi • 310. 674.7452 • www.fccicorp.com • Beverly@fccicorp.com

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