Mary Ann Elliott President CEO MAE-LLC Web site: maelliott

1. Mary Ann ElliottPresident & CEOMAE-LLC Web site: www.maelliott.com

2. Can a Small Business Prosperin the Current Environment? �Business will change more in the next ten years than in the past 50.� Bill Gates �Understand with great clarity what creates value for your consumer, and don�t be afraid to deliver.� Readers Digest Oct. 09 2

3. What CanI Tell You ? First-hand experiences. Understand the roles and responsibilities of being a small business owner. There�s a LOT more to being successful than --- getting a business started. 3

4. Small Businesses Drive the Economy Plus Factors Small Business Account for: 94% of all businesses 93% of employees 83% of GNP Known for innovation, responsiveness, and low overhead Negative Factors Lack of infrastructure Lack of Capital Entrepreneurial spirit leads firms to take on more than can be achieved in a quality and profitable manner 4

5. The Ingredients The basic ingredients required in a successful business: People Business Plan Line of Credit Process and Procedures Listening Skills 5

6. 1. People Founders Commitment and Expertise Solid Management Team Benefits Package Without a solid benefits package it is difficult to retain staff 6

7. 2. Business Plan What is the strategic direction for the firm? If the founder has not developed a business plan or not articulate a Corporate Business vision --- you do not have a viable business. Proverbs An old Indian quote �When you don�t know where you are going any path will take you there.� Biblical Proverb �For waging war you need guidance and for victory many advisors.� A ship without a rudder runs in circles, unknown. 7

8.  Today�s web page is the equivalent of yesterday's storefront window. Spend $ to develop professional web site Keep it maintained and up to date Does it convey the firms products, values, management team, and support the business objectives? Feature on your business cards 8

9. 3. Line of Credit Firms must have a LOC to support: Current work First 90 days of any new projects or contracts Inventory or facilities build out Commercial endeavors � factor in bad debts / collection time / delivery issues Customers / Government nor Prime is responsible for being the Small Business�s banker 9

10. Marketing toRevenue Cycle Contract won - time line Pre RFP stage: 1 year Proposal draft and final: 6 months Proposal submitted: Nov. Award: June � work started in 30 days First invoice: 60 days later, Aug First payment received: 60-90 days � Dec payment arrives, if no invoice problems. Time line 2-years - based on award. Cost in B&P $250-500k 10

11. 4. Processand Procedures In-place roles and responsibilities for key personnel. ISSO for mature firms. Documented work flow for HOW the work will be accomplished, Ex: Program Management Help Desk and Trouble Tickets Software QC 11

12. Impactof Failure When a business fails it has far-reaching implications. Commercial Entities Local vendors and employees Personal reputation Government Contracts Government agency and program office The entire Small Business community (SBC) The specific Small Business Failure of a small business to perform is long remembered. Hurts the next generation of SB firms. 12

13. 5 Tenets ofBuilding a Business 13

14. Small isBeautiful Small firms actually have advantages: Less capital invested in obsolete equipment. Fewer organizational levels for fast decision process. Greater commitment to meet clients expectations. 14

15. Conclusions It has never been easier to go into business. A good computer costs less than $1000 The web reaches the far corners of the earth; Long-term successes depends on; Management team Targeted marketing Sufficient LOC to stay afloat Commercial: Keeping customers pleased Government: Getting along with the Contract Officers and Client Program Managers 15

16. Multi-YearMarketing - DSTS-G 16