2016 SAME Small Business Conference for the Federal A/E/C industry

Transcription

1 2016 SAME Small Business Conference for the Federal A/E/C industry Creating a Conference BD Plan to Enhance your SBC Experience June Marshall

2 Benefits of Attending this SBC 1. In-Person Networking 1,949 registered attendees as of 11/09 and growing daily 15% Government, 54% small business, 31% large 2. Educational Opportunities 35+ educational sessions 3. Learn About and Find Teaming Partners 4. Meet Potential Clients 5. Spark Creativity

3 Who is Attending? Almost 200 USACE / Army Personnel Expected, Representing: Divisions Districts Centers HQ Over 50 Force Civil Engineers and Major Command Engineers NAVFAC Small Business Directors and Commanders Departments of Veterans Affairs, Energy, State, and Commerce Small Business Administration You can download the attendee list now from the ASC! The OPPORTUNITIES ARE ENDLESS Now Let s Help You Navigate It!

4 Prepare Ahead for In-Person Networking Use the SBC Attendee Service Center Set matchmaking meetings with government agencies and large business Review the SBC attendee list Using Repperio for market research Set matchmaking meetings with small businesses and non-exhibiting attendees Review contractor profiles ahead of each 1-to1 meeting

5 Meet Potential Clients DOD Representatives Small Business representatives Contracting representatives Be cautious about aggressive marketing Be a good listener

6 Research Potential Teaming Partners Who are they? What services they provide? Why are they successful? What capabilities can you add to the team?

7 Resources on SBC Website Download Handouts (available on Conference Sessions page) Download attendee list (available on Attendee Service Center) Search Exhibitors (use interactive exhibit hall page or create a personalized itinerary using Attendee Networking module) Networking Roundtable Appointment Requests

8 How to Login to the ASC At this point, attendees should be familiar with the Attendee Service Center (ASC): and password were included in the confirmation that was sent to the e- mail you provided on the registration form.

9 Search Exhibitors and Sessions Click on the tab Search to find table hosts (Large Businesses and Government Agencies) that you would like to meet with. Make appointments with your desired table hosts (you may make 3 per company). Click on the question mark next to the table host you wish to meet with. Click on the bookmark option to list exhibitors in your itinerary that you wish to visit in the hall. If you do not see a particular large business or govt. agency that you plan to meet with, it could be because they have not entered their information into the Exhibitor Networking page yet. You may need to check back. Click here to make an appointment. Bookmark exhibitors that you want to visit in the hall.

10 Make Appointments Once you have chosen a table host and clicked on the question mark, a new page will pop-up. You must choose an appointment time and then click on Request Appointment. Your appointment will show as Pending until the table host approves it. SAME is not responsible for table hosts that fail to approve appointments. Open appointment time. Blocked times (you cannot schedule). Add a note to the table host here. Click here to finalize your request.

11 Your Itinerary Click on the Itinerary Tab to see your appointments (Pending, Approved, and Bookmarked). You must choose an appointment time and then click on Request Appointment. Your appointment is not officially scheduled until you see the Approved check here. You should also get a systemgenerated when your appointment request has been approved however, if you have not been getting e- mails from us, please don t rely on this method of notification (i.e. check your schedule periodically on-line). Click here to view and print a PDF of your itinerary.

12 More on the Networking Roundtables There is no deadline for small businesses to request appointments for time slots that are open. SAME will have a help station at the SAME Booth in the Exhibit Hall on Wednesday, Nov. 16. Networking Roundtables will take place in Hall A: Thursday, Nov 17, 10: 30 am - 5:00 pm Friday, Nov 18, 8:30 am 12:30 pm Please honor all appointments in your schedule. SAME is not responsible for ensuring your schedule is accurate, accepting or denying appointments, checking your appointment schedule, or reminding you of appointments and does not guarantee that appointments will be approved by table hosts.

13 Market Research using Repperio Are your goals? Government: Find contractors with specific capabilities for upcoming requirements Small or large contractor: Connect with each other to team on upcoming opportunities Subcontractor: Find primes to connect with on specific opportunities

14 Market Research using Repperio SAME SBC conference attendees have complimentary access Go to to activate and retrieve your password Connect with other conference attendees

15 Using Repperio View Contractor Profiles of bookmarked exhibitors What do they do, where do they do it, for which agencies, on which contract vehicles? What are they interested in Quickly determine potential areas of potential collaboration Bookmark the contractor in Repperio note discussion points

16 Using Repperio Two Ways to Connect with small businesses and non-exhibiting conference attendees 1. Contractor Profiles Look up contractor profiles by name from the SAME attendee list 2. Contractor Search - Search for contractors with specific attributes and past performance Contractors with confirmed SAME SBC 2016 attendees are highlighted

17 Sample Repperio Searches Prime past performance Subcontracting past performance FBO.gov Interest History Contractor Attributes Alone or with specific prime or sub or Interest History Search results contractors attending the SBC conference will be highlighted

18 Sample Repperio Searches

19 Contractor Profile

20 Contractor Profile

21 Contractor Profile

22 Find Potential Collaborations

23 Pre-Conference Planning Identify your top goals Identify contractors you want to meet If they aren t yet confirmed to attend, conference info and invite! Map out the exhibit space Identify booth visit strategy and order use the itinerary on the ASC Find meeting places whether table #s, café, booth #, or room #s before and after sessions you plan to attend

24 Tips for Efficient Conference Meetups Sign up for a free calendar app like which has a 14 day free trial Connect your calendar, create a few hours of 15 or 30 min blocks of time during the conference for meetups Locate a specific area, table # or room # to meet Add Calendly to your signature Click this link to automatically schedule time on my calendar Instructions on how to set up this very time-saving app:

25 Tips for Efficient Conference Meetups cont d View the contractor profile, past performance, interests before meeting Identify potential areas for collaboration Identify next steps, if that means connecting with a referral, keep detailed referral notes Connect and build relationships

26 Post-Conference Refer to list of bookmarked contractors and notes on the contractor profile Regardless if you continue on with Repperio, all contractor and conversation notes will be ed to you in XLS format post-conference Create SAME SBC 2016 Conference Report Fortune is in the Follow Up!

27 Recap Prepare, prepare, prepare Use SBC Website Use Repperio for further market research Create your plan, execute, document, follow up Document the ROI of attending SAME SBC then come back next year and the next!

28 Thank you and have a great show! More questions? Contact: June Marshall CEO jmarshall@repper.io Cathy Bond VP Business Development cbond@repper.io Visit Us in Booth 249!