Marketing to State Entities

2009 Procurement Connection Seminar & EXPO

Statewide HUB Program’s Mission

The mission of the Statewide HUB Program is to facilitate the use of HUBs in state

procurement, and to effectively provide information on the state's procurement process to minority and woman-owned

businesses.

Agenda

• Research – Internal – The State

• The Pitch – In Person– Print Communication

• Track Your Outreach and Marketing Efforts

• How to Download the HUB Coordinators Contact List

Research – Internal

• Step 1Take a honest look at your businessand clearly identify what yourbusiness provide.

• Step 2 What are some alterative uses for theproduct or service you provide.

Research – The State

• Step 1– Read the Vendor Guide

• Step 2– Search the HUB Report

Vendor Guide

The Comptroller’s Vendor Guide is available online and helps vendors betterunderstand the state of Texaspurchasing process.

The HUB Report

• Provides Semi and Annual Report of the expenditures of State Agencies and Universities

• Assist to identify entities to target marketing efforts

• Identify Potential Allies/Partners

Texas4Hubs.org

• On the left hand side is a hyper link for HUB Reporting

On the right side is a hyperlink for the latest HUB Report. For this demonstration we will look at the FY 2008 semi-annual report

The Executive Summary of the Report provides a wealth of information on the state’s expenditures

The first chart provides the Statewide Total Expenditures for FY 2006 - 2008

The Executive Summary of the Report provides a wealth of information on the state’s expenditures

This is the list of the state’s four digit Object code that the state uses to make payment. Note: These are not Class and Item Codes. For the demonstration we will chose 7256 Architectural/Engineering Services.

Note: These are not Class and Item Codes

The Pitch• Be Confident

– Establish yourself as an authority in your area

• Be Clear– What are you able to provide

• Be Concise – In one sentence, what do you

provide? • Be Compelling

– What are some “Attention Getter” words within your industry that you are able to provide?

• Ex: Industry- Janitorial “Attention Getter” Green Products

– Are there alterative uses

The Pitch – In Person• You are a successful business 1st and

HUB Vendor 2nd • Build a rapport with the entity’s

contact • Have a Game Plan

– What are your main points about your company

– What do you really want to know from that representative

The Pitch - Print Communication

• Business Card– Include an indicator of what your

business provide – Include an email address

• Email– Focus on one topic– What action do you want them to

take?– Is it error free?

• Mailings

Track Your Outreach and Marketing Efforts

Agency Name

Contract orSpot Purchases

Important Dates, e.g. contract expiration

The State HUB Coordinators

• The HUB Coordinator is the HUB vendor’s door into doing business with a state agency or university

This page will provide general description of an HUB Coordinator. Below the first paragraph is a hyperlink titled “HUB Coordinator List”

This will provide a list of state agencies and universities

Their profile will indicate the contact information for several positions, including Agency Head.

If you scroll down you will find the HUB Contacts

To download the complete HUB Coordinator list, Choose the hyperlink “Click here for download versions

Choose the file hubcords.dat

From you browser choose save as.

Save the document as an Text File

Open an next excel document and open the file you save. Ensure you look in all files.

For step 1 of 3 of the Text Import Wizard simply choose next

For step 2 of 3, select the comma field under delimiter and then choose finish

This will provide a complete database of the HUB Coordinators and other contacts.

Questions