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Success as a SWaM in 2011

Best Practices Study Version 1.0

William EastmanRich Baker

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Applied KnowledgeLabs

Applied Knowledge Laboratories is a working LABORATORY of entrepreneurs and experts building practical APPLICATIONS to solve business problems.

Our platform is collaborative, a community of people working together using a warehouse of KNOWLEDGE to create solutions – a buffet of business tools.

Founded in 2006 with offices in Richmond, Las Vegas, and Calgary.

Approach

Targets – identify critical gaps blocking growth Tools – select and apply tools to close growth gaps Team – assemble a team of peers and experts for support

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Success as a SWaM in 2011

Overview Purpose of Study Current Data Next Steps

Objectives Share Results to Date on 1.0 Engage in Q&A Solicit Ideas & Participation for 2.0

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Purpose of Study

Zero in on Why some SWaM's

(MBE, WBE, SBE) are successful in:

  Winning New Business  Servicing Current Business   Gaining Repeat Business 

.....and others are not?

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Study Methods

1. Interview Contracting Managers and Buyers

2. Develop Themes & Build a Model from Interviews

3. Conduct Online Survey with SWaM's to Validate Model

4. Analyze Data and Produce Final Report

5. Share Report with Stakeholders

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Current Study

A. Finding the Business

B. Winning the Business

C. Servicing the Business

D. Gaining Repeat Business

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Finding the Business

Themes: Research

Contracts: Past, Present, Projected

Competitors: Direct & Indirect

State and Institution Processes & Procedures

Qualitative Data: (F) Frequency: total

number of interviewees responded to category - 86%

(S) Strength: total number of comments in category - 12%

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Winning the Business

Themes: Professional Sales Target Strengths In the System Quality Proposals Personal Presence Price Competitive Long Term Thinking Misc.

Qual Data: Sales: F 43%, S 27% Strengths: F 57%, S 15% System: F 29%, S 8% Proposals: F 57%, S 12% Presence: F 43%, S 6% Price: F 57%, S 6% Think: F 14%, S 2%

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Servicing the Business

Themes: Management Process Deliver on Promise Own the Relationship User Friendly Mirror Intensity Internal Stability Project Management

Qual Data: Manage: F 29%, S 46% Deliver: F 14%, S 14% Own: F 71%, S 27% User: F 29%, S 8% Intensity: F 57%, S 8% Stable: F 14%, S 1% Project: F 29%, S 1%

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Gaining Repeat Business

Themes: Track Record Relationship Shift

Qual Data: Record: F 43%, S 88% Presence: F 29%, S 12%

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Our Next Steps

1. Interview Contracting Officers and Buyers

2. Develop Themes & Build a Model from Interviews

3. Conduct Online Survey with SWaM's to Validate Model

4. Analyze Data and Produce Final Report

5. Disseminate Report to Stakeholders

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Conduct Online Survey & Validate

Build online survey to validate initial findings based on Interviews and Session Feedback

Invite SWaM's to participate (16 – 23 SEPT) Attend Webinar on 26 SEPT to discuss results Receive Best Practices Report – early OCT

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Your Next Steps

1. Leave Business Card – on back write “survey, webinar, report, or ALL”

2. Respond to email invite to Survey, complete prior to close of business Friday, 23 SEPT

3. Respond to email invite to Webinar on Monday, 26 SEPT – 1130am?

4. Respond to email invite to download the SWaM Best Practices Report.

5. Benchmark your company. Take advantage of your VASCUPP sponsored membership on the LABS platform. Receive your personal report and menu for closing gaps.