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Supporting the Small Business Community Building the most valuable relationships by uncovering truth and meaning in data Dustin Luther, Engagement Director Sept 14, 2016
Supporting the Small Business Community
Building the most valuable relationships by uncovering truth and meaning in data
Dustin Luther, Engagement DirectorSept 14, 2016
Introduction
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Dun & Bradstreet
BACKGROUND– 175 years old– Many companies are introduced to us
through the D&B D-U-N-S® Number
Supporting the Small Business Community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
4Supporting the Small Business Community
Emphasis on Small Business Education
Attend, speak, and exhibit at dozens of small business events and talk with tens of thousands of business owners each year– Including hosting events with groups like
VetsGSA and WBDC
Create, distribute and share tens of thousands of pieces of content each year– Including articles, podcasts, webinars and
chats focused on learning from and educating the small business community
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
“For nearly two centuries, Dun & Bradstreet has helped our
customers and partners build the most valuable relationships by
uncovering truth and meaning in data”
Source: DnB.com
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Key to Our Success
ROBUST BUSINESS DATASET, INCLUDING:
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Risk Analysis
Legal Information
And more…
Payment History
Contract Size
Company History
7Supporting the Small Business Community
Small Business Products
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Tools and services that provide D&B ® business data, scores and ratings on other companies that can help a company executive better understand how and whether it should do business with another company
RISK MANAGEMENT SOLUTIONS
–Credit Reporter™–D&B Credit–Concierge® for Risk
Tools and services that can help business owners view their own D&B ® business data, scores and ratings, and build their company's credit and credibility
–CreditSignal®
–CreditBuilder™–Credibility Concierge®CREDIT-ON-SELF
SOLUTIONS
Tools and services designed to help businesses find customers and prospects, engage them with personalized content, and accelerate their sales pipeline
–Hoover’s®
–Hoover’s ConciergeSALES & MARKETING
SOLUTIONS
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Free Small Business Products
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
• D&B D-U-N-S® Number
• Company Update/iUpdate
• CreditSignal®• VERIFIED™
• D&B Business Monitor
FREE CREDIBILITY & CREDIT
ON-SELF SOLUTIONS:
FREE RISK MANAGEMENT
SOLUTION:
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Additional Small Business Products
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
CREDIBILITY AND CREDIT-ON-SELF SOLUTIONS Self-service: – Expedited D&B D-U-N-S®
Number– CreditBuilder™– D&B Credibility Review™– VERIFIED™ Plus– VERIFIED™ PremiumConcierge: – Credibility Concierge®
SALES & MARKETING SOLUTIONSSelf-service: – Hoover’s®
– Hoover’s® Lead BuilderConcierge: – Hoover’s® Concierge
RISK MANAGEMENT SOLUTIONS Self-service: – Credit Evaluator Plus™– Business Information
Report™– CreditAdvisor™– D&B Credit Reporter– D&B Credit™
Learnings for the Small Business Community
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Importance of D&B® data, scores, ratings
At a recent event, a rep from a large global company asked business owners attending the event:
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Do you have a D&B D-U-N-S®
Number?
Do you know your company’s SER
Rating?
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LearningsMany companies and government entities require businesses to have a D&B D-U-N-S® Number before doing business with them
Many companies require businesses to meet D&B® score/ratings thresholds
A best practice is for small business owners to understand how D&B® data, scores, ratings, and other financial information within their business credit file may be used to help make decisions about their business– Dun & Bradstreet provides a free service, iUpdate, which allows
business principals to view, print, and request basic updates to their business information. US Federal Contractors and Grantees can access this site at https://fedgov.dnb.com/webform
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
“Small businesses are the backbone of the U.S. Economy…. [They] employ half of the private workforce and have created the
lion's share of post-recession jobs.” ~ Jeff Stibel, Vice
ChairmanSource: wsj.com
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Small Business Advocacy Campaigns
Access to Capital – Events, webinars, and research
Host/Participate in Events– Both online/offline
B2B Podcast– Focus on changes in policy and strategy relevant to
the small business community
Educational Resources/Materials– Videos explaining business credit – In the process of joining SBA’s Small Business
Technology Coalition This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Small Business Concerns
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Latest Dun & Bradstreet/Pepperdine Access to Capital Study
Funding is important for small business– Middle-market
companies are getting funded and growing, while small and micro-businesses are still finding it difficult to get traditional loans (source http://bschool.pepperdine.edu/accesscapital )
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Funding is not the whole story– Demand for loans
among smaller business is generally decreasing
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Larger small businesses are generally getting funded
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
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Anecdotal Learnings
Recently interviewed five veteran entrepreneurs– All had revenue between $1M and $25M– Most within the GovCon space
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Asked all of them for their “Funding” story– Major Learning: Not one took any substantial
funding to grow
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Additional Small Business Pain Points
Networking– Still the key source of new business for many small
business owners and veteran entrepreneurs, but networking opportunities are limited, expensive or too time-consuming
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Online Marketing– Lots of misconceptions and money spent without ROI– Look forward to working with the Small Business
Technology Coalition to help improve implementation of successful strategies
Next Steps?
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Business EducationFOCUS:
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
INDUSTRY-SPECIFIC BUSINESS SKILLS– Needs of a GovCon business owner are different than
a consumer-focused entrepreneur
ADDITIONAL FUNDING EDUCATION– Many business owners are turning to options like
crowdfunding, venture capital and alternative loans
EDUCATE THE EDUCATORS– Lots of misinformation and misunderstanding in the
area of business credit and other areas
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How can we help?
WHAT DO YOU WANT TO SEE FROM US?
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
Surveys? Materials? Data?
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Q&A
Small Business Resources: – Business Credit Guide: https://b2b.dnb.com/business-credit/ – Veteran Entrepreneur Guide: https://b2b.dnb.com/vets/– B2B Podcast: https://b2b.dnb.com/podcast/ – Access to Capital: http://accesstocapital.com/ – Hoovers Sales Guide: https://sales.hoovers.com/ – List of Corporate Supplier Diversity Programs:
https://b2b.dnb.com/supplier-list/
This material is confidential and proprietary to Dun & Bradstreet, Inc. and may not be reproduced, published, or disclosed to others without the express written consent of the company.
