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Sullivan International Group, Inc
The Protégé Perspective
The Protégé Perspective
Presented By: Steven E. Sullivan
CEO, Sullivan International Group, Inc
Sullivan International Group, Inc
Presentation Agenda The Protégé Perspective
Presentation Agenda The Protégé Perspective
1. Who Should be a Protégé? 1. Who Should be a Protégé?
2. What is your end objective? 2. What is your end objective?
3. Where will the work occur? 3. Where will the work occur?
4. When will it happen? 4. When will it happen?
5. Why be a protégé? 5. Why be a protégé?
Sullivan International Group, Inc
Speaker Background Speaker Background
• US Navy Retired – Submarine Force
• 20 Years experience in environmental, health and safety program management
• Multiple professional certifications
• Bachelor of Science – SIU
• Member - multiple professional organizations
• Volunteer extraordinaire!
Sullivan International Group, Inc
• Sullivan History – Started in 1998 – Comm. & Gov – Industry focus– 8(a) & SDVO
• Service Offering – Engineering– Technology – Management & Logistics
Introduction Introduction
Sullivan International Group, Inc
Sullivan Today Sullivan Today • 110 Employees
• Offices: – San Diego CA– San Francisco CA– Reno NV – Barstow CA– Clarksville TN– Atlanta GA – Columbia SC– Washington DC
Sullivan International Group, Inc
Recognition & AwardsRecognition & AwardsGSA Small Prime Contractor of the Year - 2003Multicultural Heritage Award - 2003EBJ Fastest Growing Environmental Firm - 2003AEP Advanced Technology Solution Award - 2003SDBJ Fastest Growing Company in San Diego - 2004EBJ Silver Medal Award Winner - 2004 SDBJ Best Company to Work for in San Diego - 2004Nunn Perry Award Winner (US Navy / NAVFAC) - 2004 SDCC Business Excellence Award - 2004
Sullivan International Group, Inc
The Protégé Perspective
The Protégé Perspective
Sullivan International Group, Inc
• Understanding when to pursue a mentor
• Company size & fit (Size standards)
• Industry & specialties
• Ability to respond to service levels
• Added value
• Negotiation
• Availability
Who Should be a Protégé? - Timing Who Should be a Protégé? - Timing
Sullivan International Group, Inc
• Who will I dance with?
• What are their motives?
• Have I worked with them before?
• What is their track record?
• Who are you dealing with?
• Is it the right fit?
• Subcontracting opportunities?
Who Should be a Protégé? – Partners Who Should be a Protégé? – Partners
Sullivan International Group, Inc
• Win Win strategy
• Red flags – RFP driven– Technology interest – Client interest – Regional interest
• A balanced position = success!!
Who Should be a Protégé? – Partners Who Should be a Protégé? – Partners
Sullivan International Group, Inc
• Create a list of possible candidates
• Prioritize (active relationships at the top)
• Interviews / research
• Pro’s & Con’s
• Partnering breadth and depth
• Compare against long term growth plans
• Be candid – ask why us?
• DoD vs. SBA?
Who Should be a Protégé? – ResearchWho Should be a Protégé? – Research
Sullivan International Group, Inc
• Crawl, stumble and fall…..
• Nine months and no baby!!
• Re-focus
• TTEMI
• The agreement
• Winning work
• Problems & solutions
Who Should be a Protégé? – Sullivan Story Who Should be a Protégé? – Sullivan Story
TTEMI
Sullivan International Group, Inc
• DoD Mentor Protégé – Developmental Assistance– Milestones– Metrics– Subcontracts– Schedule – Additional Information
Who Should be a Protégé? – Sullivan Story Who Should be a Protégé? – Sullivan Story
Handout Review
Sullivan International Group, Inc
TimingTiming PartnerPartner Research Research
Who Should be a Protégé? – ReviewWho Should be a Protégé? – Review
Your mentor can be the catalyst to help grow your company or can cripple your ability to compete and waste precious resources. The more
you plan up front, the better chance you have for success!!
Sullivan International Group, Inc
• Just need the work?
• Want to build out additional business competencies?
• Want to grow a new service offering or product line?
• Want to create a presence in a new geographical area?
• Develop a new client account?
What is your end objective? What is your end objective?
Sullivan International Group, Inc
Creating your Mentor Protégé Business Plan: Summary of your business objectiveIdentify & research the business
environment > is this really the right market??Provide a detailed explanation of what you
will accomplish and hope to gain from this
mentor protégé effort > what will you gain?Create your action plan!!
What is your end objective? – The Plan What is your end objective? – The Plan
Sullivan International Group, Inc
• New York City!?!?• Culture shock • Travel expenses• Internal presentations• Team building • Socials • Communication • Creating a mission & vision
Where will the work occur?? Where will the work occur??
Collaboration equalsnew business and
increased revenue for both mentor & protégé
Sullivan International Group, Inc
• Does the timing make sense?
• Are there additional preparation requirements for the mentor protégé to be a success?
• Does it match your company growth plan and objectives?
• Do you have feedback from management and the technical folks?
When will it happen? When will it happen?
Sullivan International Group, Inc
• New work
• New relationships
• New technical competencies
• Greater corporate exposure
• Strengthen existing competencies
• Refine business practices
• Learn from a leader
Why be a protégé? Why be a protégé?
Sullivan International Group, Inc
Why?
Who?What?
Where?
When?
Successful Partner
Selection
Successful Partner
Selection
The Protégé – Decision CycleThe Protégé – Decision Cycle
Timing + Partner Review + Research =
Sullivan International Group, Inc
QuestionsQuestions