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