Training: Prepare to meet the Buyers July 22, 2004 1 Small Business Resources Presented by: M. Clyde...
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1 Training: Prepare to meet the Buyers July 22, 2004 Small Business Resources Presented by: Presented by: M. Clyde Stoltzfus M. Clyde Stoltzfus Director, Southeast Pennsylvania PTAC Director, Southeast Pennsylvania PTAC The Wharton School The Wharton School University of Pennsylvania University of Pennsylvania 215-746-6472 215-746-6472
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Transcript of Training: Prepare to meet the Buyers July 22, 2004 1 Small Business Resources Presented by: M. Clyde...
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Training: Prepare to meet the Buyers
July 22, 2004
Small Business Resources
Presented by:Presented by:
M. Clyde StoltzfusM. Clyde Stoltzfus
Director, Southeast Pennsylvania PTACDirector, Southeast Pennsylvania PTAC
The Wharton SchoolThe Wharton School
University of PennsylvaniaUniversity of Pennsylvania
215-746-6472215-746-6472
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Training: Prepare to meet the Buyers
July 22, 2004
Kutztown Kutztown University SBDCUniversity SBDC
University of Scranton University of Scranton SBDCSBDC
Gannon Gannon University University SBDCSBDC
Clarion Clarion University University SBDCSBDC
DuquesnDuquesne e UniversitUniversity SBDCy SBDC
UniversitUniversity of y of
PittsburPittsburgh SBDCgh SBDC
St. St. Vincent Vincent College College SBDCSBDC
St. St. Francis Francis College College SBDCSBDC
Wilkes Wilkes UniversitUniversity SBDCy SBDCBucknell Bucknell
University University SBDCSBDC
Lock Haven Lock Haven University University SBDCSBDC
Penn State Penn State University University SBDCSBDC Lehigh Lehigh
UniversitUniversity SBDCy SBDC
Temple Temple UniversitUniversity SBDCy SBDC
Wharton Wharton School School SBDCSBDC
Service Areas
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Training: Prepare to meet the Buyers
July 22, 2004
PA SBDC Output
Entrepreneurs Consulted………………………11,752
Total Hours of Consulting Provided………….135,496
Training Workshops, Seminars & Courses… 1,046
Training Event Attendees………………………24,496
Client Obtained Financing……………………...$137,139,821
Information Request Responses………………85,737
2003 Service Summary
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Training: Prepare to meet the Buyers
July 22, 2004
SBDC Services
The Pennsylvania SBDCs play a unique and vital role in the Commonwealth’s economic development initiatives as the only statewide organization that:
• works with entrepreneurs in all stages of business from pre-venture to existing
• offers a comprehensive portfolio of business assistance services
• works with companies in all industry sectors• has access to the expertise and resources of some
of the best universities in the world
• is part of a national network of over 1,000 centers
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Training: Prepare to meet the Buyers
July 22, 2004
Educational Programming
• Standardized course that provides basic information on what is involved in starting a business
• All Centers must offer
The First Step
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Training: Prepare to meet the Buyers
July 22, 2004
Educational Programming
• Courses offered in 6 topic areas: Business Management & Operations Recordkeeping, Accounting & Taxes Finance Marketing and Sales Human Resources Legal Issues
• All Centers must offer at least twice a year
Programs for New Businesses
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Training: Prepare to meet the Buyers
July 22, 2004
Specialized Programs
• Environmental Management Assistance Program• Product Development Center• International Trade
• Management Service for High Growth Companies
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Training: Prepare to meet the Buyers
July 22, 2004
Procurement Technical Assistance Centers
The PTAC functions as a “link” between businesses and government offices. Its primary goal is to help companies market to government agencies.
Program funded by Congress in 1985Program funded by Congress in 1985 Over 100 centers located nationwideOver 100 centers located nationwide
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Training: Prepare to meet the Buyers
July 22, 2004
Government Market
• Department of Defense• Federal civilian agencies• State agencies• County governments• Municipal governments• Prime contractors• Credit Cards
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Training: Prepare to meet the Buyers
July 22, 2004
Success Factors
• Commercial experience• Electronic capability/expertise• Corporate Philosophy• Financial Stability• Administrative Expertise
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Training: Prepare to meet the Buyers
July 22, 2004
PTAC Training
Training Topics Include:• Intro to Government Marketing• Marketing on the Internet• Introduction to the FAR• Subcontracting & Bonding• Selling to the Commonwealth
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Training: Prepare to meet the Buyers
July 22, 2004
One-on-one Consulting
• Marketing strategy development• Assistance with the preparation of solicitations• Government registration assistance• Technical Assistance with certifications• Education in mechanics of federal, state and
local procurement processes and current trends
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Training: Prepare to meet the Buyers
July 22, 2004
Bid Matching Program
• Provides targeted leads linking clients with government opportunities
• Searches are conducted daily and sent directly to company’s email address
• Info searched includes the Commonwealth of PA and Fed Biz Ops
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Training: Prepare to meet the Buyers
July 22, 2004
Client Obligations
• Complete government marketing surveys - contract information
• Allow the PTAC to write success stories about
your company
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Training: Prepare to meet the Buyers
July 22, 2004
Finding your PTAC
• http://www.sellingtothegovernment.net
