Business Matchmaking Event Cal State Fullerton January 10th, 2004 Patrick Aiello – HPS Procurement Mgr.

1. Business Matchmaking EventCal State Fullerton January 10th, 2004Patrick Aiello – HPS Procurement Mgr. How to make the most of your “15 minutes of Fame” With HP and other Large Corporations.

2. Insiders view of doing business with Large Corporations Presentation content • The New HP • The Garage – (Bill Hewlett and Dave Packard - a perfect small business story) • The Pie Shop – (The Compaq story – a SBA loan recipient) • Commitment from HP CEO Carly Fiorina • Working with large Corporations & The HP Process • 10 things “not to do” • 10 things “to do” HP Small Business Development

3. The Rules of the Garage: • Believe you can change the world. • Work quickly, keep the tools unlocked, work whenever. • Know when to work alone and when to work together • Share - tools, ideas. Trust your colleagues. • No politics. No bureaucracy. (These are ridiculous in a garage.) • The customer defines a job well done. • Radical ideas are not bad ideas. • Invent different ways of working. • Make a contribution every day. • (If it doesn't contribute, it doesn't leave the garage) • Believe that together we can do anything. • Invent.

4. Insiders view of doing business with Large Corporations “ As a company with “invent” in our logo, we know that diversity drives creativity, creativity drives invention, and invention drives growth and success” - Carly Fiorina Chairman and CEO HP Small Business Development

5. Working with large Corporations & The HP Process • HP’s Multicultural Procurement and Sales Support Program (MPSSP) was launched in 1968. Then formally instituted throughout all HP U.S. Businesses in 1972. ( 31 years ago) • The purpose of the MPSSP is to insure that small businesses, small disadvantage businesses, minority-owned businesses, women-owned businesses, veteran-owned businesses and other under-represented businesses have an opportunity to participate as suppliers to HP, as resellers for HP products and services, and as HP partners in customer engagements that offer 3rd party participation. • The primary objective of this policy is to increase the dollars to these businesses while continuing to purchase and form strategic partnerships on the basis of competitive technology, quality, responsiveness, delivery, prices and financial stability. • To insure that this policy is implemented throughout all HP U.S. locations and to ensure that this policy is applied to all supplier and partner selection decisions, HP maintains a Corporate Multicultural Procurement and Sales Support Program, headquartered in Palo Alto, California. HP Small Business Development

6. Working with large Corporations & The HP Process • One of HP’s seven Corporate Objectives is “Citizenship in Global and Local communities”. HP’s Multicultural Procurement and Sales Support Program is one specific strategy that HP uses to fulfill this Objective. • Another one of HP’s Corporate Objectives is “Profit”. The MPSSP helps HP win new deals. • HP and most other Corporations set “$pend Compliance” goals and report results. • To key existing and potential Customers (Private and Governmental) • U.S. SBA • Procurement Mgrs. throughout HP are asked to Support the overall Corporate MPSSP by allowing Small and Minority businesses to compete for business through our bidding process. • HP has internal Corporate Business Control process requirements for Supplier Qualification and business awards (Please be patient) HP Small Business Development

7. Working with large Corporations & The HP Process • Corporate mergers are a reality. • Don’t let the current merger trend discourage you. • Know that the “New Companies” will be looking at improving their Supply Chains and the companies that they will do business with. • The COMTEK Story. (David –vs- Goliath) • The “door knob” to work with HP is to register with us • Go to: http://www.hp.com/go/supplierregister and complete the “online interview” • Registering with HP is the one source for you to provide us with the information we need to evaluate your firm’s potential to do business with us or to expand the current relationship HP has with your firm. • Once completed, your business information will be available to all HP supplier and partner alliance decision makers who will contact you directly when an opportunity arises that matches your firm’s capabilities. HP Small Business Development

8. 10 things “NOT to do” during your 15 minutes of Fame • Whine or Cry • Get “Historical” • Demonstrate any feelings of “entitlement” or special treatment • Spend a lot of money on “give aways” • Bring outdated and/or unedited information about your company • Drop names with the intention of winning deals • Project a Rigid, Laid back or Desperate demeanor • Present your company as being in a “controlled chaos” mode • Represent your company as being able to “do any thing” • Interrupt other interviews or disregard any Matchmaker process HP Small Business Development

9. 10 things “to do” during your 15 minutes of Fame • Be Enthusiastic and Positive • Be “in the now” • Be patient with the corporate process hurdles • Minimize “give aways” with Logo’s • Triple check that all of your Company Info is current and edited • Stand on your companies own merits and customer testimonies • Project an open, ready, willing and able demeanor • Present your company as being in a “controlled growth” mode • Make sure to punctuate your companies “core” competencies • Respect the SBA Matchmaker process HP Small Business Development

10. The Rules of the Garage: • Believe you can change the world. • Work quickly, keep the tools unlocked, work whenever. • Know when to work alone and when to work together • Share - tools, ideas. Trust your colleagues. • No politics. No bureaucracy. (These are ridiculous in a garage.) • The customer defines a job well done. • Radical ideas are not bad ideas. • Invent different ways of working. • Make a contribution every day. • (If it doesn't contribute, it doesn't leave the garage) • Believe that together we can do anything. • Invent.