Small business targets big markets

Small Business Report

Small businesses will partner with Unisys Corporation to deliver information technology security to U.S. airports. IThe work is part of a multiyear task order to build an advanced information technology infrastructure for the U.S. Transportation Security Administration. The task order is a part of the $1 billion information technology managed services contract from the administration.

Murray Schooner, director of socioeconomic business development, Unisys, spoke to the AFCEA Small Business Committee about how small, disadvantaged, minority- and women-owned firms can work with Unisys to take advantage of information technology managed services (rIMS) and other contracts.

Schooner noted that small businesses first must learn how to market their business to large corporations. "Remember, you only have 30 seconds to make an impression on that first call you make to a prospective customer," he said. "Be knowledgeable and have a strategy or you may not get a second chance," he added.

Target marketing is key. To achieve target marketing, Schooner suggested identifying specific capabilities and focusing on one or two strengths; determining which corporations need the services that the small business has to offer; and learning more about the corporation by obtaining its annual report and determining its strengths and weaknesses.

Schooner also encouraged small businesses to participate in Unisys' Supplier Diversity Program. To gain access to the Unisys database-with no-cost registration-companies should complete and submit their company profiles on the b2bdiversity.com Web site. The site brings together corporate buyers and a diverse supplier base, including small, minority- and women-owned businesses, to streamline the purchasing process through electronic commerce. Additionally, small business suppliers are able to promote their products and services and complete online transactions.

Schooner also emphasized that small businesses should register with the Small Business Administration (SBA) through PRO-Net, an Internet-based database of information on more than 195,000 small, disadvantaged, 8(a), HUBZone and women-owned businesses. "This is important," Schooner said. "Unisys' first subcontracting preference will be those firms certified by the SBA as small, disadvantaged businesses.

For more information on the ITMS contract or about how small business can benefit from Unisys Corporation's small business initiatives and outreach, visit www.unisys.com/sdp.