Working Group ReportWednesday, July 22, 2015

2:00 – 3:00 pm

Moderator: Joann HillChief, Office of Business

Development MBDA

Panelists:Hans Bonner – Capital – Chicago MBDA Business

CenterDonna Ennis – Advanced Manufacturing – Atlanta

MBDA Business CenterOrestes Hubbard – Exporting – San Antonio MBDA

Business CenterGreg Reyes – Federal Procurement – Federal

Procurement Center

Forum for MBDA Business Centers with similar interest and needs to come together:

Share best practices and information Assist in closing deals Encourage Collaboration among Business

Centers

Working Groups - Background

─ Each Panelist will have 5-7 minutes to: Share the objective of the working group Review the past accomplishments and

best practices Describe upcoming projects Inform other MBDA Business Centers on

how they can engage the working groups

─ Open discussion

Working Groups – Panel Format

1. Exporting – Orestes Hubbard, Project Director, San Antonio MBDA BC

2. Capital - Hans Bonner, Project Director, Chicago MBC

3. Advanced Manufacturing - Donna Ennis, Project Director, Atlanta MBDA BC

4. Federal Procurement - Greg Reyes, Project Director, Federal Procurement Center

Working Groups – Presentation order

Exporting Working Group

Orestes Hubbard, Project Director, San Antonio MBC

Orestes has worked as Director of MBDA Business Center since 2006. His past professional experience includes working as Vice President of lending for 6 years in which he served minority and mid-market businesses by facilitating their access to capital, also helped foreign companies receive financing to acquire US products as well as developed an international mortgage program to lend money to American nationals to buy properties in select places in Mexico.

Started January 2013 –MBDA Strat Plan Global Trade Education Share best practices and information Mayor Global Opportunities Promote Look South, Power Africa, etc. Assist in closing deals Collaborate with MBDA Centers

Examples:

Export Working Group

Exporting Working Group

─ Boston MBDA Center─ Puerto Rico MBDA Center─ Arizona MBDA Center─ Michigan MBDA Center─ Miami MBDA Center

Export Working Group

Exporting Working Group

Capital Working Group

Hans Bonner, Project Director, Chicago MBC

Hans is the Executive Director of the Chicago MBDA Business Center operated by the Chicago Minority Supplier Development Council (Chicago MSDC) in partnership with the Illinois Hispanic Chamber of Commerce (IHCC) and funded by the U.S. Department of Commerce, Minority Business Development Agency. The Center focuses on assisting minority high-growth companies with access to debt and equity capital, procurement opportunities, strategic planning and management consulting. He also works with MBEs in expanding internationally, with a particular focus on Africa.

─ 3 Main Components: ACG Initiative – Middle Market MBEs - Minority Finance Forum Diverse Investor Forum (DIF) (Formerly Minority Investment Managers Forum) Alternative Financing Solutions

─ Objective: Be a resource for National Collaboration and center engagement as it relates to

medium and large access to capital deals including export deals and deals requiring some creativity, utilizing a working pipeline to facilitate a more productive focus of the group. Share resources that can help clients of centers nationwide.

─ ACG Initiative – Middle Market MBEs - Minority Finance Forum Building on years of collaborative efforts, the Association for Corporate Growth in

Chicago (ACG Chicago) and Business Centers from across the country, presented the inaugural Minority Finance Forum (MFF) on October 21, 2014 at McCormick Place West. The Chicago MBDA Business Center took the lead in organizing this national “Access to Capital” initiative.

Ask every Center to add 2 clients to the pipeline that have been vetted $1 Billion in Transactions in the pipeline. Chicago MBDA Business Center has been

visiting engaging other centers to better understand their challenges with Access to Capital and share the resources available as well as how to create a better collaboration model among our centers. This pipeline includes at least 10 Business Centers. Every BC visited has yielded at least 2 opportunities.

Access to Capital Working Group

Capital Working Group

─ Closed Transaction for about $30 Million in Collaboration with Cleveland MBDA Business Center

─ Next MFF is on October 19th and 20th, 2015─ Diverse Investor Forum:

Objective: To facilitate access for Diverse Investment Managers and Broker Dealers to

Corporate Treasurers and Chief Investment Officers, Foundations, and Consultants.

Started as Minority Investment Management Forum in 2014 – 200 Participants Follow Up Forum in San Francisco on March 31st, 2015 in collaboration with San

Francisco and San Jose MBDA Business Centers $200 Million in Transactions Working with Boston MBDA Business Center for another forum in Boston in

November 18, 2015. Early Conversations about hosting one in Houston and New York

─ Alternative Financing Solutions Working with Supplier Capital Partners – Ex Works Capital for Export Financing Working with MBE Capital Partners (Detroit MBDA BC) for domestic as well as

Redridge Capital. About $15 Million in closed transactions and about $300 Million in ongoing

transactions.

Access to Capital Working Group

Capital Working Group

Advanced Manufacturing Working Group

Donna Ennis, Project Director, Atlanta MBDA BC

Donna Ennis is the project director for the MBDA Business Center-Atlanta located at Georgia Tech’s Enterprise Innovation Institute. Donna is responsible for the strategic direction, marketing, outreach, and operations for the Center. She also provides assistance to Center clients in strategic, business and market planning; private and public procurement, finance, operations and business process improvement. Under Donna’s leadership, the Center has assisted MBEs in generating over $500 million in contracts, financing, and sales and creating more than 3,500 jobs

Working Group Objective─ Increase MBDA outreach and business development efforts targeted towards

MBE manufacturers. ─ Become more informed about advanced manufacturing.─ Component of Connecting Advanced Manufacturing Program (CAMP), national

ecosystem designed to promote opportunity and business growth of MBE manufacturers.

Accomplishments ─ State of Manufacturing (webinar featuring Alejandra Castillo and Dr. Ben Wang)─ Overview of Manufacturing Extension Partnership (MEP) and how to leverage

Exposed how to fund R&D or commercialize existing technology through SBIR overview.

─ Exposed to National Labs via trip to Oak Ridge National Lab. Two firms are developing strategies to work with ORNL. Core Technologies was asked to speak on a Clean Energy Manufacturing panel. Puerto Rico MBC participated.

─ Solidified partnership with Department of Energy, Office of Diversity and Economic Impact. Working with their Tech Transfer Initiative.

─ Participated in Detroit/MBDA Eaton Corporation initiative

Advanced Manufacturing Working Group

Best Practices ─ Alternating the meetings between planning and informational meetings with

guest speakers.─ Using WebEx allows us to record the meetings for future reference.─ Sending out reminders prior to the meetings increases participation.─ Follow up on opportunities to collaborate with other Center discussed on calls

Upcoming Projects─ MBE Manufacturing Industry Summit 2016 (March 24) – First national meeting

bringing over 150 MBE manufacturers together for manufacturing best practices, innovation trends, technology, and business opportunities

─ Global Deal – working with DevMar, as they consider partnering with a Canadian feminine products company referred by MBDA.

─ Continue building national ecosystem of vetted MBE manufacturers who we can introduce to supply chain opportunities.

─ Next Steps – Focus more specifically on opportunities and programming

Advanced Manufacturing Working Group

Engagement Opportunities─ Atlanta Center fields requests for information on resources and business

opportunities introduced on calls.─ Centers work with corporations to identify MBEs with specific capabilities and then

reaches out to the network for referrals.─ Centers refer MBEs to trips, opportunities, programs, etc.

ORNL Result - NC Center referred Core Technologies - opportunity for Carbon Fiber research participation

Core selected to speak on a Clean Energy Panel and made connections Participation by Puerto Rico MBDA Business – knowledge transfer

─ Suggested Engagement Steps: Participate in monthly calls Collaborate with Atlanta Center and each other to assist clients Encourage clients to participate in our programming and the ecosystem Recommend partners or speakers for our Advanced Manufacturing Program Help with MBE Manufacturing Summit 2016

Advanced Manufacturing Working Group

Federal Procurement Working Group

Greg Reyes, Project Director, Federal Procurement Center

Greg has over 25 years of government experience in Business development, Program management, and corporate development. Greg has worked for IBM, AT&T, DoD, and several small businesses/ 8(a)s. Greg has been a guest speaker for the Governor of Maryland, the Virginia Chamber of Commerce and Tavis Smileys Summit on Technology Transfer. Greg’s corporate development programs have been recognized by the Clinton Administration, the Department of Defense and INC. Magazine.

FEDERAL PROCUREMENT WORKING GROUP (FPWG)

—MISSION The Federal (FPWG) is to collaborate in the MBDA

Business Center Network. Demonstrate MBDA FPC value to federal agencies Insight - Access to federal prime contractors. Highlights:

MBDA Network - New/Proposed Small Business RegulationsMBDA – Minnesota - Ideal Solutions – Contract $ 20 (B)MBDA – Baltimore - Joint Collaboration Federal - CreditMBDA – Cleveland Orlando Alabama - Client Development

FEDERAL PROCUREMENT WORKING GROUP (FPWG)

Mega – Trends in the Federal

Cybersecurity - Cloud - CIO - DoD, State and Intelligence

Tech Workforce - Government – Rapid Onboarding – Screening – Talent Development Identity – Data Protection - DHS and OPM Re: Health Care – Personnel Info

Best Practices in Small Business Development

Hands on Engagement - Intrusion may be requiredStrategic –Tactical Opportunity vs. Market

Development Account Development – Working

the Plan Targeted Teaming – Agency View Pipeline Development and

Processes

Q&A