Monthly Small Business Coaching Seminars for Presidents & CEOs

The Small Business Development Institute (SBDI)
The Mid-Atlantic Hispanic Chamber of Commerce

invite you to attend the monthly

Small Business Coaching Seminar for Presidents & CEOs

Presented by

Richard J. Otero Sr.

Founder & President of
and founder & former owner of RJO Enterprises 

Topic: "Marketing and Sales Management: Parts 1 & 2”

This is the sixth seminar in a series of twelve monthly presentations made by Dick Otero and his team of successful business owners who have been there and actually done it the big way.

The purpose of these seminars is to prepare women, veteran and minority business owners to enter the 8(a) Federal Procurement Program, how to succeed in it and how to position your business in order to successfullly graduate from it as a strong and competitive business.

Federal procurement in the Washington area is in the tens of billions of dollars and continues to grow. However, small and minoritity businesses in general have not taken advantage of this business opportunity. This seminar series addresses this deficiency. 

Seminar Outline:

PART I – Clear the Air, Plan for Success, Forecast Reality and Just Do It!

  • Identify and Overcome Major Marketing and Sales Hurdles
  • Develop SMART Marketing and Sales Objectives
  • Define Your Products and Services, Concisely
  • Conduct and Honest SWOT of Your Team
  • Compete, Team or Subcontractor, or Walk Away
  • Develop Realistic Sales and Bookings Forecast
  • Conduct Effective Sales Assurance Meetings

PART II – You’ve Got to Know the Players!

  • Find the Optimum Federal Government Agencies To Target
  • What You Must Know about Your Target Agency Before You Can Begin to Sell to Them
  • Identify Target Agency Business Opportunities
  • Who Should You Contact at the Target Agency
  • Questions to Ask to Each Agency Contact
  • The Marketing-Sales Contact Report
  • Putting it All Together – The Marketing and Sales Plan

When: Friday, April 4, 2008

Time: 07:45 AM – 11:30 AM.

Where: First Floor Seminar Room, OBA Building, 20300 Seneca Meadows Parkway, Germantown, MD 20876 (parking in the rear of the building).

About our speaker: Dick Otero is an entrepreneur and former owner of RJO Enterprises. He has been educating small and minority business owners about the awesome business opportunities available through the U.S. Federal government, the largest procurementp program in the world.

Educational Materials: All learning materials included in the seminar fees.

Seminar admission: Members: $35, Non-Members: $45.

Government Contracting Business Leaders Luncheon: (Optional): Luncheon will start at 11:45 AM at Cafe Tacuba Restaurant, 19741 Frederick Road, Fox Chapel Shopping Center, Germantown, MD 20876. RSVP is required.

Luncheon Speaker: To be announced.

Luncheon Date & Time: Friday, April 4, 2008, 11:45 AM - 1:15 PM.

Luncheon Venue: Café Tacuba, 19741 Frederick Road, Fox Chapel Shopping Center, Germantown, MD 20876.

Luncheon Admission:  $20.

Info: For more information please contact Jorge Ribas at 301-404-1946 or call the Chamber Headquarters at 240-686-0055.

Here’s just a teaser glimpse for each of the follow-up seminars:

  • Seminar #7 (May 2): "Project Management – Treating Every Contract as if itwere an Independent Small Business; Successful Projects and How toCreate and Preserve Them."
  • Seminar #8 (June 6): Financial Management – "You Must Know What Numbers andTrends to Keep Your Eyes On to Anticipate and Avoid Disasters, and Mostof These Don’t Come From Your Accounting System."
  • Seminar #9 (July 11): "Financing Your Business – Finding and SecuringCapital; Receivables-Based Borrowing; Raising Equity; Vendor Financing:and SBA Loan Programs; Creating a  Loan or Equity Proposal."
  • Seminar #10 (August 1): "Company Management – You Must Develop a Plan toGraduate from the 8(a) Program from the Start, and Implement a New Wayof Managing as you Get Closer to Graduation Day."
  • Seminar #11 (September 5): "Networking for Results – Organizations That You MustJoin, and What They Can and Can’t Do for You; Business “Influencers”and How to Have Them Work for You; Participating in “Mentor-Protégé”Programs."
  • Seminar #12 (October 3): "Putting It All Together – Become an Active Member ofthe Mid-Atlantic Hispanic Chamber of Commerce, and participate in atargeted Federal Procurement Workshop with “real businessopportunities.”

And what do you get out of this Seminar Series?

Our 2007-2008 Business Coaching Seminars for Presidents and CEO’s will provide you with the following guaranteed benefits:

  • Focused and effective one-half day  “results-producing” sessions, mindful of your valuable time;
  • Monthly seminar sessions, predictably held on the first Friday of each month;
  • Networking with other Presidents that are also focused on growing their businesses;
  • Meeting County/State/Federal Senior Procurement Officials who will be keynote speakers at the GovernmentProcurement Business Leaders Luncheon that follows each monthly seminar;
  • Taughtby EXPERTS in the science and the art of 8(a) and Federal procurement,and in the management of successful contracting firms;
  • Receive“Free Take-Aways” such as “success-producing” management tools, afree-trial Chamber membership, personal one-on-one telephone coaching;and, much… much more!

♠ ♠ ♠ 

About the Small Business Development Institute: The MAHCC-SBDI is the Chamber9s practical answer to the needs of entrepreneurs and small-business owners who, due to their intense business obligations, cannot afford to continue acquiring formal business training and/or are unable to attend semester-long college classes.

The SBDI specializes in providing workshops and seminars that are presented in short periods of time. Workshops and seminars provide intense, practical and essential information on specific subjects and are taught by experienced business owners or specialists on a given business area.  For more information about our business seminars, please write to

♠ ♠ ♠

We Thank Our Partners: OBA Bank,, Maryland Department of Business & Economic Development, Montgomery County Office of Economic Development, Rockville Economic Development, Inc., Frederick County Chamber of Commerce, and Washington Suburban Sanitary Commission.

Name Sales End Price Fee
Member - Seminar Only Ended $35 $0.99
Member - Seminar & Luncheon Ended $55 $1.38
Non-Member - Seminar Only Ended $45 $1.12
Non-Member - Seminar & Luncheon Ended $65 $1.62
Member & Non-member - Luncheon only Ended $20 $0.99

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