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[Music] i know people are beginning to join us in these in this session and we'll just wait a minute to get started until everyone has a chance to get in the zoom room um we have a good good audience today okay um why don't we get started good afternoon everyone and and welcome um my name is jim rooney um president and ceo of the greater boston chamber of commerce and on behalf of the chamber and all of our members and staff we hope you're joining us feeling safe and and healthy uh today um i want to thank you for joining us for this doing business with eastern bank um series um event a series that we launched here at the chamber in 2020 and before i get into some of the details of that um i do want to say that this particular event is very special to me to the chamber and to the program and to the to the community at large and that's because i think it's fair to say that without eastern bank and the leadership of bob rivers there would be no pacesetters program um i can just want to put it as simply as that three or four years ago bob came to me and and we talked a lot about the need for connecting the chamber and the business community with small businesses owned by people of columbia and doing a better job at doing that and um i won't bore you with all the details but out of that uh came a program called pacesetters so um so i do want to say that you know our relationship with eastern bank their support for not only this program but for so many initiatives here at the chamber that address issues of economic opportunity and i know many of the on this call know that on so many issues in boston greater boston and massachusetts eastern bank leadership on those issues is unparalleled so thank you bob rivers thank you quincy miller thank you eastern bank for for that leadership um with respect to the doing business with series um we launched this as i said um earlier this year uh and it really was in response to the feedback we heard um from businesses owned by people of color who express that sometimes they really can't figure out exactly you know how to do business with some of the larger uh institutions in the greater boston and massachusetts area we know that industries approach procurement differently we know that even individual businesses within industries approach procurement differently so how do i know how they do it are there pre-qualifications what kinds of products and services do they buy these were all the questions that were somewhat of a mystery so doing business with is an attempt to try to demystify uh and have a conversation between the pace set of companies like eastern bank and the and the potential business partners that are joining us on this call we recently announced the statewide expansion of the pacesetters program to broaden our commitment uh to diverse uh purchasing on the part of the business community we're very excited about that pacesetter companies that join have an opportunity to be part of a diverse collective of business leaders that have signed up to create systemic opportunity uh utilizing their purchasing power and creating a more equitable commonwealth so so that's what it's all about and it's needed more now than ever i'm proud of the commitment to action that these pacesetter companies like eastern bank are making throughout the commonwealth and i invite others to join us on this journey of as i said creating systemic opportunity a few program notes that i want to share uh i did mention already that eastern bank is our primary sponsor for the uh pacesetters program but they are joined uh in sponsoring today's program by uh john hancock so we thank them as well for their leadership uh in this arena i also want to flag that this webinar is being recorded and will be shared on the chambers youtube page shortly after the presentation finally be sure to submit your questions through the q a feature making sure to send to all panelists or you can email questions to chamber programs at bostonchamber.com so with that i'm pleased to introduce our speakers today from eastern bank starting with my friend quincy miller president and vice chairman of eastern bank i'm sure quincy will give you more background but eastern bank the largest and oldest mutual bank in the united states with over 10 billion dollars in assets and over 120 banking and insurance locations serving communities in eastern massachusetts and southern and coastal new hampshire so that gives you a sense of of quincy's breadth of responsibility um he spends his time focused on helping lead the overall strategic direction of eastern bank which has served its customers as i said for nearly 200 years lindsay hasn't served them for 200 years but eastern bank has quincy's has a passion for supporting the communities he lives in he's the past board chair of the urban league of eastern massachusetts serves on the board of directors of the greater boston food bank bottom line the alliance for business leadership zoo new england greater boston ymca board of overseers and is a sweet c-suite member of the partnership quincy i don't know where and how you do it all strong advocate for our pace setters program and we're grateful for his leadership uh on this issue next we're joined by tom dunn uh tom is senior vice president and director of general general services and facilities at eastern bank tom brings more than 35 years of experience in corporate administration to the table he's responsible for eastern bank's corporate real estate facilities security purchasing mail operations and records retention for eastern bank's portfolio so i'm sure that trump will be able to speak about some of the opportunities that exist in doing business with eastern bank and he does that for all 120 facilities that the bank operates led by charms leadership these facilities include the company's corporate headquarters operations centers and retail banking centers in addition trauma overseas facilities at eastern bank subsidiary eastern insurance including all of its offices and operations centers charms work to develop and expand the impact of eastern sustainability and supply diversity programs and he's going to share today how the bank and its partners set goals for their purchasing needs so we want to thank trump for joining us and finally we're pleased to welcome rafael jablonka associate vice global go um foul has dedicated his career to the bank and as you'll see from the slides in a few minutes our supplier diversity commitment goes back even further so if we go to the next slide please next slide please well as that comes up um as uh as jim shared you know we are eastern's a community bank uh and we're committed to the community we're committed to helping our communities grow and thrive one of the ways that we do that is through efforts uh on the philanthropy side like the foundation for business equity the other is our commitment to small businesses overall and as you can see here the bank has been the number one sba lender in new england for we just won again so i'm thinking we're up to i think we're at 11 years now across new england and 12 years across massachusetts and through the paycheck protection program uh we were one of the leaders quite frankly with over 8 000 ppp loans uh and for many of our businesses on the line probably all of our businesses on the line pete the next round of ppp uh so this just a little plug uh draw two is starting this week uh at the smaller cdfis and we believe that we'll start with the rest of the larger financial institutions really any financial institution over a billion dollars which is uh many of us here in the state uh they will we believe that that process will begin early next week so just want to put that plug in there for the opportunity to take advantage of that but this commitment is really about fostering economic mobility uh particularly within our black and brown communities and that starts with small businesses and businesses of color who can create meaningful uh wage sustaining jobs and to help their communities grow and so next slide please as i mentioned our history really goes back in terms of our commitment to supplier diversity back as far i think the official program would have started in 2010 and we've continued to grow and expand that if we can just go to the next slide through that commitment we have been focused on how do we make sure that we are welcoming to be able to support businesses and my women and minority owned businesses here at eastern bank uh and over the last decade we've worked to refine that and grow that uh particularly about three years maybe four years ago now we wanted to really up that commitment as pacesetters was coming about and so we made a number of key advancements in terms of how we support our businesses of color uh baya and our women-owned businesses i just want to make sure the slides are advancing on your end hey bae uh um quincy bayer's computer apparently crashed oh okay so so okay perfect it was very i was the one that was frozen and didn't know okay so i'll forget i don't need the slides i'll just talk to them so as i said our history goes back to 2010 but uh over the last really four years we've worked to make it easier for our diverse businesses to reach out to eastern to do business with eastern and tom and rafal are going to talk through the ways that we've been able to do that we set goals for all of for our businesses and all of our business units so when we talk about supplier diversity here at eastern it's not just about the purchasing teams or the purchasing managers or tom duns team it's about individual departments from human resources to marketing to branches etc and so through that work and i think the the real key piece is um the three guiding principles that i've really come to ask and hold our company accountable to and as people ask eastern and they ask me about what do you really need to do to drive greater supplier diversity in your company i think there's three principles and those three principles really attack what has been the responsibility of purchasing in corporations particularly large corporations for generations so without breaking down those barriers you can't drive meaningful change and those barriers if you think about supporting the types of businesses who are on the phone here today it's one the corporations have been focused on getting the lowest price two they've been focused on the creating larger contracts with less vendors um and three doing business with people who they know because inherently they feel it's less risky they know the outcome and so at eastern we've really flipped that on its head um and so i from the top of the house together with bob rivers um all of our purchasing managers and tom dunn and rafal helped drive this conversation they've heard us say we are willing to break up our large contracts in order to make sure that we support wmbes who may not have the scale to be able to serve for example you know uh you know 120 locations across our footprint so that's a number one principle willing to break up these large contracts to create opportunities number two is willing to sacrifice savings to create opportunities for wmbes now as you would expect um there's always a competitive process in the competitive bid process but this is not about accepting the lowest bid or it's not about you know accepting a bid simply because you know the larger company has greater economies of scale but we are willing to spend more to be able to support this mission because it's critical to the overall success and health of our communities and at the end of the day that incremental spend is not as important as supporting the community and third and final is risk taking and what i mean risk is doing business with people you haven't done business with before being willing to give a chance to a business that is growing that has you know creating scale but that you don't know um and in fact we reward our colleagues for doing so and as i told them listen some if something goes wrong as goes wrong in other contracts so be it i'm happy that you took the time to be able to make sure you are helping to support a wnbe so i just wanted to kick off this to share those guiding principles uh and tom i'm not sure if the slides will be up for you but now let me turn it over to tom dunn to talk about some of our procurement goals great thank you quincy and uh thank you everybody for being here this afternoon my name is tom dunn director of general services is uh earlier introduced and as quincy was discussing we do have uh we have a myriad of goals at eastern bank around procurement and our procurement strategies those are macro goals and as quincy mentioned divisional goals so i'm going to start talking first about some of those macro goals what are the strengths the slides are up so if you want to tell us what slide to go to okay keep moving um to the one that says our procurement goals there we are all right so uh and as i mentioned these are what we have listed here are some of the macro goals some of those goals that both bob and quincy have not only uh helped us define but force and and support throughout the company and having that top down support is critical to success so first and foremost i myself i report to the cfo so you know jim fitzgerald makes sure that everything is cost effective that that is priority one uh we have a fiduciary responsibility we take it very seriously and we want to have cost effective operations we're committed uh clearly committed to sustainable social responsibility and sustainable efforts the environment uh and what we how we act in the in the uh community as well as you know our impact on the environment in our community that's always considered in what we're doing uh our dealing whenever we're dealing with vendor partners we were impartial we wanted our goal is to be fair ethical and uh give everybody a level playing field that that is key among uh among all our efforts as quincy mentioned our goal really the primary goal is to achieve value and what what value is for eastern bank is not always the lowest price it is what has the best impact for eastern bank as a company but also the communities we serve because without those communities there really is there's no value to us so we're we're careful to measure the best value not necessarily lowest price uh compliance to our policies we obviously have some relatively strict policies and procedures that we need to follow both on a regulatory and company-wide basis uh we do have to adhere to those and and i'll be talking to some of those in upcoming slides uh in the requirements that we have of our vendors so when you think about policies it's not only what procurement has to adhere to but we what we have to have our vendors comply to again we need to manage risk while we do take chances and we're encouraged to take risk we have to measure that risk and manage it through all the stages of procurement from onboarding through contract execution so we take a very deliberate pr uh that's a very deliberate process and we take that very seriously and we ask our vendors to to adhere to quite a few um different regulations and protocols we do take we use strategic procurement practices again promoting uh those partnership opportunities and partnerships are important to us um you know it's very important that when we're not just shopping price and executing a contract for the next year or so we do take a longer term view of this our contracts are typically uh some five-year contract three years is what we like to do is have three years and then review it after three if there's no reason to terminate it we'll extend it so you know there are different length contracts but that that's typically how we like to do business build a relationship prove that relationship out and and that's with a little bit of give and take but and then measure it and uh renew it if if we think there's still value in it so i will uh those are the some of our macro goals as we've talked about we also set goals from a supplier diversity position within our divisions and our departments quincy's pulled together and supported a team of subject matter experts representing each of the divisions so they know where they a e in um with these uh in promoting business with suppliers uh diverse suppliers and and small businesses which is key to us so next slide i spoke a little bit about uh some of the requirements that we do have and and being a customer is not one of those requirements i don't want you to think that but we do value our customers and that's always a balance working with our customers uh working with you know diverse suppliers and there are a lot of different considerations that go into our buy decisions but you know customers and having again our business is a relationship business and we take that very seriously and are committed to it the areas that we're typically seeing the most trafficking or the most interest is operational it's facility services food services careers but also technology and recruiting you know staffing and in some of the consulting areas contract consulting as well as marketing both printing and fulfillment are areas that we we find a lot of um a lot of so so we receive inquiries and rafal's going to be talking about that process as well but one of our goals is to respond to every inquiry we get and if we're not doing that we want to hear about it rafal talked about the process but just as an overview we do have a portal we ask you to register with us the main reason for that is so that we can be responsive and we can be accountable to those that have spent taking their time to inquire with us and uh we owe you a response that response isn't always what you want to hear sometimes contracts are in place we'll let you know that and we'll let you know when those contracts are due to expire as well to give you an opportunity to bid on them when we do provide those opportunities to bid or if you are awarded a contract we have insurance required requirements that uh we'll share with you all contracts go through a very strict legal review and we often have comments and and um you know regulations that that we have to follow from our our legal team and uh we'll do it very often do a financial review of our suppliers uh you know we need to know that our suppliers are strong and can support what we're trying to do and we take great lengths to to ensure that so there are there will be things that that will ask of you if we could go to the next slide talk a little bit about opportunities we support a lot of our assistants we have minority business minority businesses are identified uh working with the different departments so as i mentioned uh facilities and products and services typically a lot of that activities around promotional items and and gifts we we have subject matter experts in each department so that when we receive a request through the portal we refer that to the subject matter expert quite often as some folks know you know you get inquiry people are busy and they'll say no we're all set we we have a supplier for that service we push a little bit harder we actually have folks in the department who will say well wait a minute when's that contract coming up let's provide a meaningful response to this inquiry let them know if we're not going to entertain them why are we not going to entertain them and when we do it's typically for a new or existing contract that has come up for renewal i mentioned you know contracts are typically a three to five year duration uh we track contract dates it's uh one of the things that we do so we know we can forecast which contracts are coming up when they're coming up and who we're going to be seeking for vendor partners or opening up to bids and we share that information uh if we know you know if a department has is under contract our typical response is well it's under contract but that will come up in two years so call us back and we do have a purchasing policy that includes competitive bidding of all services as well as the inclusion of minority businesses in those rfps and those bids so that's part of policy at eastern bank we work with diverse suppliers in employ sustainable business practices so with that i am going to turn this over to rafal to give you a little bit of insight into the specific process and more of the nuts and bolts on how to do business with eastern bank good afternoon everyone and welcome as tom mentioned my name is rafal jablanca and i'm the procurement officer at eastern bank i oversee and coordinate the supplier diversity program one of my responsibilities is to administer the supplier registration process which i will be presenting in the next few slides the process starts with completing the supplier registration form which can be found at supplierregistration.easternbag.com or by visiting eastern bank homepage and searching by using the keywords supplier registration and if you don't remember anything from this presentation just remember that link or how to get to that link because from there we will hold your hand through the whole process when you find the link in the search uh you be warned that you're going outside to our outside vendor so just click and continue it's a safe connection our outside vendor is called viva and the product that they offer the portal that we use is called stars the process begins when you create an account and it will provide you with the username and password after you receive a welcome email with your credentials you will need to log in one more time and complete the registration process during that process you will be asked to describe your expertise and capabilities and here is one word of advice please focus on core expertise so when the subject matter expert or sme as we call it receive your registration it is clear to them what service or product you provide if there is any ambiguity as to who is the sme your registration will be reviewed by the administrator and then forward it to the appropriate sme so just want you not to worry if you know there's something uh that's not clear you're still gonna be reviewed and forwarded to the right sme on next slide please so the next step is the departmental review in which sme will evaluate your capabilities and match them to the current or future needs if sme identifies any immediate opportunities she or he will contact you regarding your required documentation and i will talk about the documentation later if there are no immediate needs the sme will defer you for future projects so for example as tom mentioned if we currently under a contract with another vendor you might be invited to the bidding process when the contract is up for renewal and if the services of products that you provide are not comparable with eastern bank needs the sme will decline your registration and let you know so you are aware of what's going on and we don't waste your time next slide please so here is the list of required documents that i've referred to earlier request for information a request for proposal request for quotation non-disclosure agreement that outlines the confidential materials and knowledge or information and the code of conduct which outlines the responsibilities of proper practices between parties and then coi which is the certificate of insurers that states the insurance coverage that we require uh next slide please so if you are awarded a contract so now i'm moving you past all these steps and when you are awarded a contract the onboarding process will start and the onboarding is our internal process of evaluating vendors and their services by various departments in the bank so it starts with the new initiative process it's called and during that process the new initiative owner who is the relation manager will work with departments in the bank and the vendor to complete the risk assessment the departments usually involved in this review are accounts payable technology operational risk and that process takes some time right depending on you know how much risk is involved after the ni process is completed the new initiative we call it an i it's completed then the contract can be signed i i guess you can open up the campaign battle and restart the project uh next slide please so this slide list the departments that provide the most areas of opportunities and tom already uh touch upon it uh so if you are a company that provides recruiting and talent management benefits compensation payroll services your registration will be reviewed by sme from hr if you represent constructions and trades it will go to general general services sme or facilities sme and so forth technology will look for partners for various projects marketing for companies providing printing and communication services but these are not all the departments as tom mentioned we have some ad hoc requests from departments so for example last week market risk management department emailed me to help them find a minority vendor that would assist them in model risk of validation testing so these kind of type of requests come up from time to time so that i encourage you to register and hopefully the right opportunity will come along uh that completes my presentation so as i said if if anything just remember that link and we just switched to the new portal so if there are any issues be patient but we just did a test drive and everything works fine and looks fine so uh at this time i'm turning back to bayer for the questions and discussion session okay i think i'm going to take that um rafael quincy tom thank you so much for such an informative presentation and we'll get that before we leave we'll get that slide back up with the the portal uh address on it so everyone can make sure they get it um but while we're on that um you know just to follow up because i i know that part of the effort of these sessions is to make sure people understand the ways of doing business and i want to just probe that portal a little bit more um you mentioned uh rafael the the um review of the information that people put in and seeing you know if there's opportunities now or later um is that a is that in a form of almost pre-qual um pre-qualification you you there was one slide about insurance legal and financial requirements do you kind of look at all of those during that process so that people when it does come time to bid you you have a sense that they're kind of lined up okay well the first thing is the capabilities and expertise that's where it starts so if you know they comparable and and there is opportunity we will work with them to make all the rest happen okay so they should not be afraid that the coverage is not enough or or the contract is not written the right way we will work with our legal department and whoever they have uh to to help them out during the process yeah yeah i mean that's important in fact we have a question in the queue already about uh on those issues of contracts and insurance requirements and financials you know we're dealing with small businesses here so you know the ability to go get a law firm to review you know fine print on a contract um i realized i realized it it sounded a little bit maybe intimidating with the volume of information but it's it really if you start with the registration will hold your hand through the whole process i think jim it's important to note that that those contracts are as sophisticated or as as relatively basic as whoever the supplier is that wants to provide it we're simply reviewing it and making sure that it's inclusive of any requirements we have and we'll work with them to outline those yeah and i think jim i just echo i mean i think you know if you're talking about a half a million dollar a million dollar or 100 000 project you know those typically have contracts with them but there's a lot of spend that we do that's a thousand dollars here five thousand dollars there there's no massive contract for them the portal also helps us as we're working with i mean literally colleagues across multiple departments and they're looking for diverse suppliers tom and rafal can be the funnel to say okay you want to buy x y or z here are the companies that we have who have reached out around those products and services so that's one of the important connections for the portal yeah and i'm going to take the opportunity to um to introduce another commercial message on a program that eastern bank and bob rivers and i are involved in and it's a small business strong program and that program enables small businesses to get pro bono help so to the extent that you know you're in that situation where either with eastern bank or someone else there's a legal contract that you're being asked to review you can sign up for small business strong and get a lot of pro bono services over there uh in a number of different arenas but uh legal is is clearly one of them so uh in this case either eastern bank will work with you to figure out sort of the legal language issues and and provide services or i'd say take a look at small business strong um just a a couple other questions uh about sort of process during some of these sessions uh involving you know geographically spread out not national but even regional companies um we mentioned in the introduction that you all have 120 locations kind of massachusetts and other new england states um so are some of the contracts done at the more local level i'm thinking facilities maintenance and management versus for the whole eastern bank portfolio how does that how does that work quite quite often jim what we'll do is is uh depending on the service and janitorial being one of them you know we'll typically look for two providers and and sometimes geography if it's a you know we might have a separate provider a small provider out on the cape uh but we typically like to do business with more than one person so all our eggs aren't in one basket as well as scale we realize that not everybody has a scale to to service that so when whenever required we can peel off or might find a piece of the contract that's a better fit for somebody we want to try to work with okay great uh questions are coming in uh you mentioned the new portal um so we have a uh a vendor who was registered in 2018 uh and awarded a contract apparently um if if people are in the new in the old portal do they have to register in the new portal and you know does their time in there expire once they're in they're in rafale yes so i highly encourage everyone to uh register again unfortunately we couldn't transfer all the data from the old portal so i i i was thinking of even being proactive and sending emails to these people who registered to register again but yes please register again and that in that portal uh you will stay for quite a while i think if you declined for our services then you know what's the status this portal also required which i it's worth mentioning uh certifications so in this process that look kind of intimidating the good news is that we don't require we you know certification if you sell certified yourself and there will be in the portal box for that we'll accept that okay let's make it even more a minority a friendly you know environment yeah i want to call that because that was another one of the challenges as i talked to small businesses and i know the state's doing a lot of good work to simplify the certification process but you know three years ago we said we're not going to require that to to be able to do a contract with us it's a self-certification and that will make it easier on the businesses right you're being very diplomatic quincy [Laughter] so a question about um and it came in here an mbe supplier uh who may register uh in the portal uh but there's not an open opportunity you know uh today uh will you engage with them will you meet with them to sort of get to know them maybe for future reasons or um one of our questions that we have from a guest i i would tell you we we it's difficult um because time is a premium and if we can't if we really don't have an opportunity quite often it's it's difficult to it's not the best use but honestly of their time or eyes if there really is nothing available but what we do do is we save those all that information in the portal and when the subject matter experts in each division are looking for a supplier we go back into the database and rafal will give those names and refer those contacts to then uh have those meetings and and talk to them and ju t to add to tom's comment we really qualified if there's an opportunity for your business in the future we will mark you as a qualified business the only reason you can be disqualified if you are selling uh uh you know hospital beds or helicopters i mean we are not in that line of business so if there is still if there's a future opportunity we'll we'll mark you as a qualified and as tom mentioned if someone is looking for a minority vendor from two years from now i will go to that list and go through that list to provide that vendor okay um so let me let me interpret the question a little maybe press you a little um so if i'm out there i'm a vendor i have a solution for you i have you know i can i've got an idea that you just need to listen to and i did the portal and there's no opportunities available um you know should i call you quincy i mean what should i do i really think you need i really think you need to listen to me yeah so so you know i think tom tom was being now tom was being sort of very political there right look we we have conversations with you know businesses who are looking to do business with us i don't think that's what tom was meaning that we won't have those conversations we can't have a thousand right we get a thousand people send an email through and say you know we'd like to talk about xyz and there's none of those opportunities available in the foreseeable future then that becomes very hard but i i think the other context is when we talk about no opportunities available we mean as we think about you know if let's let's use for example let's use tom's janitorial service example well if we just signed the contract you're looking for janitorial services and the contracts are five-year contract then again you know there's gonna be a while before we have a conversation but if you're in food service and you know you're looking to you know contract with catering and so forth well we have that going on all the time so there's going to be an opportunity there to connect you with different businesses i hopefully that gives a little context yeah right so there's a question in here and i think it's as much for me as it is for you quincy but the question is what data have you seen that informs the scale and scope of work required to level the playing field for mbe wbe firms any specific disparity studies uh are your own internal metrics um do you want to take a stab at that quincy yeah well i guess what i would say is um that question there is an entire zoom on and of itself right uh but you know the the crux of the question you know what is required to level the playing field well it's this conversation we're having right here it's about creating opportunities for businesses who are working to create their own capacity and we can't continue to live in this chicken and egg conversation right the chicken and egg conversation is well i'm not big enough to get any of these contracts uh and so and and what you tell me is i have to be bigger to win the contract so i never get any opportunities that's what the pacesetters program is all about um and bringing companies like eastern to the to the table to say you have to create these opportunities for contracts so that these businesses can scale and then support them in their growth and their development so i think that's sort of the first key piece of this um you know there's countless disparity studies out there that says that you know the sa the scale and the size and the investment in small businesses particularly of color and women-owned businesses as compared to other large businesses but i think again as i said that's what this program is really all about yeah you know i would agree with that i think that you know yes there are studies and we we participated in them i think there's several bottom lines regardless of what the specific numbers say that um businesses of color are not participating enough in business and commerce generally uh government's not doing enough spending with businesses of color generally the metrics of those are somewhere down in the two three percent uh of total purchasing in the commonwealth of massachusetts for both business and government by the way not just picking on government here so you know i i don't think we need to sort of study the problem much more um and then the question is about sort of interventions and what do you do about it uh and it's you know you have to be intentional and i would echo what quincy said you know the whole idea of a pacesetter is to turn or to try to reinvent systems that are grounded in uh i guess at best systemic inequality at worst systemic racism um and turn them into systemic opportunity um that's uh that's kind of what we're all about but whoever the uh asked the question i think you know either us or i'm sure quincy would be happy to follow up on what some of those uh studies look like um i do want to probe uh tom you made some great points around around the the procurement process focusing on value um and i want to dive into that word a little bit if you if you'll indulge me um and sort of what it means and if i'm a small business and you know i mean i know i'm competing and i may not have the cost advantages of some of my competitors but you know i know i can deliver for you you know what is it that is value i mean how do i demonstrate that i'm the guy um you know that that has the value you're looking for and i may be a couple of percentage points higher than my competitor i'm going to give you the value tell me what that word will mean i i think first and foremost jim it's a level of service that you know we look for when we say partner we really mean partner we want somebody who's going to come in and and work with us deliver what they say they're going to deliver but also take a look at what we're doing because the customer is not always right and adding value to us is saying hey tom this is the way you're doing something and it really doesn't make good sense would you ever think of trying it this way that's added value that you know changing the way we work uh oftentimes finding those efficiencies and making us better is really what we look for from uh service providers and we we find it all the time yeah you know i love your word choices um you know even that word partnerships and you know sometimes bend of a supply relationship so just you know deliver x number of these every monday or you know just do this task you know can you expand on that word as well partnership you know i know that if you are if you have a supplier and you have a vested interest in their success you want them to you want them to be there for you you want them to grow succeed so that you know you can have that continuing relationship um so how do you amplify just that you know buy a supplier relationship into partnership i think one of the best examples i have is uh our fulfillment company winbrook you know we've been doing business with them i've been with eastern bank for 17 years and we've always been working with them uh the reason for that is they've continuously challenged us and we've continuously challenged them to do things better or differently you know recently brought on wind walker security services it's been a great relationship you know we've challenged them quite a bit to uh to you know provide a service that we're looking for not just out of the box this is what we're trying to do and add value you know we know you can guard our buildings but can you make badges can you make security badges because if you're sitting at the desk and that's down time and you can use that time to make security badges you're also saving us some time and it's that type of relationship uh that that really adds value yeah and i'm guessing i'm guessing herbie answered that question the right way he did yeah it's been great wow uh we have another question in the uh in the chat here uh a lot of mbes are in hospitality food and beverage that are hurting these days um any opportunities on the short-term horizon uh later in the year that uh that people should wait for uh i think quinza you mentioned that's kind of an ongoing thing um and you know also you know should they all sign up in the portal i would say yes you know you you definitely want to sign up in the portal uh we do have a lot of events but with covid right now it's a little bit difficult to predict you know what the future looks like as far as events and how those are going to be handled we do have food services uh in our lynn facility that is under contract but i think again with covid and and the way we work one of the things that's changing rapidly for us is how we do business and how we work and we're taking a hard look at that so how we provision food or services to to folks working and when they're working i think it's something we'll be taking a look at uh you know both catering meetings and and events i get to go to some events that eastern bank hosts and i can tell you that they they do um they do diversify the menu uh quite well and it's often pretty good i i know i don't need to cook dinner when i go home that night i'm not going an eastern bank event so um another question regarding the financial requirements um and i guess it's a little bit of you know can you expand on what that means and a specific question is um what are some of the sunk costs that could be incorporated into financials based on working with eastern bank i think when we talk about financial we just want to know that that if someone's providing a service to us that they're financially stable so you know that's just a little bit of a background check that that's what i really refer to so that um you know if we're depending on you for a five-year contract we just want to know you're going to be there for five years and and can provide service at the level you've committed to yeah that makes sense um you know quincy i you know i i i've seen first-hand the leadership that you personally and barbara provided within the bank with respect to making sure that this culture permeates the organization and it's not specifically maybe a question that the the buyer audience might be as tuned into but i think it's important i'd like to hear you talk about within a large organization a mid-sized organization that wants to work on increasing their procurement and partnerships um talk about what it takes within an organization to to sort of you know move the ship if you will towards the kind of culture or the kind of um intentional uh practices that we're hearing about on this call yeah thanks jim so just a a couple things going back you know as i mentioned you know we've been focused on this and and continuing to grow their focus since 2010 um i think for a lot of organizations who are just starting this journey um and i'm going to come back to a second on those sort of three key things that i talk to other ceos and presidents about uh but it it it really is it has to start at the top of the house right because you know as tom mentioned he reports to the cfo uh you know the the the purchasing managers the the the leaders that are in head of procurement they report to someone right and if the top of the house is establishing the guidelines that this is a priority and then like we did it here at eastern and tom and rafal remember this very clearly when four years ago we were going to up our game my answer was we're setting specific goals for each department on spend and so you know rafa and tom went and went through all the spend again made sure that we had documentation for what they were spending um we we count everything in spend i think with the exception of utilities which can't be farmed out right because the idea was let's eliminate the excuses of well you know for example you know we have a large core pro you know vendor of which you know there's only two so they're really you can't diversify that spend uh and my answer was i don't care it's staying in right it's not 100 of your spend it's about what you can control and so we were very methodical driven from you know me at the top of the house to say with all of those different particularly the five largest spend category groups we're gonna here's what you've done in the past over the last few years and this year you're gonna do more you know our goal is to do you know example you know a million dollars more to spend this year and we're gonna divvy it up across the five of you biggest spend divisions um and then we're going to meet and talk about where you are the the teams like tom and rafa are going to review all the contracts make sure that we're getting diverse um bidders in those contracts so that's the work that you have to do and it has to stop with the start at the top of the house because all of those other business leaders who are you know who are counting the pennies have to know that they have support of the c-suite to drive that and then the three things that we've really that we talked about earlier that i really highlight is you got to break the contracts up you got to be willing to spend a little bit more and you got to be willing to take the risk and if you don't give that that authority to your purchasing teams and your departments they're never going to make the change because they're going to try to do what's safe and what costs the least each and every time unless they understand how important it is so that's really i think the driver's gym great thank you quincy for that message and i do want to ask one closing question um addressed directly to the small businesses on this call you've given a lot of tactical advice and answer a lot of questions um but you know on the journey of being a small business particularly a small business owned by a person of color you know high level advice um to that community as it relates to not just doing business with eastern bank but breaking into you know the the bigger corporations of boston um what's your you know what's your advice to the small businesses listening in well i i would say that uh you know most of our connections happen through the networking events uh both through this group and in greater new england and those uh those are the where the opportunities and the relationships are built and um you know that isn't someone calling me on the phone that's shaking someone's hand and saying hello and getting to know them for five minutes and caring a little bit about what they're doing i think that is probably the best door opener that i'm aware of yeah and i think again i think to that that point you know the tom's point it is about creating those networks and that that's what these programs are about because minority businesses haven't been able to break into these networks uh and so you know i applaud the work that's being done at the at the chamber this work is happening with other chambers across the commonwealth now as well uh which is tremendous because you know we are in a moment in this country that is turning into a movement that realizes we have to create greater equity in our communities and that includes businesses and businesses of color and women-owned businesses here in the commonwealth and so while i know there you sort of felt like you've been beating your head against the wall there's a sort of glass ceiling ahead uh you know above you this is a moment when corporations are willing to listen more than they've ever been willing to listen and so first of all they're already here um we're working on sharing i think this is the other goal of the pacesetters program jim is to share the experiences that you've had with diverse suppliers with other businesses so that they have that sort of recommendation i know you know we used herbie as an example but you know we i did that with a non-profit board that i was sitting on who said they were looking for some security services and i said hey i got somebody for you uh because they were doing business with us here at eastern bank and so think broadly too about how to leverage the relationship you relationships that you connect even beyond the company that they're with there may be other networks like that example that they're part of um great thank you for that thank you for a very informative session raphael charm quincy um really we appreciate it an i know that i and others learned a lot on this call thank you once again to eastern bank i'll end where i began there would not be a pacesetters program but for eastern bank and the leadership of bob rivers and and quincy so thank you again for that uh before i go uh i want to highlight a couple of um upcoming events on february 22nd we will have another doing business with event featuring mass general brigham formerly known as his partners so tune in especially those of you interested in doing business in our hospital community should be an interesting event as well uh you can register for that event in all chamber programs at bostonchamber.com once again thank you to my friends at eastern bank thank you to all who participated thank you to my team bayer and luz and ben and others um who organize programs like this as well as lead the face settings program um and uh have a great night everybody and we're signing off bye

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How do you make this information that was not in a digital format a computer-readable document for the user? " "So the question is not only how can you get to an individual from an individual, but how can you get to an individual with a group of individuals. How do you get from one location and say let's go to this location and say let's go to that location. How do you get from, you know, some of the more traditional forms of information that you are used to seeing in a document or other forms. The ability to do that in a digital medium has been a huge challenge. I think we've done it, but there's some work that we have to do on the security side of that. And of course, there's the question of how do you protect it from being read by people that you're not intending to be able to actually read it? " When asked to describe what he means by a "user-centric" approach to security, Bensley responds that "you're still in a situation where you are still talking about a lot of the security that is done by individuals, but we've done a very good job of making it a user-centric process. You're not going to be able to create a document or something on your own that you can give to an individual. You can't just open and copy over and then give it to somebody else. You still have to do the work of the document being created in the first place and the work of the document being delivered in a secure manner."

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A: You can use a PDF as long as no copyright, license, or attribution is specified. Q: What is the difference between the two types of licenses? A: Open licenses allow you and other people to use the work in many ways. By giving others permission to remix, translate, and redistribute the work, you give them the legal right to copy, modify, use, display, and distribute your work. Q: Why does Creative Commons want me to get a Creative Commons license? A: The main benefit of the Creative Commons licenses is giving you control over how your work is used. When using the Creative Commons licenses, you can be as specific or as vague as you like about who the recipients of your work are. This can have a big impact on the kinds of uses you can put your work to. Q: Is there a deadline when I will want to use a Creative Commons license? A: The best way to figure out when you and your friends will get a Creative Commons license is to sign up for the monthly updates. In the Updates you'll find information about when to get your license, and how to get the license if you decide to use it yourself. Q: How does Creative Commons help my community? A: In addition to making licenses easy to understand and understand, the CC licenses also encourage others to join together and support each other. When you make a public work, you give everyone else the same opportunity to use and adapt it. You can help your community's work survive by using Creative Commons licenses, and encouraging...

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When we send an email with an email address on it, our email client automatically creates an 'Address Book' where it stores email addresses, and if we use a public address, it creates an 'Inbox.' When it sends an email, however, it doesn't know which email address to send a reply to, and there's no way for our email client to create a 'To:' address. So it simply makes a random 'reply to sender' address and sends it to the address we chose. The reason it can't do this is because when we sent the email to send a reply to someone, an email with a specific 'to:' address wasn't included in the message. The first reason why our email client can't generate an 'address' and send it to a specific email address is that it doesn't know which email address to use. The answer to the second problem lies in the third reason why we can't generate a 'to:' address – which is that, while it doesn't know which email address to use, it has to. You've probably read the following example before in this article: Example 3: When a person sends a message to us, they don't include it in their 'To' list. So, they send an email directly to their email address. But what if someone else wants to send an email to their own email address? They've already emailed you and asked to use the same email address, but they wanted to include their reply in their own message. But what if they want to include their reply in their email message itself? We can't do that, because email clients are not design...