Supplier Diversity Collaboration

November 5, 2014

Teresa LeFevreVP Supplier Diversity

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Agenda

• Introduction & Comerica Overview

• Stages of Collaboration

• Collaborating with Internal Teams

• Collaborating with External Organizations

• Wrap-Up

• Q&A

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Introduction

• 19 years of supplier diversity/procurement experience

• Automotive OEM, Tier 1 and Financial Services

• Certified professional of supplier diversity (CPSD) through the Institute for Supply Management.

• Community Involvement:− Board member - Asia Pacific American Chamber of

Commerce, Troy, MI− Board member - Council of Supplier Diversity Professionals,

Metro Detroit− Board member - Dominican Literacy Center, Detroit, MI− Advisory board member for Net Impact, San Francisco, CA

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• Comerica Incorporated (NYSE: CMA) is a financial services company

headquartered in Dallas, Texas, and strategically aligned by the Business

Bank, the Retail Bank, and Wealth Management. Comerica’s nearly

9,000 colleagues focus on relationships, and helping people and

businesses be successful. In addition to Texas, Comerica Bank locations

can be found in Arizona, California, Florida and Michigan, with select

businesses operating in several other states, as well as in Canada and

Mexico. Comerica reported total assets of $68.9 billion at September 30,

2014.

• Fast Facts on Comerica: 22nd largest U.S. financial holding company (as of 6/30/14) Located in seven of the 10 largest cities in the U.S., namely Los Angeles, Houston,

Phoenix, San Antonio, San Diego, Dallas, and San Jose #1 among top 25 companies for supplier diversity by Hispanic Business Magazine #1 pre-paid commercial card issuer 481 offices (as of 9/30/14) 11th largest C&I lender in the U.S. (as of 12/31/13) Among the top 10 Ex-Im Bank working capital lenders

About Comerica

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Comerica Supplier Diversity Program

• Comerica has had an award winning supplier diversity program for more than 20 years

Women’s Business Council-Great Lakes – 2014 Best in Class for Supplier Diversity

MMSDC’s - Corporation of the Year - 10 times since 1993

DiversityInc’s - Top 10 Regional Companies - #1 in 2011, #3 in 2012 & 2013

Hispanic Business - Top 25 Companies for Supplier Diversity - #1 three times since 2008

Black Enterprise - 40 Best Companies for Diversity – 2011, 2012

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Our Core Values

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Definition #1: “To work with another person or group in order to achieve or do something”

Collaboration – Definition #1

Supplier DiversityDavid Coleman - ©2012 Collaborative Strategies

High

Low

Low High

Level of Purpose or Goal

Level of Commitment

Collaboration

Cooperation

Conversation

Coordination

Communication

Collaborative Levels

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Keys for Successful Collaboration

• Standard Best in Class Rules Apply: Commitment from the top of the organization

Clear business case established for supplier diversity

Supplier diversity goals included in performance objectives

Supplier diversity included in the procurement process

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Internal - MSIs

• Market Segmentation Initiative Teams (MSIs): Comerica colleagues, mostly lenders or banking center managers; external facing; focused on establishing Comerica as the bank of choice for their specific market segment (African American, Hispanic, Asian, Middle Eastern, Women, Veteran, LGBT)

• Win/Win

MSI Team - Receives access to potential new customers (direct connection to revenue generation)

Supplier Diversity - Gets additional source of funding and other support for supplier diversity efforts

Definition #1: Work Together to Achieve a Goal

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• Procurement Team: Comerica and Accenture team members focused on sourcing activities.

Supplier diversity goals are included in the buyer’s performance objectives

Buyers understand the business case for supplier diversity

Supplier diversity is included in the sourcing process

Procurement team members support supplier diversity trade fairs, networking events and matchmakers

Internal - Procurement

Definition #1: Work Together to Achieve a Goal

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• Some organizational structures (maybe all) can create adversarial conditions for decision making

HR

Retail Banking

Legal

Finance

Service Co.

Wealth Management

Business Banking

Administration

Definition #2: “To cooperate with an agency or instrumentality with which one is not immediately connected”

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Collaboration – Definition #1Collaboration – Definition #1Collaboration – Definition #2

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Internal – IT, Finance, Legal, HR, Ops

• Information Services• Business Services Group

Procurement Real Estate & Security

• Enterprise Payments Group• Lending & Trade Services

Diversity Spend by Division

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Keys to Success for Definition #2

• Include Key Leaders on the Supplier Diversity Advisory Council (they become advocates & partners)

• Road Shows – increase Diversity IQ, firmly establish business case

• Interdepartmental “recon” – learn about each groups’ specific needs

• Reward & Recognize!

• Eliminate “us versus them” mindset; establish true collaboration

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Examples of Comerica Board participation:

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External – Advocacy Organizations

Increased insight into advocacy organization’s strategic goals & objectives

Opportunities to engage with other corporate executives on Diversity

Increased personal ownership and commitment through board responsibilities

Dallas/Fort Worth Minority Supplier Development

Council

Women’s Business Enterprise Council – Great

Lakes

Michigan Minority Supplier Development

Council

National Association of Women Business Owners

Michigan Hispanic Chamber of Commerce

Asia Pacific American Chamber of Commerce

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Wrap-Up

Key Take-Aways• Collaboration is a process that goes from Conversation to

Collaboration

• Successful collaboration requires shared commitment to a common goal

• Engage key stakeholders, make them a part of the solution

• Reward & Recognize!

• Increase executive ownership through board participation

• Eliminate “us versus them” mindset; establish true collaboration

Supplier Diversity

Thank you!

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Appendix

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Supplier Diversity - Recent highlights

Michigan & Texas• Comerica has been nominated for Corporation of the

Year for the Michigan and Houston Minority Supplier Development Councils.

• Comerica is partnering with the Women’s Business Enterprise Council – Great Lakes on a series of webinars: “Women & Wealth, 10 Steps to Financial Security” in August, “Fraud Prevention” in October and “Bridging the Gap between Start up and 2nd Stage Business” in November.

• Comerica and the regional minority supplier development councils co-hosted a Practical Lean Workshop presented by Michael Roberts, Senior Vice President of Continuous Improvement on September 11th in Detroit and on October 16th in Dallas.

• Comerica participated in the 14th Annual Women’s Business Conference in Novi, MI September 29-30th and was recognized by the Women’s Business Enterprise Council – Great Lakes with a “Best In Class” award during the inaugural Excellence in Supplier Diversity Awards.18 Supplier Diversity

Supplier Diversity - Recent Highlights

California:

Comerica hosted a minority business networking event in San Jose, CA on August 13th with The Greenlining Institute. Five of our supplier partners have agreed to participate with us and meet with MBEs to discuss potential opportunities.

Comerica supported the Western Regional Minority Supplier Development Council 2014 EXPO on August 14th in Santa Clara, CA and along with Accenture, met with 19 California based MBEs.

Supplier Diversity

Supplier Diversity Advisory Council

Ad Hoc Members:

Accenture (sourcing partner)

CBRE (facilities partner)

Business Services Group (Executive Sponsor)ProcurementSupplier Diversity ProcurementFinanceReal Estate & SecurityService Company (operations)Human ResourcesRetail BankingWealth ManagementBusiness BankBusiness AffairsCorporate MarketingCorporate LegalPublic Affairs

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Role of SDAC Members

• Ensure Corporate adherence to the current supplier diversity policies and objectives.

• Ensure that Comerica is accessible to Minority- and Woman-owned Business Enterprises (MWBE’s).

• Conduct periodic reviews of the Supplier Diversity policy, procedures and progress.

• Assimilate additional/alternative policy statements as deemed appropriate.

• Ensure that the Supplier Diversity objectives are specific and attainable, thereby maximizing departmental accountability.

• Stress MWBE utilization in the development of annual departmental purchasing/contracting plans.

• Assist in identification and recruitment of MWBE’s.

• Encourage and nurture customer relationships with MWBE’s.

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