MWBE. The Variances From State To State. April 16, 2013

Transcription

1 MWBE The Variances From State To State April 16, 2013

2 AGENDA Introductions & Room Survey Lessons Learned Moving From Subcontractor to Prime State Certification Take Aways Q & A

3 1 The Panel State of Indiana Debby Walker, Deputy Commissioner of Procurement Felecia Roseburgh, Deputy Commissioner of Minority & Women s Business Enterprises Division City of Indianapolis Terrie Daniel, Deputy Director of Minority and Women Business Development Acorn Distributors Jennifer Rosenberg, President Nishida Services, Inc. Hank Nishida Jr., President

4 2 Lessons Learned How to grow and evolve your business Things that can hinder your business

5 The Challenge Get in the door for consideration Get the Corporate Customers to replace existing supplier *It takes time and energy to get the chance to replace the existing supplier

6 Elevator Speech BAD I am a MBE looking for opportunities with your company What does your company do? I can help you meet your goals Vague Clueless Selfish GOOD Our company solves the hardships caused by employee turnover by providing highly skilled staff within 24 hours. Explain what you do and the value you bring to the company This has a value proposition

7 What Are The Common Complaints Suppliers don t do their research Current & Past Marketplace Buyers/Corporations

8 Remember Know your Value Your Value is your Promise Research the market s challenges & how you can solve them Know your Customer & their needs

9 3 Moving From A Subcontractor To A Prime How do I make this transition?

10 Responding To Request For Proposal When the State determines the need for services or equipment for day-to-day operations they will issue a Request For Proposal (RFP). This document outlines the exact need and requirements of those applying to provide services. Your response to the RFP is often the first impression the state has of the company RFP Checklist Review & Understand Evaluation Criteria Document Visual Appeal Document Easy Navigation Price Structure is Accurate & Properly Structured Be Clear How You Will Meet the Needs of the Customer Highlight what sets you Apart from your Competitors Meet The Deadlines

11 4 State Certification Does every state have the same requirements? Why should a firm become certified?

12 Circulates Company Information in State of Indiana Certified Firms Directory Receive Notifications of State Business & Training Opportunities Helps Widen the Business Market Opportunities Top 7 Benefits Of Certification Shows Commitment to a Higher Professional Standard Provides a Competitive Edge in Today s Economy Build Key Business Relationships & Networking at Outreach Events A Pivot Point when Multiple Businesses Bid for the Same Job

13 5 Take Aways Stay Connected With Relevant Buyers Share Your Services/Products Attend Vendor Fairs Attend Pre-bid Meetings Learn About The Solicitation Opportunities Meet Agency Procurement Agents Meet Prime Suppliers

14 Build Relationships Where to Start Join Targeted Organizations Attend Events Search Opportunities To Meet Targeted People What you Need Confidence Your Companies Value Statement Clear Focus/Goal Corporate relationships begin with people to people relationships.

15 Stay Connected MWBE Commission Meetings Community Resources Trade Organizations Maintain Certification Network MWBE Website Workshops Resource Fairs

16 Building Blocks To The Future Be honest and realistic about your capabilities Recognize existing contractual commitments may mean opportunities are not immediate Do not expect large value contracts overnight Invest in relationships with prospective clients Demonstrate your worth in order to gain significant sales Requests for information are just that, they do not guarantee invitations to tender later It often pays to persevere - but don t be pushy! Always look for growth opportunities but make sure they are a strategic fit Don t underestimate the value of strategic partnerships Don t get discouraged. If there isn t a current need for your offering, this doesn t mean there won t be future opportunities

17 6 Questions