ARE YOU READY FOR PRIMETIME II? & SBE/DBE CERTIFICATION BASICS

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1 ARE YOU READY FOR PRIMETIME II? & SBE/DBE CERTIFICATION BASICS PHX Small Business Workshop Series April 1, 2014

2 THE AVIATION DEPARTMENT S COMMITMENT to OUTREACH Valerie Churchwell, Small Business Outreach Manager (SBOM), Community Development and Government Relations Division Advocating on behalf of S/DBEs. Providing contracting opportunity information to SBEs Assisting prime contractors with identifying SBEs Educating SBEs on how to access contracting opportunities Hosting small business networking forums Assisting with monitoring SBE utilization on contracts with participation goals PHX SBE WORKSHOP SERIES Are You Ready for PRIMETime II? 2

3 Christine Gonzales Senior Director of Community Relations and Outreach ARIZONA SUPER BOWL HOST COMMITTEE FEBRUARY 1, 2015 University of Phoenix Stadium 3

4 WHY ARE WE HERE PHX SBE Workshops The City of Phoenix Aviation Department is a committed and proactive partner to the small business community. PHX SBE Workshops are open to any small business firm interested in pursuing design and construction services and consultant opportunities. ***You do not have to be a certified firm to attend*** DISCLAIMER: Attendance at a PHX SBE workshop does not guarantee work with the City of Phoenix Aviation Department. 4

5 WHY ARE WE HERE Are you ready for PRIMETIME II? + S/DBE Certification Basics Have you ever wondered... How do you approach a prime and keep the conversation going at a networking event? What is an elevator pitch? How do you follow up with contacts and set meetings? What is your next step after meeting with a prime? And to HELP YOU PREPARE FOR UPCOMING STREETS CONSTRUCTION NETWORKING EVENT 5

6 WHY ARE WE HERE Goal You are competing for a job just like everyone else - not only as a small business. 30 seconds 3 minutes 30 minute meeting = The potential AWARD PHX SBE WORKSHOP SERIES Are You Ready for PRIMETime II? 6

7 WHY DO PRIME CONTRACTORS SUBCONTRACT? Strategic advantage/alliance Enhance the capabilities of a Prime Facilitate entry into a closed market Spread financial risk More cost effective Greater value to the customer/owner Small business requirements HOW MANY OF THESE DOES YOUR COMPANY FULFILL? WHAT ADDED VALUE DO YOU BRING TO THE PRIME? The overriding question the prime asks is "Will this company increase our chances of winning?" 7

8 YOUR RELATIONSHIP TO YOUR BUSINESS 1. Are YOU an Employee or a Business Manager? 2. Can YOU afford NOT to Market? You MUST be willing to put in the time, resources, and money to have a successful company. If you don t drive your business, you will be driven out of business. - B.C. Forbes 8

9 INTRODUCING YOUR COMPANY PHX SBE WORKSHOP SERIES Are You Ready for PRIMETime II? 9

10 VALUE PROPOSITION vs. CAPABILITIES STATEMENT They are DIFFERENT PHX SBE WORKSHOP SERIES Are You Ready for PRIMETime II? 10

11 VALUE PROPOSITION A promise of value to be delivered and a belief from the customer that value will be experienced. Right message Right customer Right time Right channels Allow for effective, efficient dialogue 11

12 CAPABILITIES STATEMENT A promotional or marketing statement about a business or company and its capabilities and skills that advertises: Who the company is What the company does Why the company is the best company to complete the job in question Three standard types of capabilities statements: A one page used to open doors and make introductions A brochure that could be a part of a Request For Proposal response A detailed presentation used for capabilities briefings 12

13 STATEMENT OF QUALIFICATIONS SOQ can be incorporated into Capabilities Statement Summary statement NAICS and services you perform Projects and Client list (experience) Licenses and Certifications Contact information Address, phone number(s), , website, social media (FB, LinkedIn, twitter, etc.) PHX SBE WORKSHOP SERIES Are You Ready for PRIMETime II? 13

14 ADVERTISING BY CONTRACTORS In any advertising for services performed by licensed contractors, the following guidelines may be useful to prevent false and misleading advertisements. Any advertisement, including the name of the business, should not imply the name of a building trade or craft for which the contractor is not duly licensed. Advertisement, including the name of the business, should not imply that the contractor can perform work outside the scope of work allowed under the contractor s license. PHX SBE WORKSHOP SERIES Are You Ready for PRIMETime II? 14

15 ADVERTISING BY CONTRACTORS cont. Commercial and residential contracting are regulated separately, and therefore the license should be appropriate for the work you are promoting. All advertising, including websites, letterheads, business cards, fixed signs, mobile signs, other business forms and documents and radio and television commercials used in the conduct of business under the contractor s license should include the license number and the company name under which you are licensed. Written forms of advertising should include "ROC" preceding any license number. PHX SBE WORKSHOP SERIES Are You Ready for PRIMETime II? 15

16 BRANDING Collateral Collateral is your company s first and sometimes last communication method Your identity Your image Your story Capabilities Statement, Statement of Qualifications, Business cards, Website, Referrals (word of mouth) 16

17 INTERNAL RELATIONSHIPS CITY OF PHOENIX COMMERCIAL BREAK 17

18 Commodity and General Services Vendors Open Vendor Hours: The Procurement Division offers open vendor hours from 1 to 3:30 p.m. every Wednesday (except holidays). The Procurement Division is located at 251 West Washington Street, 8th Floor, Phoenix, AZ Professional/Consulting Services Vendors (and vendors wishing to participate in procurements under $1000) The majority of these solicitations are handled on a department basis. Refer to the Business Liaison list for a listing of contacts for each department. Visit the Solicitations Page to review the current solicitations in this category. IT Qualified Vendor List Information Technology Services maintains a qualified vendor list for information technology services. Call for more information. Construction Vendors For construction related solicitations and qualified vendor lists, etc., go to the Street Transportation Department webpage or call for information. 18

19 WORKING WITH PRIMES What do they want from you? Know Your Business ON TIME (Communication) ON or UNDER BUDGET (Reliable estimates) QUALITY PRODUCT (No re-work) LOW RISK (Safety; Bond-able; Able to pay suppliers; Good recordkeeping) GET TRAINING/MENTORING/COACHING!!! PHX SBE WORKSHOP SERIES Are You Ready for PRIMETime II? 19

20 BUILD YOUR RELATIONSHIPS Primes you have worked with - Communication is essential! Professional Associations - SHOW UP! and Participate! Networking and Lists SHOW UP! and UPDATE! Teaming Enter new markets with new partners! 20

21 BE MEMORABLE! (For the RIGHT Reasons) The Table Diver The Card Pusher The Won t Stop Talker Have to Pull It Out of You Non-Talker ipad Note Taker 21

22 REMEMBER It ALL matters. EVERYTHING you do is noticed Your conversations Your s Your dress The first??? seconds really do count! 22

23 Small Business Enterprise (SBE) Construction Subcontracting Goal Program Authorized by Chapter 18 of City Ordinance and A.R Applicable to construction subcontracting business opportunities HISTORY SBE goals are only set on construction contracts or construction phase of contracts No SBE goals on design contracts or design phases of contracts Historical over-representation of small businesses in professional services City fosters SBE participation through on-call contracts reserved for pre-qualified SBEs (SBE Qualified Vendor Listing [QVL]) City counts SBE participation that meets the commercially useful function eligibility criteria in the specified certification For negotiated contracts (DB & SBE participation during design phase will be counted towards the overall attainment of SBE participation 23 EOD031014

24 Equal Opportunity Department

25 Overview: 1. Define eligibility for SBE and DBE Programs 2. Explain certification process 3. Find and grow SBE and DBE business opportunities 4. Answer any questions you might have

26 Small Business Enterprise Program (SBE) Local program Applicable to procurement and contracting using City funds Disadvantaged Business Enterprise Program (DBE) Federal program Applicable to USDOT-funded contracts administered by the City or its subrecipients (surrounding 15 cities, Valley Metro and state wide) Primary or principal location in Maricopa County and certified by City of Phoenix U.S. firms certified by City, ADOT, or City of Tucson Home state certification required for out-ofstate firms.

27 Qualifying groups Personal Net Worth (PNW) Operational and For Profit Concern Control and Expertise SBA Guidelines Requirement U.S Citizenship Firm with primary or principal location in Maricopa County (Gender and race neutral) Owners personal net worth cannot exceed $1,320,000 (excluding ownership interest in the applicant business and the primary residence) Copies of 3 completed or in progress jobs, contracts, proposals or bids Owners must have the experience, expertise, and control of the day-today operations of the firm Business must qualify as a small business under the Small Business Administration guidelines Owner(s) must be U.S. citizens or permanent legal resident(s)

28 Qualifying groups Must hold at least 51% ownership of the firm African American males & females Anglo females Asian males & females Hispanic males & females Native American males & females Pacific Islander males & females Any U.S. firm that has been certified in Arizona. Home state DBE certification is required. Personal Net Worth (PNW) Operational for Profit Owner s personal net worth cannot exceed $1,320,000 (excluding ownership interest in the applicant business and the primary residence) Copies of 3 completed or in progress jobs, contracts, proposals or bids Control and Expertise SBA Guidelines Requirement U.S Citizenship Owners must have the experience, expertise, and control of the day-today operations of the firm Business must qualify as a small business under the Small Business Administration guidelines Owner(s) must be U.S. Citizen or lawfully admitted permanent resident(s).

29 Eligibility criteria SBE: Phoenix City Code Chapter 18 DBE: 49 Code of Federal Regulations (CFR) Part 23 (ACDBE) Part 26 (DBE) Certification eligibility requirements apply to the owner(s) of the business SBE: All owners DBE: Majority owner SBE/DBE certification is not transferable EOD staff verify applicant s eligibility to participate in the SBE and/or DBE Programs

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31 1. Applicant submits all required documentation through website. 2. EOD reviews documentation submitted for completeness. 3. Certification Specialist reviews documentation submitted for eligibility and conducts onsite interview/job site visit. 4. Certification Specialists issues determination to applicant. (Certification granted or denied. )

32 FHWA funded contracts = DBE goals City of Phoenix ADOT all ADOT subrecipients FAA & FTA funded contracts encourage primes to use small businesses city has aspirational DBE goals

33 Construction Contracts Locally funded = SBE goals SBE Goal Setting Committee Goal calculation based on registered SBEs in trade areas associated with each contract The more certified SBEs in those trade areas, the greater the goal EOD s goal: Register more SBEs in the trade areas typically included in construction contracts

34 Non-Construction Contracts Goods and Services (Professional & General) SBE Reserve Contract Program Contracts under $50,000 Contract reserved for SBEs if at least 3 SBEs certified for the scope/services are registered with the city s Vendor Management System The more certified SBEs, the more contracts that can be reserved for SBEs EOD s goal: Register more SBEs providing the goods and services the City buys on contracts less than $50,000

35 Create a vendor account to access tutorials and webinars Call Spanish-speaking staff available

36 Questions?

37 22 ND CONSTRUCTION NETWORKING EVENT sponsored by the City of Phoenix Meet your local SBE/DBE Firms Thursday, April 10 th Steele Indian School Park Memorial Hall Sign-in Program 2:00 4:00pm Immediately followed by the SBE Public Forum RSVP to (602) by March 28,

38 CONTACTS Valerie Churchwell, Small Business Outreach Manager, Community Development and Government Relations Division Mark Escobedo, Management Assistant II, Street Transportation Department, Gretchen Wolfe, Management Assistant II, Equal Opportunity Department, Ruby Dirks, Equal Opportunity Specialist, Equal Opportunity Department, PHX SBE WORKSHOP SERIES Are You Ready for PRIMETime II? 26

39 WHAT s NEXT THIS PRESENTATION AND SIGN IN SHEET WILL BE POSTED ON SKYHARBOR.COM Goto select SMALL BUSINESS DEVELOPMENT to visit our page. You will also receive an Online survey. We appreciate your feedback! Please continue to monitor Sky Harbor s Small Business website for future outreach sessions. 27

40 REMINDER Get Involved! Ask the Questions! PHX SBE WORKSHOP SERIES Are You Ready for PRIMETime II? 28