2019 DBE Management PLAYBOOK The mission of the DBE Supportive Services Center is to provide services to DBE firms to enable them to acquire the proficiency, expertise and experience necessary to compete on an equal basis, with non-DBE firms for federally-assisted PennDOT contracts and subcontracts.

2019 DBE Management PLAYBOOK I am Mark Corbin, Director of the Disadvantaged Business Enterprise Supportive Services Center at Cheyney University. Today I want to share with you the first the first half of the 2019 DBE Management Playbook. 2019 DBE Management Playbook: Is the DBE Teams “Plan of Action and Coaching Tips" that can be used to help DBE businesses and members of the DBE community grow and enhance their chances at winning PennDOT contracting opportunities. Over the next six (6) weeks we will share with you DBE Coaching Tips that should allow small business owners to have a better experience in pursuing PennDOT contracting opportunities.

DBE Coaches Corner – Tips You Need In order for any successful business or team to win they must have an effective coaching and strategies that position them to win. The following tips can enhance your PennDOT experience: ECMS, learn to navigate the ECMS System www.dot14.state.pa.us/ECMS/). Request User ID/Password. Proper Preparation, PennDot districts know where you want to work. Know Your Limitations: Understand what you can and cannot do. Know which PennDOT work class codes apply to your) firm. Become an Early Adopter: Become a DBE and utilize the free resources, products and technology available. Solution Oriented: Approach each Prime and Sub-contractor with a solution to their project need. Show your team spirit: Prominently display your business name, logo on stationary and uniforms. Keep your name in front of the public you want to reach.

1 2 3 4 Tip1: Create a DBE Plan of Action DBE Eligibility firm must be owned by a U.S. citizen or lawfully admitted permanent resident of the U.S. Firm’s average gross receipts over the previous three fiscal years less than $23.98 million. Download the SBE Application at https://www.dotsbe.pa.gov/SBEWeb/documents/SBEPaperApplication.pdf 2 PennDOT Registered Business Partner The ECMS website gives you background on the types of work planned and advertised even before you become a registered business partner, and you have no obligation to register. Business Partner registration link: http://www.dotdom2.state.pa.us/ecms/BP_Reg/index.html 3 Study the Competition and read what other business owners are reading. Make sure to read: http://www.entrepreneur.com/ http://www.fastcompany.com/, http://www.inc.com/. A good book: Own the Room: Discover Your Signature Voice to Master Your Leadership Presence by  Amy Jen and Muriel Maignan Wilkins.  4 Make Contact with new friends who do not look like you. You are moving into a new group of business people. Learn the basics of how networking in that part of the state works. Networking in Philadelphia is different than in Pittsburgh. Keep in mind networking works by connecting with people. Remember to Smile, Be Friendly, Provide Solutions and make Contact with a Purpose. Coaching Tips We are playing to create opportunities for ourselves one play at time. Utilize the above Zero-Based Marketing Strategies and get a win this week. Call time-out (Mark Corbin: 610-399-2178) and come to the sideline if you need assistance?

Tip2: Know Your Team  The 5 People You Need to Know employs the same theory it stacks business people on your side to help you advance your DBE Business. Advocate: Someone who will support or recommend your business publicly. Coach/Strategist: Someone who is skilled in strategy and willing to help develop your business. Mail Carrier: Someone, especially a friend, who delivers for your business consistently. Mentor: A wise and trusted counselor or teacher whom You will listen. Man or Woman of Action: Someone who prefers to act rather than contemplate and gets things accomplished quickly and efficiently for You.

DBE Supportive Services Team Contact Information: Mark Corbin: mcorbin@cheyney.edu Telephone: 610-399-2178 Dominique Smiley: dsmiley@cheyney.edu Telephone: 610-399-2473 DBE Website: www.pennsylvaniadbe.com 6