New Vision Industries Copyright 2005 © Enterprise Development Group, Inc. Enterprise Development Group

New Vision Industries Copyright 2005 © Enterprise Development Group, Inc. Michelle Brown Regional V.P. Business Services Enterprise Development Group  I WOULD LIKE TO PERSONALLY WELCOME EACH & EVERY ONE OF YOU  IT IS MY HONOR & PRIVILEDGE TO SPEAK WITH YOU ALL TODAY  WE BEGAN OUR RELATIONSHIP THRU A SIMPLE SURVEY  THRU THAT SURVEY WE EMBRACED YOUR ENTREPRENUERIAL PAIN  YOU GUYS ARE TEACHING US HELPING US HELP YOU

New Vision Industries Copyright 2005 © Enterprise Development Group, Inc. Who We Are  We are a business development company dedicated to increasing the survival rate & profitability levels of small enterprises nationwide. What Do We Do  We create innovative, effective funding & business programs to advance small businesses to the highest level of performance. Why We Do It  We do it because there is a desperate cry for help in the small business community and few programs that address the true need; As shown in U.S. failure rates.

New Vision Industries Copyright 2005 © Enterprise Development Group, Inc.  We became involved because some of our clients expressed concerns regarding securing contracts.  We were already on a mission to secure funding for small businesses to help them survive. Our goal was to work directly with lenders to provide funding for small businesses that could not secure funding alone.  Including small business contracting was simply became part of the mission to help small businesses survive. HOW WE GOT INVOLVED

New Vision Industries OUR VISION Our vision is to build a “New Corporate America” offering a holistic, client focused approach which allows business owners to focus on their businesses while we focus on them. Our consultative, combined service approach allows business owners to develop into entrepreneurial leaders while building viable, profitable enterprises. Copyright 2005 © Enterprise Development Group, Inc.

New Vision Industries OUR MISSION Our mission is to increase the survival rates and profitability levels of the smaller enterprise thru delivery of integrated, holistic, consultative business services that address the relevant, pragmatic needs of small business owners. Copyright 2005 © Enterprise Development Group, Inc.

New Vision Industries ENTREPRENUERIAL DEVELOPMENT Entrepreneur (Client) Access to Capital & Credit Lines New Facility Higher Supplier Credit Lines New Clients Contracts Increased Revenue Operational Procedures & Systems Employment Opportunities Business Protection Business Owner Development Outcome Business Owner (Client) Corporate & Gov’t Relationships Sales & Marketing Leadership Development Organizational Management Funding & Contracting Business Support Services Financial Management Supplier Credit Holistic Copyright 2005 © Enterprise Development Group, Inc.

New Vision Industries Copyright 2005 © Enterprise Development Group, Inc.  TODAY WE WILL TURN THAT PAIN INTO POWER  POWER THAT WILL ALLOW SMALL BUSINESSES TO SURVIVE & PROSPER  WE ARE THE LEADERS OF TODAY WE MUST GUIDE OURSELVES  BEFORE WE DO THAT WE MUST ACKNOWLEDGE SOME TRUTHS  WE MUST KNOW WHERE WE ARE TODAY BEFORE THE JOURNEY BEGINS PAIN TO POWER

New Vision Industries Copyright 2005 © Enterprise Development Group, Inc.  51 DBEs & MWSBEs participated in the survey  16 DBEs & MWSBEs received contracts within the last 2+ years  36 DBEs & MWSBEs received no contracts within the last 2 years  31%/51 DBEs & MWSBEs received contracts thru ADOT & COP in 2 yrs  Out of 51 surveys ONLY 2 of you received contracts this year, 2009  Additionally 20 or so DBEs & MWSBEs simply gave their experiences THE SURVEY

New Vision Industries Copyright 2005 © Enterprise Development Group, Inc. SURVEY EVALUATION . 039% received what we now call 2009 stimulus contract awards  Not even a full 1% of you received 2009 stimulus contract awards  14 of the successes documented are 2 or more years old  As noted in ADOTs disparity study we agree that problems vary  However we found many contributory factors & solutions

New Vision Industries Copyright 2005 © Enterprise Development Group, Inc. CONTRIBUTORY FACTORS  Many DBEs/MWSBEs don’t know where to find bid opportunities  No goals, percentages or requirements on the part of the Prime  Can’t get past the Prime/GCs gate keepers  Not sure where bid is going even if it is accepted by Prime  Prime’s use of same subcontractors & DBEs over and over  Prime’s creating their own subcontracting companies for contracts  Contract insurance costs to bid are exorbitant  Low bids to many DBEs/MWSBEs giving their work away

New Vision Industries Copyright 2005 © Enterprise Development Group, Inc. CONTRIBUTORY FACTORS  Specific DBE/MWSBE categories not included in bid specs  It appears that many DBEs/MWSBEs bid on same projects no diversity  No transparency in the process, no one knows what’s going on  No identified contract opportunities for specific DBE/MWSBE categories  No response from Primes, project managers, no accountability  Large companies advertise bids only to show good faith  Projects too large for DBEs & MWSBEs to compete  Primes have local presence no need to work with DBEs/MWSBEs  DBEs/MWSBEs can not make a profit giving work away

New Vision Industries Copyright 2005 © Enterprise Development Group, Inc. OUR RESEARCH  Many Corporations & Primes do not have their bid processes available  Some have told us point blank they are not using DBEs/MWSBEs  You must dig deep into websites to locate info on how to bid  DBEs/MWSBEs are given only very little time to bid  All will simply take the lowest bid causing DBEs to loose money  Most companies have no point of contact for small businesses  Company officers are often not aware of problems  Company employees have no accountability to the process

New Vision Industries Copyright 2005 © Enterprise Development Group, Inc. OUR RESEARCH  No companies we researched had bids opportunities posted  The same companies are getting the awarded contracts  Difficult to locate DBE/MWSBE opportunities for engineers, design  Some DBE/MWBE services not included in bids but should be  DBEs/MWSBEs have no idea if they are competitive with bid  These factors affect the DBEs/MWSBEs ability to secure contracts  DBEs/MWSBEs are not teaming up to secure larger contracts  Many of you simply don’t know how to play the game

New Vision Industries Copyright 2005 © Enterprise Development Group, Inc. SOLUTION #1: GET INVOLVED  Work with ADOT & COP to request program design changes  Work with gov’t officials that have the power to make the changes  According to Washington, gov’t change starts here we must be involved  Each state has the ability to structure their own programs  We need to hold ourselves and our agency programs accountable  Speak up as a group not as a separate entity we can partner for change  Keep the lines of communication open consistently among you

New Vision Industries Copyright 2005 © Enterprise Development Group, Inc. SOLUTION #1: GET INVOLVED  Recognize that your peer business owner’s problem is your problem  Share what you learn with the DBE/MWSBE community  Stop working against each other and start working with each other  Remember we must learn to help ourselves; we will not be victims  Create Joint Ventures to secure more and bigger contracts  Find ways to work together to compete  Get out of your comfort zone

New Vision Industries Copyright 2005 © Enterprise Development Group, Inc. Question & Answer Session