1. Doing Business with PennDOT
SUPPORTIVE SERVICES CENTERS
Facilitator: Mark Corbin, Director
Small Business Enterprise Supportive Center
May 2017

2. Our Mission
The mission of the Center is to provide training and consulting services that will enable
DBEs | DBs |SBEs
to acquire the proficiency, expertise and experience necessary to compete, on an equal basis, for federally-assisted PennDOT highway contracts and subcontracts

3. Why work with PennDOT?
PennDOT awards over $1 BILLION in contracts each year.
Any project receiving federal funds has a DBE Goal.
There are still many opportunities for SBEs who don’t qualify as DBE or DB.
All Services Provided by the Supportive Centers are Free of Charge.
And any project that is 100% state fund has a Good Faith Effort Requirement

4. SBE Mission
The Mission of the Small Business Enterprise Supportive Services Center (SBESSC) is to serve as a resource for assisting SBE firms in gaining access to FAA, FHWA, and FTA assisted, transportation-related contracts. The Center will also assist SBEs active in the transportation arena in becoming self-sufficient and achieving proficiency in order to compete on an equal basis with non SBEs.

5. Seeking SBE Certification?
Race, Gender and Culturally Neutral
For Any Firm that does not meet the requirements of DB and DBE
The SBE element is race and gender neutral.
The Mission of the Small Business Enterprise Supportive Services Center (SBESSC) is to serve as a resource for assisting SBE firms in gaining access to FAA, FHWA, and FTA assisted, transportation-related contracts.  The Center will also assist SBEs active in the transportation arena in becoming self-sufficient and achieving proficiency in order to compete on an equal basis with non SBEs.

6. SBE Program Overview
Remove barriers and increase participation on federally-assisted transportation projects.
SBEs will need to apply and be certified by the Department's Bureau of Equal Opportunity, unless they are currently certified as a DBE firm. 
All DBEs certified by PA UCP are SBEs and DO NOT need to submit an SBE application.

7. What is an SBE?
A for-profit business owned by a United States citizen or lawfully admitted permanent resident of the United States.
A firm that does not exceed the Small Business Administration's size standards for the work they desire to perform.
A firm whose average annual gross receipts for the three previous fiscal years does not exceed $23.98 million.
All DBs and DBEs are automatically SBEs.

8. PAUCP Certifying Agencies:
Pennsylvania Department of Transportation (PennDOT)
Allegheny County
City of Philadelphia
Port Authority of Allegheny County
Southeastern Pennsylvania Transportation Authority (SEPTA)

9. Applications are available online There is no fee to apply for
Applications are available online
&
There is no fee to apply for
DBE Certification

10. Benefits of being an SBE
Increased business visibility.
Increased potential for contracting opportunities.
Opportunities to partner with other SBE and DBE firms on PennDOT projects.
Free access to services provided by the Supportive Services Centers).

11. 12 Districts and over 40 Counties
PennDOT’s 12 Engineering Districts throughout the state maintain, restore and expand the state’s highway systems.
Each office does its part to deliver a safe and efficient transportation system on the nearly 40,000 miles of highway and roughly 22,660 bridges that PennDOT is responsible for.

12. Define Your Target PRIME (s): Evaluate Your Decision
Once you've decided on your PRIME (s) targets, be sure to consider these questions:
Are there enough PRIME (s) that fit my criteria?
Will my target PRIME (s) really benefit from my product/service? Will they see a need for it?
Do I understand what drives my target PRIME (s) to make decisions?
Can I be the BEST CHOICE will my bid afford me the opportunity?
Can I reach the PRIME (s) with my message? Are they easily accessible?
Broaden your focus! Remember, you can and should have more than one PRIME (s) target.
Take into consideration: Whether or not your marketing message should be different for each PennDOT District. If you can reach each of the 12 PennDOT Districts effectively with the same message, then you have the enviable task of managing your new relationships and workload effectively.
Note: Prime (s) is synonymous with Consultants

13. Professionally--Who Knows Your Firm Exists
Professionally--Who Knows Your Firm Exists? Gain Attention Before You Walk in the Room
The objective of the Capability Statement (“CS”) is to introduce new methods and tools to DBE’s that will allow firms to become more recognizable to Primes prior to new business opportunities being listed by PennDOT on ECMS.
How a Capability Statement will benefit your firm:
A Capability Statement can serve as an excellent introductory document for distribution to your targeted Primes before doing business with them.
Using favorable testimonials, information regarding others on your team, awards and certifications in your Capability Statement can show the depth of your team and business.
Turn Your Product Launch into an Event. Invite your Targeted Prime (s) out to one of your current worksites: (a) As the CEO you should lead the tour, (b) Plan and rehearse your entire presentation, (c) Make a big deal about your product launch both your potential customers and the local media are likely to take it more seriously, and it’ll be reflected in your product sales.

14. SBE Networking Commando
One of the outlier responses to the 2013 DBE Needs Assessment Survey was associated with the following question: “What most hindered your ability to quote a PennDOT project?” 43% of respondents cited “Lack of Prime Contractor Networking.” To that end we have decided to take a different approach to helping SBEs improve their networking activities utilizing a derivation of “Mission Command” a military model. “Mission Command requires commanders to understand the operating environment and associated problem, envision the end state, and visualize the nature and design of the operation and solve the stated problem.” The goal of the Networking Commando is to apply the same techniques to the daily operations of the small business owner. We suggest the following solutions to alleviate Networking Hindrances: (1) Business Intelligence, (2) 30|60 Day Strategy, (3) 90-Day Strategy and (4) Associations Value.
Business Intelligence
When you receive a lead from someone in your network realize you are getting information on a prospective customer who is usually ready to buy - now. The prospects are generally known to the person who gave you the referral. ‘This generally results in a cost savings to you i.e. less time acquiring the new customer and less cost for advertising.” These new leads will know that you are reputable based on the recommendation of a mutual acquaintance, and will be more likely to pick up the telephone when you call to initiate your relationship.
30|60 Day Strategy Once you've targeted your prospects distribute your firms Capability Statement. Your Capability Statement will serve as an excellent introductory document for distribution to prospects and others before doing business with them. I recommend this be done by within the first five-days of meeting. During the next days follow-up with a mailed (U.S. Postal Service) version. On day 60 you should follow-up with a postcard sized reminder with the firm logo and your name prominently displayed on the front. The firm’s services, mailing address, website and address should be on the back panel. 14

15. There is no charge to DBE/DB/SBE firms for these services
Supportive Services Overview
Comprehensive Business Development Program
Marketing Assistance
Professional Trainings & Workshops
Technical Assistance with ECMS Navigation
There is no charge to DBE/DB/SBE firms for these services

16. There is no charge to DBE/DB/SBE firms for these services
DBE/DB/SBE Opportunities
Individualized One-on-one & On-Site Assistance
Supportive Services Conferences
Prime Networking Events
There is no charge to DBE/DB/SBE firms for these services

17. Disadvantaged Business Enterprise Supportive Services Center
DBE/DB/SBE
Supportive Services Centers
Cynthia Moultrie, Director
Disadvantaged Business Enterprise Supportive Services Center
Telephone: 877-PENNDBE /
Kenyon Holley, Director Diverse Business Enterprise Supportive Services Center Telephone: /
Mark Corbin, Director Small Business Enterprise Supportive Services Center Telephone: /

18. Supportive Services Centers
DBE/DB/SBE
Supportive Services Centers
QUESTIONS?
Thank You.