1. Best Practices for DBE’s USDOT/FTA “DOORS” Program, Minneapolis, MN Roberto Cornelio, Great Lakes Region OSDBU/SBTRC

2. Best Practices for DBE’s Are you ready to do business? Are you ready to do business? Do you have the strongest possible foundation for your business that will enable you to perform and to grow? Do you have the strongest possible foundation for your business that will enable you to perform and to grow? Have you done an objective assessment of your capacity? What size project can you really handle? Have you done an objective assessment of your capacity? What size project can you really handle? Do you have access to the capital that you will need to finance a project? Do you have a cash flow projection? Do you have access to the capital that you will need to finance a project? Do you have a cash flow projection?

3. Best Practices for DBE’s Are you ready to do business? Do you have an operations plan that will allow you to seamlessly deliver on the project? Do you have an operations plan that will allow you to seamlessly deliver on the project? Do you have a plan to hire, train and retain the people that you will need to deliver on the project? Do you have a plan to hire, train and retain the people that you will need to deliver on the project? Do you have the internal infrastructure and capacity to ensure that all necessary paperwork required for payment will be completed and submitted on time to ensure you get paid? Do you have the internal infrastructure and capacity to ensure that all necessary paperwork required for payment will be completed and submitted on time to ensure you get paid? Do you have an attorney who will help you read/understand/negotiate your contract? Do you have an attorney who will help you read/understand/negotiate your contract?

4. Best Practices for DBE’s Are you staying ready? Are you staying ready? Are you taking advantage of the various forms of free assistance that are available to you? Are you taking advantage of the various forms of free assistance that are available to you? State DOT Supportive Services programs State DOT Supportive Services programs SBA programs including Small Business Development Centers and SCORE SBA programs including Small Business Development Centers and SCORE DOD’s Procurement Technical Assistance Centers DOD’s Procurement Technical Assistance Centers USDOT’s Small Business Transportation Resource Center USDOT’s Small Business Transportation Resource Center Chambers of Commerce and Business/Trade Associations programs Chambers of Commerce and Business/Trade Associations programs

5. Best Practices for DBE’s Are you staying ready? Are you making sure that these assistance programs know what you really need to compete and be successful? Are you making sure that these assistance programs know what you really need to compete and be successful? Are you making sure that procurement officials know who you are and what you can do? Are you making sure that procurement officials know who you are and what you can do? Are you making adjustments/changing your strategy as you move forward? Are you making adjustments/changing your strategy as you move forward?

6. Winning the Bid Are you getting frequent/timely information about upcoming opportunities? Longer term opportunities? Do you know where the money is being spent and where it will be spent? Are you getting frequent/timely information about upcoming opportunities? Longer term opportunities? Do you know where the money is being spent and where it will be spent? Are you evaluating opportunities on an ongoing basis to ensure that they are consistent with your capacity? Are you evaluating opportunities on an ongoing basis to ensure that they are consistent with your capacity? Do you have boilerplate language for your bids and proposals? Do you have boilerplate language for your bids and proposals?

7. Winning the Bid Do you know how the agency’s procurement process works? Do you know how the agency’s procurement process works? Who reviews proposals? Who reviews proposals? Who makes recommendations? Who makes recommendations? Who makes the final decision? Who makes the final decision? Do any of these people know who you are? Do any of these people know who you are? Are there unique things in the procurement process that concern you? Are you recommending that changes be made? Are there unique things in the procurement process that concern you? Are you recommending that changes be made?

8. Winning the Bid How do you find the Primes with whom to partner? How do you find the Primes with whom to partner? How do they find you? How do they find you? Do you vet the Primes? Do you vet the Primes? How do they vet you? How do they vet you? What kind of relationship do you try to build with the Primes? Are you a partner or a sub? Can you become a joint venture partner? What kind of relationship do you try to build with the Primes? Are you a partner or a sub? Can you become a joint venture partner?

9. Winning the Bid Have you thought about teaming up with other DBE’s who have your or greater capacity? Have you thought about teaming up with other DBE’s who have your or greater capacity? Tried putting together your own “Dream Team”? Tried putting together your own “Dream Team”? Finally, are you making plans for and getting ready for life after graduation? Finally, are you making plans for and getting ready for life after graduation?