Most certified KY DBEs have businesses over five years old – which puts them past the crucial start-up phase – and the resources available to new businesses may not be as useful for these experienced business owners.

DBE certification is an important element for many small, minority- and women-owned businesses. Along with choosing certification as part of a strategy to develop business opportunities, business owners should take advantage of the many resources available to assist in business development.

For most certified KY DBEs, a Certificate of Eligibility, prequalification with the Division of Construction/Construction Procurement, is necessary to bid on KYTC projects, including the Ohio River Bridges Project.

However, as any certification options are considered, it is important to understand what any business enterprise certification can and cannot do for your business.The first thing to understand is that whether it is from federal, state or city governments, or through a public utility or corporate entity, no certification guarantees contracts. Business Enterprise certification should be regarded as an important tool for marketing and positioning your business for opportunities.

Additionally, a well-developed business plan is important for any endeavor – and if you don’t have a written plan, you should create one. It is important to assess your business for its strengths, weaknesses, opportunities and the threats that may be standing in the way of growth. Assistance with business planning is available through the Bridges Project’s Entrepreneurial Development Institute (EDI). Please click here to see the calendar of events to choose the program that fits your needs.

Once DBE or any other business enterprise certification(s) are established, there are some important next steps to follow to maximize your opportunities:

Kentucky Procurement Assistance Program (KPAP)

KPAP is a free business assistance program offered by the Kentucky Cabinet for Economic Development. KPAP's purpose is to help Kentucky firms do business with federal, state and local government agencies.KPAP consultants assist with marketing. vendor registration, government contracting rules and regulations and training.

Contact the Kentucky Procurement Assistance Program at 800-838-3266 or by clicking here:

KPAP.

Contractor Registration
Registering your business with as many procurement agencies as possible is an important step in marketing your business. Your business has a better chance of being solicited for bids, if it appears on multiple certified and prequalified lists.

The following actions steps are recommended:

• Determine your company’s NAICS code(s) online at the Census Bureau
• Register on the Central Contractor Registry: www.ccr.gov
• Register with your local and/or county governments
• Identify major general contractors in your area and contact them about registering on their contractor lists
• Check your directory listings to make sure you have provided the most accurate information about your company–
  • KYTC: KYTC KY DBE Directory and the KYTC Certified and Prequalified DBE Directory.

  If any of your information is incorrect or you need to add any additional contact information, please contact Megan Tillman at KYTC at (502) 564-4610.

Research
It is important to identify businesses and agencies that would benefit from your services/products, particularly those that include/require an element of disadvantaged, minority- or women-owned business participation. Business owners should register for updates where available to stay apprised of opportunities.

• Scan the website for Federal Business Opportunities: www.fedbizopps.gov
• Scan KYTC and Kentucky Finance Cabinet for procurement opportunities
• Identify and scan county and local government websites for procurement opportunities

Marketing
It is as important for certified small businesses to market themselves effectively as it is for any other business. But marketing your business does not have to be expensive. Explore opportunities for registration such as above and look for and participate in networking events as part of your strategy.

There are key elements that business owners must develop as part of their marketing strategy:

Your Business Resume – Your business resume should be compiled in a professional manner, on company stationery in a pocket folder, if possible. Use this checklist to prepare the materials to prepare and include in your marketing package:

? Your business overview - including dates and types of current certifications and prequalifications (please keep in mind that even though you may indeed be disadvantaged, a minority or woman business owner, you are not certified if you have not applied and been officially certified as such).

? Your contact information – including all information necessary for contacting you including a working email address. The vast majority of correspondence about projects is distributed via email.

? Your business experience – including a list of contracts and sub-contracts, project names, dates, scopes of work and the prime contractors with whom you have worked. Provide references and contact information as requested.

? Your products/service – including a list of the scopes of work you have experience doing and/or a list of products you provide.

? Your business cards – Be sure that your business cards have your current contact information including your certifications (DBE, MBE, WBE, SDB, etc.).

? Your company website – It is relatively inexpensive to have a simple website created for your business. Using key words to describe your services make your business more likely to be found in a website search. You should post your previous performance and any testimonials on your website.

Networking
Most major contractors have specific supplier diversity goals. Develop a list of 5-10 target contractors that are most likely to need your services or materials.

Contact your targets in the most professional manner possible and provide them with your Business Resume. Next steps include:

• Following up after sending information or registering on a contractor list – this helps your targets understand that you are serious about working with them
• Asking to meet with these contractors to discuss your Business Resume and any opportunities for mentoring
• Asking for templates they may use for product bids
• Attending and actively working tradeshows prepared with your Business Resume
• Asking for referrals and references

Proposals/Bids

• Submit bids in a professional and timely manner and follow up quickly.
• If your bid is not accepted, contact the contractor and ask why. Let them know you are dedicated to improving your business and any input they can offer is appreciated.
• If your bid is accepted, ask the contractor for a testimonial to post on your business website.

If you need help developing a plan, please consider attending one of the EDI FastTrac Programs; Listening to Your Business or GrowthVenture. Contact the KY DBE Program Manager of the Ohio River Bridges Project at 502-499-9440 or email info@tktandassociates.com.