Presented by Howard Jefferson to 2012 NAACP National Convention

Identifying contracting and procurement opportunities is not a problem, however, securing government contracts can be a monumental challenge. We will discuss specific situations and strategies that have been successful in securing government contracts for MWBE. We will also discuss specific factors that I believe will maximize securing these contracts.

Situation I:  Problem: Eleven days before voting on a proposition to build a baseball stadium, the poles indicated the proposition was losing by ten percentage (10%) points. Situation II:  Problem: Houston had a proposition to build a new basketball arena, the proposition failed, the proposition was put back on the ballot, they then understood that they needed the African American vote to pass a stadium referendum. Situation III:  Problem: City of Houston had a Bond proposition on the ballot for $500,000,000 dollars to upgrade streets and infrastructure. On same ballot, there was a proposition to get rid of Affirmative Action. There were concerns that the bond proposal would not pass.

 Relationships and commitment must be made at the top, President/CEO & Chairman  Must have people negotiating who know how to “deal”  A signed memorandum of understanding (MOU) by decision makers  In the MOU, special language should speak to ethnic minority participation  Agree up front to hold update meetings periodically  Form “significant” coalitions  Have credible people involved so as to avoid re-focusing on negative and distracting issues Factors In Securing Government Contracts

 We have more bargaining power when we are needed for success of selected projects, etc.  Bring value and capability to the table  Obtain agenda of city, state, national, and other governmental agencies  To continue to have an effective coalition, all qualified members must be given an opportunity to participate  Use your African American Chambers, etc. to identify opportunities. Get in the huddle when plays are called early and become knowledgeable of the facts of the “business opportunities”, “he who knows the most the soonest usually wins”.