Why do small businesses get certified?
The goal of supplier certification programs is to make connections between small businesses, and corporate and government procurement departments.
It can be hard for small businesses to know where to start, who to contact, how to find RFPs, or even get a foot in the door to be equally considered for contracts.
That’s where certification programs come in.
By participating in these programs, both small businesses and corporate/government buyers benefit:
Small business owners get access to valuable connections at potential clients’ procurement departments and an equal opportunity to compete.
Procurement departments get access to a wider variety of potential suppliers for services and products, while still having full control to pick the supplier that’s the best fit for the job, whether it’s a certified firm or not.
So if you’re considering applying for a certification, or learning more about how to use your certification, you’ll want to keep these things in mind:
1. Responsible supplier sourcing is good business sense for the bottom line.
Organizations in the private and public sector alike find that a varied supply chain, comprised of many different small businesses, is a resilient supply chain. By expanding their pool of potential vendors, procurement departments lower risk of supply chain backlog, introduce price competitiveness, drive down costs, encourage innovation, pivot quicker, and receive superior products and services.
There’s a strong business case for supply chain variation. In the end, it truly benefits the bottom line.
Knowing this, it’s important for you to focus on how you can help your clients excel. What makes you unique from your competitors? How can you be a game changer for your client? Why would you be a valuable addition to their supply chain versus an incumbent?
2. Being a certified supplier does not guarantee you contracts.
This is a very common myth that’s simply not true.
What it does is provide education on navigating procurement processes and an equal opportunity to compete. Yes, occasionally having that certificate can be the cherry on the top, but you still must be the best fit for the job, have competitive prices and a superior product or service. The most successful WBEs build business relationships in order to build their business.
How Can I Use the Network to Connect with Potential Clients?
3. There are many different certifications out there to choose from.
There’s no “one size fits all” certificate that’s accepted by every procurement department in the country. So which one is right for you?
The best indicator of which certificate you should choose lies in your client base. Do you primarily focus on commercial contracts with private corporations? Government contracting? Federal, state, or city government? Transportation? Retail? The more you can identify WHO your clients are, the better we can guide you to the right certification.
I always recommend that business owners take a look at their targeted clients ahead of time to get to know the procurement program and what certificates they accept, that way you’re not surprised when it comes time to submit a bid or sign a contract.
How to Pick the Right Certificate for Your Business
4. Every organization’s supplier sourcing methods are different, so do your research.
Many organizations have a supplier sourcing manager in their procurement office who advocates for contract opportunities to be shared with small businesses. Some organizations don’t have a centralized purchasing department, but instead have buyers within each individual department. Some release RFPs publicly, while others share invite only RFPs.
Gone are the days of sending in cold applications and unsolicited RFPs. Today it’s all about networking and building business relationships. And that’s where these small business sourcing programs can help you get started.
The WBENC network has over 500 corporate and government members on a national scale, with about 60 active locally in WBEC-East. Keep in mind these organizations are not the only ones that are looking to grow their supplier base (there are tons out there!), these are just ones that pay dues to WBENC to have access to our networking events. If you’re looking to grow your business, these are great organizations to look into.
Being a Better Supplier: 11 Secrets to Connecting with Corporates
5. Many of your target clients have their own internal database or portal that you should join.
A great first ask when pitching to a procurement professional is for the link to their internal supplier portal. Then upload your information and WBE certificate. WBENC has a huge database of WBEs that corporates can access, however many procurement folks will quickly scan their internal database first before sending out an RFP. Yes, uploading your certificate to a number of different portals seems tedious (so be strategic about which ones you join), but it may give you just a tiny bit more of a heads up when RFPs are released.
6. The world is your oyster when it comes to networking.
The great thing about your WBENC certification is that it is nationally recognized in all 14 territories and opens doors in every state.
Check out the full calendar of events from all of WBENC’s regions, and sign up to receive event emails from the other regions. Take advantage of virtual programs- you never know what opportunities you’ll find or who you’ll meet.
But don’t limit yourself here either. Chambers of Commerce, Small Business Development Centers (SBDCs), APEX Accelerators, and even the corporations themselves are all known to host procurement networking events. These events are generally open to all small businesses. Get on those mailing lists, search online… and read our newsletters too, because we’re constantly sharing new events from the community.
Check out local events from the small business community
7. You can work small businesses into your supply chain too.
It’s not just for huge corporations. WBEs often overlook the huge pool of potential clients that are sitting right under their nose- the 20,000 other certified WBEs! Many women business owners seek to work with other small businesses, including other women owners. Think about how you typically seek out new vendors, and then set a goal for yourself to expand your horizons, whether that’s hiring an accounting firm or a graphic designer. You never know when you might discover a game changer for your business!
Get Started Today
Learn more about getting certified as a WBE
Already certified? Tune in to our regular “Maximizing Your Certification” webinars to learn how to take advantage of the opportunities available.