You just got your approval letter- you’re now a certified WBE!

Now what’s your plan?

So many business owners assume that once they get certified, business will automatically pick up, and that contract opportunities will start pouring in. This line of thinking could harm your business, and here’s why…

1. Think of the WBE certificate like a college degree…

When you get a college degree, job offers don’t just fall into your lap. You have the degree that validates your qualifications as a college graduate, but now the real work starts. You have to apply, network, interview AND ultimately be the best fit for the job.

Having a WBE certificate is no different. Now starts the hard work of networking, bidding, and marketing. And ultimately you still have to be the best company for the job.

2. Don’t assume your certificate opens every door…

Here’s the first of two hard truths:

There is no one supplier certificate that is accepted by every procurement department.

The world of contracting can be difficult to navigate because of this. Every single procurement department in every corporation, state, agency, city, etc. makes their own goals and rules as to what certificates they accept (or if they even accept any).

Some organizations make it easy and accept WBENC as a national certifier. Others, like PennDOT, have their own separate certificate program (the PAUCP), and they do not accept any outside certificate, even the WBENC WBE. Vice versa, you can’t take that PAUCP certificate to any other corporations besides PennDOT, Septa, or the other PA transportation agencies. You need to do your research and be strategic about which certificates and clients you pursue.

Learn more about how to pick the right certificate for your business

Here’s the second hard truth:

There is no universal list of RFPs for small businesses, or even a list of corporate and government procurement departments that accept your WBE certificate.

Again, you need to do your research, and you need to be strategic. There are hundreds and hundreds of corporations and government agencies out there. Nail down a short list of your target clients for this year, ask and confirm which certificates they accept, and then start the hard work of networking, applying, marketing, and building business relationships.

How Can I Use My WBE Certificate to Get Clients? I Don’t Know…You Tell Me

3. Don’t fall victim to the myths…

First of all, being a certified women-owned business never guarantees you a contract over a male-owned business.

This is a very common myth that is simply not true.

The goal of these programs is NOT to take contracts away from some businesses in favor of others, but to encourage a broader range of small businesses to enter the corporate supply chain and provide an equal opportunity to compete. Procurement departments who look for certified businesses aim to share contract opportunities with as many small businesses as possible, and to provide education on how to navigate the procurement process so that contracting becomes more accessible. Even though you are certified, you still must be the best fit for the job.

You’ve got tons of competition, which is why you need a plan to come out on top.

So Where Do You Start?

Start working on that strategic and/or marketing plan. If you have one, incorporate networking and procurement relationship building into it. We always like to recommend that new WBEs attend our monthly “Maximizing Your Certification” webinar to learn more about the network.

Congrats on your certification! Now the hard work begins…