I know you've researched certifications and how they can help your small business but oftentimes I'm told "I really don't want to sell to the government". There are many preconceived notions about selling to the federal government - some valid, others, not so much - but if you don't want to play in that space, I am not in the business of forcing you into it. What I will tell you is certifications are not just for the federal marketplace, they can come in really handy if you wish to sell your goods or services to major corporations as well. Several states will offer tax incentives to corporations for hiring certified minority subcontractors. The state of Georgia, for example, gives companies a tax break of 10% up to $100,000 for work sub-contracted to certified minority suppliers. The key word here being "certified".
The same certifications that I allude to in my newsletters will usually suffice for Corporate Buyers as well. Women Business Enterprise, Minority Business Enterprise, Veteran Owned or Service Disabled Veteran Owned Small Business are just a few of the "certifications" that would meet the requirements for most Corporate Supplier Diversity programs. Some companies also include LGBT (Lesbian, Gay, Bi-Sexual and Transgender) peoplein their diversity targets. One such company is Marriott International and it is #15 in DiversityInc Magazine's Top 50 Companies for Diversity list for 2011.
The key is, as always, to know who buys what you are selling. If there are companies who have a need, reach out to their corporate headquarters and ask for the person in charge of supplier diversity. Here in Atlanta, we are fortunate to have almost a dozen such companies including The Home Depot, Newell Rubbermaid, UPS, Coca-Cola and Delta Airlines. Most of these major companies are affiliated with one or many certifying agencies like WBENC - Women's Business Enterprise National Council - or GMSDC - Georgia Minority Supplier Diversity Council. Because of those affiliations, the companies may prefer certification from that particular agency, but any National Certifying agency certification will suffice.
There is one common thread that runs between the federal marketplace and the corporate sector... that is persistence. Just as obtaining a federal contract is not a short term proposition, getting into one of these major corporations as a supplier will not be an overnight thing. The advantages, however, abound. Most of the corporate buyers you'll be looking at are publically traded companies; therefore, there will be a ton of information readily available online. Finding the person in charge of supplier diversity will probably be easy, getting him or her to get back to you will likely be more difficult, but I didn't promise this would be easy. Finding information about a company's supplier diversity goals and targets will likely be easy, as will finding historical data about their prior years' goals and, more importantly, whether they were met.
Armed with this public information, you can present yourself and your goods or services, as the problem solver in all ways. Not only are you bringing the company the products they need, but in the process you can help them make the targets they missed last year since your business is "certified". Understand that supplier diversity is a win-win-win proposition. The companies who have embraced it already know. It's a win for the company because they get the product they need from a minority supplier that allows them to meet their target, they earn tax incentives for meeting their diversity goals relating to procurement and it's a win for you as you grow your business in the Corporate sector.
Author Resource:-
Myra Cisse is the founder of 8aTheEasyWay.com, her company assists women and minority business owners obtain certifications necessary to compete in the federal marketplace. To get your Free CD and White Paper and to receive informative weekly articles answering the most pressing questions about Women and Minority certifications, like us at facebook.com/8atheeasyway
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