Affirmative Market Program & AMP Business Advisory Board

1. Affirmative Market Program & AMP Business Advisory Board Presents: Business to Business Mentoring Program May 8, 2008 AMP Business Advisory Board - Business to Business Mentoring Program

2. Monserrate Quinones, Executive Director, Affirmative Market Program, Operational Services Division, Commonwealth of Massachusetts Patricia Vacca, M/WBE AMP Business Advisory Board Mentoring Program Coordinator

3. Listening to the Needs of the M/WBE Community How We Got StartedWe feel strongly that by providing a mechanism for support, training and understanding of the public contracting process representation of minority and women owned businesses can increase. AMP Department Coordinators M/WBE Vendor Community Questionnaire-Inquiries Open Forum AMP Board Discussion Challenges Experiences

4. MENTORING INITIATIVE Purpose • To help certified vendors increase their understanding of the Commonwealth’s contracting process, gain access to bidding opportunities, and increase their successful attempts of acquiring business opportunities with state entities. • To increase visibility and participation of certified vendors in any contracting opportunity including the statewide contracting process. • To positively impact the decision making process and address concerns from AMP participating agencies. • To assist vendors in improving performance in the execution of public contracts. AMP Business Advisory Board - Business to Business Mentoring Program

5. Developing an Effective Enrollment Process • Online sign up- Participation Form • Process to point person • Setting appointments • Initial interviews & assessments • Identifying internal resources • Follow up meetings AMP Business Advisory Board - Business to Business Mentoring Program

6. BAB Business to Business Mentoring Form AMP Business Advisory Board - Business to Business Mentoring Program

7. Program Services & Limitations: Identifying Reasonable Protégé Expectations • Interview • Assess • Advise • Focus • Refer AMP Business Advisory Board - Business to Business Mentoring Program

8. Number of Participants-133 since its Inception AMP Business Advisory Board - Business to Business Mentoring Program

9. Managing Logistics Tracking each Protégé • Initial contact • Appointment • First meeting • Action steps • Referrals • Follow up Surveys AMP Business Advisory Board - Business to Business Mentoring Program

10. Methods for Tracking ResultsEnsuring Protégé Feedback • Two record keepers • State • Point Person • Monitoring progress • Point person • Updates AMP Business Advisory Board - Business to Business Mentoring Program

11. Input from FY08 M/WBE Proteges - Survey Results AMP Business Advisory Board - Business to Business Mentoring Program

12. Survey Comments from Proteges: • “Thank you for enabling me to participate. I came away with good ideas to improve and grow and am in the process of implementing them and getting back to my mentor for more.” • “I think I am in the process of being helped. I am under the impression that my mentor is going to help me towards this direction.” • “Helped me to make a contact that I would not have been able to make otherwise.” AMP Business Advisory Board - Business to Business Mentoring Program

13. Typical Mentor-Protégé Experience • “Thank you for taking the time to meet with me on Tuesday.  I will take your advise and follow-up with the Procurement Officer and let you know how it goes. I feel so much better about things now, even if it does not turn out the way I want, at least I have learned from my experience on will make sure there are better provisions to protect myself in the future.” Nicola Williams, The Williams Agency, M/WBE Protégé • “First I would like to thank you for taking time out of your busy schedule to meet with me yesterday. It so nice to know that there are some people willing to help other get started in the right direction. The list that you have provided will be a big help, and Josie and I have a meeting set up on Friday. Thank you again for all your help.” Milton Howard, Howard Supply Co., MBE Protégé AMP Business Advisory Board - Business to Business Mentoring Program

14. Success Stories- Their Own Words Shirley Young - Global Advanced Technology, Inc. (GATI) – M/WBE Incorporated in 1995, GATI has been SOMWBA and DBE certified since 1997. GATI has been providing engineering and management services in the Telecommunications, Networking and Fault Tolerant computing industries but it had not conducted business with the State of Massachusetts until late 2003. September 2003: the President of GATI, Shirley Young, worked with AMP director, Monsi Quinones and the assigned mentor, Pat Vacca, AMP Business Advisory Board Member, New England Office Supplies. GATI also worked with SBA SCORE advisor, Fred Larson. Monsi, Pat and Fred helped with proposal strategies. Fred reviewed all proposals made by GATI. Victoria Mederos from the Executive Office of Health and Human Services (EOHHS) had worked to obtain a letter of interest from EOHHS IT Chief. GATI submitted three proposals and was awarded three contracts. In January 2004, GATI performed services for two purchase orders from the Executive Office of Health and Human Services, and fixed a security control issue that had been a problem for one-and a-half years. The Commonwealth was able to take advantage of GATI’s Early Payment Discount, paying both invoices within ten days after the services were performed. AMP Business Advisory Board - Business to Business Mentoring Program

15. Success Stories – Their Own Words Maureen Thompson - Maureen Electrical, Inc. (WBE) November, 2007: Three years ago, Maureen Thompson, of Maureen Electrical, a master electrician, came to the AMP. She said that her business was “at a dead end, and going no where fast”. Apart from herself, she had just two other electricians working for her, and was barely making ends meet. She said that she had stumbled across the AMP website, after which she attended our vendor training and networking events. Maureen signed up for the mentoring Program with Pat Vacca who provided technical assistance and encouragement along the way. As of today, Maureen Electrical is making over 2 million dollars in sales with a bonding capacity of 3 million dollars. The company now employs 9 fulltime employees. Maureen’s next dream is to reach 6 million dollars in sales during the coming year. AMP Business Advisory Board - Business to Business Mentoring Program

16. AMP Statewide Expenditure Results for Fiscal Year 2007 • FY 2007 MBE Commodities & Services expenditures totaled $205,159,006 which represents an 8% increase over FY 2006. • FY 2007 WBE Commodities & Services expenditures totaled $283,513,655 which represents a 20% increase over FY 2006. • FY 2007 M/WBE Subcontracting participation totaled $37,486,493 which represents a 55% increase over FY 2006. • In FY 2007, there were 241 certified M/WBEs reported as subcontractors on department contracts, and 67 certified M/WBES reported as subcontractors on statewide contracts for a combined total of 308 certified M/WBE subcontractors.  This is an increase of 153 sub-contractors or 89% over the total number of certified M/WBEs reported as subcontractors in FY 2006. The increase in sub-contracting is a direct result of the AMP Plan that is required in all statewide and large department specific procurements for goods and services as well as the availability of supportive services such as the Business to Business Mentoring Program. AMP Business Advisory Board - Business to Business Mentoring Program

17. Looking Ahead: Primary Goalsfor Improving Results • Ongoing Efforts to Increase Qualified Vendor Pools via Mentoring Program • Increasing Marketing Outlets For Expanding Program Services & Information- New AMP Program Services Booklet, New Educational Services and Outreach to all Stakeholders • Expanding Capacity In All Business Sectors via increased number of M/WBEs on contracts as prime/subcontractors & AMP expenditures AMP Business Advisory Board - Business to Business Mentoring Program

18. Questions? AMP Business Advisory Board - Business to Business Mentoring Program