industries. Jennifer Dickerson is president of EnRep, Inc., dedicated to environmental protection and stewardship.
What advice could you provide a WOSB new to the world of government contracting?
Simmons: “Be prepared to team with other small businesses and know your capabilities. Keep honing your B2G (business- to-government) skills.”
Dickerson: “Get assistance through local, state, and federal programs. There are many different associations that provide free or low cost counseling, such as the Women’s Business Center, to starting a business and obtaining government contracts. Also, obtain as many certifications as you can that pertain to your qualifications. This will help your company ‘stand out’ and be recognized when a government procurement specialist looks for specific contract requirements.”
What are perceived barriers to WOSBs entering the procurement marketplace?
Simmons: “No set asides yet. Networking is important, as there are not as many opportunities so we have to make them.”
Dickerson: “The biggest misconception is business owners think that once they get certified, the contracts will automatically fall in their lap. This couldn’t be farther from the truth. There is still a lot of groundwork you must do after certification. You need to stay actively involved in the many organizations that pertain to your area of expertise. You have to meet small business procure- ment specialists and let them know who you are and what your company can do. Be persistent without being a pest.”
Could you share a success story in government contracting?
Simmons: “In 2007, we quoted a large NASA job directly. We won a five-year BPA (blanket purchasing agreement). This accounted for 15 percent of our sales in 2009…We built a great relationship with the [company] … they come to us for other requirements not on the BPA.”
Dickerson: “After winning a couple of small contracts and doing the best job I could possibly do, I was approached by the contractor to team on a bid for one of the biggest U.S. environmental cleanup sites. They had certain milestones to be met, as far as procuring women-owned small businesses. They won the contract, which also meant my company won. I went from a company of one to (what is now) over 80 employees within one year.”
How would your business benefit from a federal program mandating a 5% set aside of government contracts for WOSBs?
Simmons: “We are experts at what we do, so it would help with both direct government sales and [contracting with] primes and agencies such as the DOD, DHS, and DOE.”
Dickerson: “It would mean more opportunities for my company to grow. It would open up the possibility to expand in other areas of business …This country was built on small businesses and it is in these businesses that more jobs are created.”u
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