PLATINUM PERFORMANCE

WBEC-West supplier education program prepares women for contracting opportunities.

Getting a foot in the door in any company or industry is difficult, but it’s especially challenging for women-owned businesses hoping to break into corporate or government contracting. Most women either don’t know who to contact at large corporations or they lack sufficient knowledge about the procurement process.

WBEC-West’s Platinum Supplier Program (PSP) provides WBEs (Women Business Enterprises) the education and resources to help them enter into corporate and government contracting or gain a stronger foothold at major companies, such as Sony Entertainment, San Diego Gas & Electric (SDG&E), and the Walt Disney Company. WBEC-West is one of the regional partner organizations of Women’s Business Enterprise National Council serving the western United States as well as Hawaii, Guam, and American Samoa. The WBEs they serve come from a variety of backgrounds, such as maintenance, logistics, masonry, architecture, human resources, financial, healthcare, utilities, etc.

Now in its eighth year, PSP consists of workshops, guest speakers, and exercises designed to help women create or refine their capability statements and business pitch, so they can deliver them with greater self-confidence to prospective clients. By the end of the five-session program, participants have a deeper understanding of corporate supplier diversity programs and the procurement process.

“It’s not often that women have a chance to pitch their business in front of 15 to 25 larger corporations,” says Jaymee Lomax, Vice President of Community Development and Engagement with WBEC-West.

Lomax began her involvement with WBEC-West as a member of the board of directors more than 20 years ago. At the time she worked at Sempra Energy, the parent company of several utilities, including Southern California Gas Company and San Diego Gas and Electric, where she was a senior advisor in the supplier diversity department. In 2018, Lomax moved into her current role where she oversees education, community outreach, procurement, and networking opportunities for women-owned businesses.

PSP came about after WBEC-West President Dr. Pamela Williamson recognized that women-owned businesses were not considered for many procurement opportunities, either because they were not aware of those opportunities or were not prepared to pursue them.

Two cohorts are held each year consisting of five workshop sessions over a two-month period. Attendance is capped at 25 so participants receive personal attention. The workshops are led by Lomax, business coaches, and procurement speakers, who discuss everything from understanding supplier diversity and the procurement process to creating capability statements, prospecting, pitching, and negotiations.

“Because of my experience in supplier diversity and my connections with so many supplier diversity professionals, I’m able to connect WBEs to corporate representatives to get a better understanding of what is expected from potential suppliers, how to make themselves visible, and the importance of filling out RFPs when requested,” Lomax explains.

The program also enables women to develop relationships with other women business owners. Lomax calls it HASU—Hook a Sister Up. “I teach that quote so ladies get to know each other and their businesses, share best practices, and promote one another to potential clients and corporations,” Lomax says.

On graduation day, women have the opportunity to participate in a matchmaker event where they are paired with a corporation representative who provides feedback on their capability statement. In addition, participants can pitch their business to 15 to 25 WBEC-West corporate members at the same time and receive feedback in real time. The exercises prepare graduates for real-world opportunities.

To avoid any misunderstandings, participating WBEs are asked to refrain from using any acronyms or industry jargon during the matchmaking sessions. “Normally the supplier diversity professional that meets with the womenowned business is not an expert in their industry,” Lomax explains. “It’s important that participants explain the value of their business clearly.” The showcase session has helped generate interest from participating corporations in working with graduates.

Lomax estimates that 40% of the time, participating corporations request a follow-up meeting or offer to connect a graduate with someone from a different division in their company. At a recent graduation, for example, a representative from Sony Entertainment asked to speak to several graduates for potential opportunities.

The program has won high praise from participants who shared their success stories through testimonials. One recent participant revealed she had secured a multiple five-figure training contract with a Fortune 10 company with a business pitch she crafted through the PSP program. Another reported she had received a dream offer from a major tech company that included training in London.

“I joined WBEC-West because I wanted to continue to work with women so they would have better opportunities with larger companies,” Lomax says. Under her guidance in the PSP initiative, WBEs are achieving the platinum standard of performance.