Affirmative Market Program & AMP Business Advisory Board

1. Affirmative Market Program & AMP Business Advisory Board Stakeholder Engagement: Maximizing Participation and Partnerships with the Business Community and Nonprofit Organizations July 22, 2008 Kansas City, Missouri AMP Business Advisory Board - Business to Business Mentoring Program

2. Patricia Vacca New England Office Supply, Inc - M/WBE Commonwealth of Massachusetts AMP Business Advisory Board Mentoring Program Coordinator AMP Business Advisory Board - Business to Business Mentoring Program

3. Creation: Executive Order 390 Signed in August of 1996 by Governor Weld, it replaces EO 237 and allows both minority and women business entrepreneurs to participate in the Affirmative Market Program. EO 390 establishes a policy to promote the award of state contracts in a manner that develops and strengthens certified Minority and Women Business Enterprises (M/WBE), because a diverse business community strengthens the economy and is beneficial to all of the citizens of the Commonwealth of Massachusetts.  Subject to the approval of the Secretary of Administration and Finance, all participating state departments and authorities shall set annual benchmarks for spending with certified minority- and women-owned businesses. AMP Business Advisory Board - Business to Business Mentoring Program

4. Board Membership:Successful certified M/WBE business owners who are vested in the community Board Conviction:If provided a mechanism for support, training and understanding of the public contracting process, the representation of minority and women owned businesses in the Commonwealth can increase. AMP Business Advisory Board - Business to Business Mentoring Program

5. Board Purpose--Business Inclusion • To help certified vendors increase their understanding of the Commonwealth’s contracting process • To help them gain access to bidding opportunities • To increase their successful attempts to acquire business opportunities with state entities • To increase visibility and participation of certified vendors in any contracting opportunity • To positively impact the decision making process • To assist vendors in improving performance in the execution of public contracts. AMP Business Advisory Board - Business to Business Mentoring Program

6. First Step--Gather Information AMP Department Coordinators • The M/WBE Community • Questionnaire-Inquiries • Open Forum • AMP Board feedback • Discussion • Challenges • Experiences • Implementation AMP Business Advisory Board - Business to Business Mentoring Program

7. Partnership: BAB Board and the Community • Survey drives initiatives • Goal--to increase subcontracting • Relationships with Departments • Department meetings • Training • Workshops • Mentoring AMP Business Advisory Board - Business to Business Mentoring Program

8. Partnership: BAB Board and the Community • Engage the Community • Outreach • Vendors • Legislators • M/WBE community • Market successful M/WBE businesses • In the Spotlight • Meet the Vendor AMP Business Advisory Board - Business to Business Mentoring Program

9. Partnership: BAB Board and the Community • Facilitate issues and concerns • Deliver to departments • Deliver to coordinators • Attend Department Head meetings • Vehicle of communication • Challenges • Opportunities AMP Business Advisory Board - Business to Business Mentoring Program

10. AMP Plan—Measurable Goals Required for all contracts over 50,000 Five Areas of compliance available • Subcontracting • Ancillary • Past Performance • Growth and Development • Creative initiatives AMP Business Advisory Board - Business to Business Mentoring Program

11. Mentoring Toward The Plan • Prime contractor • Sub contractor • Vendor to current contract holders • Vendor to potential contract holders • Mentor to present or potential contract holders • Creative ideas AMP Business Advisory Board - Business to Business Mentoring Program

12. Mentoring Agenda What to do while waiting for an opportunity • Suggest appropriate training • Organize efforts • Customize a growth plan • Explain State procurement process • Discuss benefits of Smart Bid • Provide tutoring • Comm-PASS • RFR 101 • Refer those interested to SBA for certification and bid opportunities • Demonstrate AMP plan as a marketing opportunity. AMP Business Advisory Board - Business to Business Mentoring Program

13. Protégé Expectations • Business review • Assess needs and goals • Create a plan for next steps • Focus on that plan • Refer to additional areas of expertise within the Board Protégé Business Sectors • Goods and services • Construction and design • vertical • horizontal AMP Business Advisory Board - Business to Business Mentoring Program

14. Protégé Action Items • Secure a statewide bid • Target their marketing • Grow their client base • Enhance infrastructure of their team • Build capacity • Navigate the system • Identify opportunity • Complete an RFR AMP Business Advisory Board - Business to Business Mentoring Program

15. AMP Statewide Expenditure Results for Fiscal Year 2007 • FY 2007 MBE expenditures totaled $205,159,006 which represents an 8% increase over FY 2006. • FY 2007 WBE 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 AMP Business Advisory Board - Business to Business Mentoring Program

16. AMP Statewide Expenditure Results for Fiscal Year 2007 • An increase of 153 sub-contractors or 89% over the total number of certified M/WBEs reported as subcontractors in FY 2006. • Results attributed directly to the AMP Plan (required in all statewide and large department specific procurements for goods and services) as well as the availability of supportive initiatives from the Business Advisory Board. AMP Business Advisory Board - Business to Business Mentoring Program

17. Looking Ahead: Primary Goals for Improving Results • Ongoing effort to Increase qualified vendor pools via Mentoring Program • Increase marketing outlets for expanding Program services & information • Expanding capacity in all business sectors via increased number of M/WBEs on contracts as prime/subcontractors • Increase AMP expenditures at all levels AMP Business Advisory Board - Business to Business Mentoring Program

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