REPORT NOVEMBER 2014
FIRST HISPANIC WBE DIRECT TIER 1 SUPPLIER TO TOYOTA Forma Automotive, Rosa Santana, President & CEO with daughters
FEATURES CORPORATE SPOTLIGHT: FORD MOTOR COMPANY, EXXONMOBIL, OFFICE DEPOT, MANPOWERGROUP, WALMART
PRESIDENT’S REPORT CALENDAR OF EVENTS
THIS CALENDAR INCLUDES EVENTS HOSTED BY WBENC’S REGIONAL PARTNER ORGANIZATIONS AND STRATEGIC PARTNERS. VISIT WBENC’S ONLINE CALENDAR FOR MORE EVENTS. November 27, 2014 WEConnect Annual Jasmine Summit for Women Business Owners Israel Click here for details.
December 9, 2014 WBEC-West Corporate Connection Dine Around San Diego, Calif. Click here for details.
November 29, 2014 Small Business Saturday Click here for details.
December 9, 2014 WPEO Accelerate Your Business: Prospecting for Success Hanover, Md. Click here for details.
December 2, 2014 WPEO-NY WBE to WBE Luncheon New York, N.Y. Click here for details.
December 2, 2014 Holiday Party for WBEC-West by the AZ Forum Chandler, Ariz. Click here for details.
December 9, 2014 WBEA Holiday Social Houston, Texas
December 9 -11, 2014 National Veterans Small Business Engagement Atlanta, Ga. Click here for details.
December 4, 2014 WPEO-DC Annual Breakthrough Breakfast Matchmaking & Procurement Fair Washington, District of Columbia Click here for details.
December 10, 2014 WPEO-NY How to Do Business with City & State of New York New York, N.Y. Click here for details.
December 4, 2014 WBEA San Antonio Executive Networking Luncheon San Antonio, Texas Click here for details.
December 10, 2014 WBEC-West Winter of Women Celebration: Power of Negotiation Los Angeles, Calif. Click here for details.
December 8, 2014 3rd Annual Insurance Diversity Summit Los Angeles, Calif. Click here for details.
December 11, 2014 WBEC South Mingle & Jingle New Orleans, Louisiana Click here for details.
December 11, 2014 CWE Coffee & Connections – MA Boston, Mass. Click here for details.
December 16, 2014 US State Dept WOSB, SDV & HubZone Outreach & Matchmaking Washington, District of Columbia Click here for details.
January 20, 2014 WBEC South WBE Quarterly Forum Mississippi Jackson, Miss. Click here for details.
January 20, 2014 WBDC & NCMSDC Procurement Meeting hosted by Minneapolis Public School District Minneapolis, Minn. Click here for details.
January 23, 2014 CWE Coffee & Connections Worcester, Mass. Click here for details.
NEW CORPORATE MEMBERS: PORTSMOUTH PUBLIC SCHOOLS
TABLE OF CONTENTS:
EDITORIAL TEAM EDITOR-IN-CHIEF
NOVEMBER EDITION OF THE PRESIDENT’S REPORT
EDITORIAL ASSISTANT Allison Gibson
PROJECT MANAGER, MARKETING Laura Rehbehn
PRODUCTION AND DESIGN Limb Design
Julie Fletcher Photography Kathy Anderson Linda Johnson Life Touch Portrait Studios Stokes Creative Group
Paige Adams Senior Director, Development and Corporate Relations Mary Callaghan Executive Assistant Brenda Loube Principal/Founder of Corporate Fitness Works Pamela Prince-Eason President and CEO Lynthia Romney RomneyCom, LLC Candace Waterman Chief of Staff LaKesha White Senior Compliance Manager
FEATURES Corporate Spotlight: Exxon Mobil, Ford, ManpowerGroup, Office Depot, Walmart Toyota Celebrates 25th Anniversary of Opportunity Exchange Alaska is Open for Business! 2014 Tuck-WBENC Executive Program
6 10 12 14
CERTIFICATION Women Owned Logo in Action Focus on the Forum: Charlene Hesketh
GOVERNMENT SPOTLIGHT Feedback is Fundamental: The Value of Debriefing
ENGAGEMENT WBE Success Story: Betty Manetta Recognized by USHCC Native American History MonthTeltech Communications: WBE and Native American Business Powers Strategic Growth Carol Craig, CEO Craig Technologies“It’s All About the Mission” Get Involved and Get Recognized Consider Being a Sponsor in 2015 RESOURCES 10 Things to Know... About Win/Win/Win Sales Relationships Women on Wellness: Know the Symptoms
22 24 26 28 30 32
Advertisers’ Index: Small Business Saturday 17 WBENC Shop 21 2015 Summit & Salute 29 Legacy Bracelet 34 WBENC Insights 35
SUBMIT NOMINATIONS FOR THE
ENTERPRISING WOMEN OF THE YEAR AWARDS
The award recognizes outstanding women business owners from North America and around the globe. Award winners are recognized for building financially successful, thriving businesses; exhibiting leadership at the local, state, national or international level; and mentoring and giving back to support other women in business. The deadlines for submitting a nomination is November 23, 2014. Submit your nominations at www.enterprisingwomen.com WWW.WBENC.ORG » NOVEMBER EDITION 2014 »
Message Thankful for all in our WBENC Family Dear Friends, My November report is always one of my favorites. It is written in the month that begins with recognition of those men and women who have served, or are currently serving, in the United States Military and ends with a holiday that reminds all of us of the great country we live in and the blessings of the preceding year. We at WBENC salute all who have served or are serving and send a special “thank you” to the WBEs and Corporate & Government partners who have served, as well as, our colleagues Pat Birmingham who served in the Army and Lakesha White who cares for her family while working at WBENC as her husband serves in Navy. WBENC strives to strategically understand the needs of all of the WBE groups who reside within the WBENC family. We recognize that our Service WBEs can have specialized needs so we are currently building our alliances with other strong organizations that will allow us to deliver the best of products and services to these women. Additionally, WBENC strives to strategically support the needs of our WBEs in different areas of the United States. Our Regional Partners focus on this on a daily basis. Last month we had the opportunity to support our Regional Partner, ASTRA Women’s Business Alliance, in their groundbreaking model of expansion into the Alaskan territories. (See details in the Alaska – Open for Business article.) An important thank you to members of the WBENC Executive Committee for their support of this important Regional strategy. We were proud to support Diane McClelland and her team who created a quality program of education and networking where we truly learned as much as we shared. I will close by sharing that as you enjoy Thanksgiving this year, know that the WBENC staff wishes you and your family a very Happy Thanksgiving! It is your Service in the WBENC community that allows us to remain the leading advocate for Corporate America in doing business with women’s business enterprises. Best, Pamela Prince-Eason WBENC President and CEO
WOMEN OWNED LOGO IN ACTION The implementation of the new Women Owned logo is in full swing with products starting to show up on Walmart shelves. Keep an eye out for these on store shelves in your community and make sure to tweet about your purchases (#buywomenowned). Each month we will highlight the different companies using the new logo. VAN Oriental Food, Inc.
VAN ORIENTAL, IS DRIVEN BY FEEDING YOU GREAT EGG ROLLS THAT SATISFY YOUR CRAVING FOR BALANCED NUTRITION AND A BIT OF INDULGENCE. Theresa Motter, President and CEO, brings a background in marketing and finance to guide the growth of the company. With limited manufacturing experience, shoe-string budget, and five employees, production began in 1986, making a few hundred egg rolls a day. Today, VAN egg rolls are sold throughout the U.S. in major retailers, restaurant chains and packed for major brands. VAN is committed to making every egg roll the best one.
Egg rolls are surprisingly healthy indulgence with a great mix of protein, vegetables and grains. And did you know VAN egg rolls don’t contain eggs? Egg rolls are traditionally made with eggs in the wrapper dough (also called egg roll skins) or sealed with an egg wash. Each ingredient is bought just to make egg rolls. They carefully select the farms where the cabbage is grown and fresh meat, like whole pork shoulder, is ground. Each batch starts with VAN’s own fresh made wrappers, rolled, fried for crispiness and quickly frozen to lock in deliciousness. VAN’s dedicated team remembers that they make millions of egg rolls but know that you eat them one at a time so they care enough to make each egg roll the best for you.
Because they make their own wrappers, they are able to make egg rolls that come out amazingly crispy in the microwave. Try their new 2-pack that comes with a crispy sleeve and see if you can tell which are reheated in oven or microwave.
Company At-A-Glance You can find VAN Oriental at Walmart, selected Kroger regions, Giant Eagle, Shaw’s, selected Safeway regions, Giant, and Stop & Shop.
VAN Oriental Food, Inc. Products: Egg Rolls Founded: 1986 HQ: Dallas, TX WBENC-Certified: 2007 Employees: 85 Made in the USA www.vaneggrolls.com
WWW.WBENC.ORG » NOVEMBER EDITION 2014 »
CORPORATE SPOTLIGHT: AMERICA’S TOP CORPORATIONS This year 45 corporations were named to the list of America’s Top Corporations for Women’s Business Enterprises. The following series highlights these organizations’ programs and their efforts to advance the development of women’s businesses. This month we find out more about the programs at Exxon Mobil Corporation, Ford Motor Company, ManpowerGroup, Office Depot, and Walmart Stores, Inc. Throughout the year we will hear from all of the 2013 Top Corporations. Q. What new programs are helping you innovate in women’s business development?
Exxon Mobil Corporation A recent reorganization has positioned our Supplier Diversity team to more effectively engage all business lines in the corporation, now organized into category families. Strategic planning sessions were held with each category family to increase spend with diverse suppliers. Highlights of the strategic planning sessions were analyses of past diverse spend, potential future spend, prime supplier engagement, goal setting and metrics alignment.
ManpowerGroup ManpowerGroup and WBENC have a shared advocacy to advance the opportunity and growth of WBEs. ManpowerGroup and WBENC recently collaborated to create and launch “WomanPower by ManpowerGroup.” This initiative is a three-pronged approach to educating, mentoring, developing and growing WBEs in the staffing industry through WBENC Insights, an online resource library; collaboration on thought leadership and marketing; and educational workshop opportunities at the WBENC National Conference and Business Fair.
Office Depot Education! We are focused on ensuring that our women business owners have the information they need to do business with us. We offer feedback on their product and/ or packaging, which is critical to introducing a new product or vendor to the market. Recently, we held an intensive day and a half educational workshop geared toward providing insight on working with our company. Everything from merchandising to logistics on the operations side, and marketing and innovation on the development side.
Walmart At Walmart, we’ve developed a set of solutions to unlock growth for Women’s Business Enterprises that include our Scorecards, Supplier Academy, Supplier Summits and Success Stories. Women-owned businesses now have access to multiple buyers through our “Open Call” Summit where the suppliers are given to opportunity to pitch new products or service. We’ve also developed eLearning Modules that assist current
PRESIDENT’S REPORT women owned businesses on how to work with Walmart‘s systems, such as distribution, logistics, retail link and replenishment. Finally, our internal buying teams are leveraging their individual industry groups to access and provide information to new WBEs.
Q: What specific barriers have you helped to eliminate for women businesses?
Exxon Mobil Corporation While not specifically a barrier, we have streamlined our Supplier Diversity team’s interface with internal users of goods and services to increase the potential for connections to be made with diverse suppliers. This frees up time for Supplier Diversity staff to engage on more opportunities.
Ford Motor Company The strategy developed for Ford’s Supplier Diversity Development Program is consistent with our guiding ONE Ford philosophy of achieving profitable growth for all of our stakeholders. Diverse suppliers are part of the Ford team, and with them our Company is working toward delivering its ONE Ford goals. Ford’s Supplier Diversity Development plan focuses on building capacity, developing scalable diverse suppliers, strengthening collaboration, developing a sustainable business model to drive mutual profitability and technology, and driving efficiency and commonality across the Company.
ManpowerGroup ManpowerGroup is closely aligned to our diversity suppliers’ business needs. This is made possible by a 12-member Supplier Diversity Advisory Board made up of staffing business owners that reflects the diversity, gender, backgrounds, geographic representation and expertise of our suppliers. The Supplier Advisory Board works directly with ManpowerGroup’s Executive Steering Committee, comprised of top level ManpowerGroup executives, to improve, enhance, refine, and grow ManpowerGroup’s supplier diversity program to ensure it understand and meets the needs of all diverse suppliers, including WBEs.
Office Depot Access to buyers and sales. Typically, it has been a challenge to reach the buyers in large organizations like ours. We make sure that our buyers are accessible and open to reviewing products from new women businesses.
Walmart We’ve increased the awareness and access to women’s business enterprises for our internal buying teams and service managers through an assortment of tools and resources. We’ve developed an eLearning Module “Keys To A Successful Buyer Presentation” to assist small and diverse owned businesses on how to create an effective presentation. And, we’ve increased opportunity for our women owned businesses to have scheduled “Annual Business Plan” meetings with internal business partners.
WWW.WBENC.ORG » NOVEMBER EDITION 2014 »
Q: What tools and metrics do you use to analyze your progress in women’s business development?
Exxon Mobil Corporation Key supplier diversity metrics used at ExxonMobil include total spend with Women’s Business Enterprises (WBEs), number of WBEs in our supply chain, and spend against existing WBE agreements. These metrics are regularly used by the Supplier Diversity team and are quoted externally from time to time. A recent enhancement to our measurements is the addition of the diverse supplier spend metric to the core suite of Procurement measurements which are addressed to senior management.
Ford Motor Company Ford uses Global Commodity Business Plans (CBP) to report sourcing and technology related to Ford’s strategic commodities. Developing the CBPs are Ford’s Commodity Councils led by Global Purchasing Senior Management and including Global Purchasing Directors, Purchasing Managers, Supervisors and Buyers. These CBPs are used to manage day-to-day purchasing and support both current and five-year objectives to ensure that certified WBE suppliers are considered for potential opportunities, highlighting deficiencies and providing corrective actions.
ManpowerGroup ManpowerGroup uses scorecards to assist in the growth and development of WBEowned staffing companies. On a quarterly and ad-hoc basis, program teams meet individually with WBEs and provide performance feedback during vendor scorecard review meetings. WBEs that perform well in their current programs are considered for additional business opportunities. Monthly reports on our top WBE suppliers are reviewed and distributed across the company to raise awareness for supplier diversity activity. Through this process, we are able to identify the strengths of each WBE and offer guidance and improvement.
Office Depot Sales growth, margin percent, on-time deliveries and costs are key components to gauge our progress with women’s business development.
Walmart We have a merchandising scorecard that is available to every merchant to review the progress of their respective women owned businesses. Our scorecard is distributed on a weekly, monthly, quarterly and annual basis; and we produce and distribute an annual supplier diversity executive summary report chronicling and highlighting milestones. In addition, we provide an annual Supplier Diversity Impact Study that exhibits the impact of women and diverse business beyond the transactions.
Q: What do you believe are the most compelling indicators of success in women’s business development (as a whole)? What bars do you set for yourself
Ford Motor Company Growth and Capacity Building. Ford’s Purchasing team utilizes its commodity business planning process, which is a strategic, systematic approach to select, develop and implement activities that will create value and sustainable capacity for diverse suppliers. Guidelines have been established for identifying opportunities, developing suppliers that are commercially and technically competitive and strategically executing practices that create a sustainable value for Ford.
For more information on ExxonMobil http://www.exxonmobil.com/ supplierdiversity
For more information on Ford http://www.fordsdd.com
For more information on ManpowerGroup http://www.manpower.us/en/ About-Us/Supplier-Diversity.htm
For more information on Office Depot http://www.officedepot.com/ diversity
For more information on Walmart http://corporate.walmart.com/ suppliers/supplier-diversity/
Our enterprise approach to supplier diversity ensures content rather than “flash”; and open, transparent communication. The bars are set high, with oversight at our Corporate Business Plan meeting led by President and CEO Mark Fields, key metrics reviewed by senior management to ensure current and five-year objectives are met, and cadenced reviews at each level of the organization.
Office Depot The most compelling indicators of success is that we have more women suppliers included in bid opportunities, and more women suppliers winning the bids, as well as a seamless practice of inclusion for women businesses. Office Depot strives to identify the best solutions for our business, which means we must practice incorporating all businesses in our opportunities. We strive to include well-rounded women-owned businesses that will add value to Office Depot.
Walmart At Walmart, a compelling indicator is succession planning and pipeline talent being developed. While acquisition of women-owned businesses does not advance our diversity spend, we share in their success due to our partnership and exchange of valuable insights. We continue to refine our supplier diversity program by developing solutions, educational tools and being a change agent for WBEs.
Q: In the future, what do you anticipate will be the most important factors demonstrating success in women’s business development?
Exxon Mobil Corporation
For more information on Insights
The most important factor demonstrating success in women’s business development will be when we no longer need to work to ensure that women businesses have access to opportunities and are strongly represented across the global supply chain.
Ford Motor Company Building strong relationships with suppliers, developing shared commitment and supplier capability, and becoming more involved in new product innovations and technology.
ManpowerGroup One milestone on the path to success for women’s business development is when we stop talking about having to level the playing field for women, which would demonstrate a huge stride in equality. WWW.WBENC.ORG » NOVEMBER EDITION 2014 »
TOYOTA CELEBRATES 25TH ANNIVERSARY OF OPPORTUNITY EXCHANGE On October 27-28, Toyota held its 25th Opportunity Exchange (OE), an annual professional development and business networking conference that introduces women’s and diverse business enterprises with Toyota and its Tier 1 suppliers. The two-day event of bestpractice seminars, panel discussions and a trade show attracted nearly 2,000 attendees including more than 300 Tier 1 exhibitors. Over its 25-year history, the event has generated more than a quarter billion dollars in contracts for W/MBEs.
“Twenty-five years ago we saw the need to put our commitment to diversity into action – to make it real, to reflect an example for our team, for our community and for our suppliers,” said Gene Tabor, general manager of purchasing for Toyota Motor Engineering & Manufacturing North America (TEMA), which started OE with about 100 attendees. “It starts with an introduction, and can lead to a thriving business opportunity.”
One outstanding example is Rosa Santana who, as CEO of Integrated Human Capital, a global staffing and services company, first attended the Toyota Opportunity Exchange in 2005, securing business with a Toyota supplier. This would be the first of 17 Tier 1, 2 or 3 supplier engagements Santana developed. At the same time, she was able to develop a relationship with Toyota; and the company observed one of her strengths, continuous improvement, to be much like its own. Toyota’s vote of confidence in Santana resounded with its recent announcement that her newest company – Forma Automotive LLC – would be its first Hispanic womanowned direct Tier 1 supplier. Beginning in 2015, Forma Automotive will assemble Tacoma truck beds at Toyota Motor Manufacturing, Texas (TMMTX). “Rosa showed initiative and business acumen in cultivating and developing her relationship with Toyota through the years,” said Jim Holloway, general manager of supplier relations for TEMA. “IHC’s experience gives her a good understanding of the automotive business, and now she’s shown she’s willing and capable of expanding into a new space with Forma Automotive.” “We are extremely excited to be diversifying into a new business line that will meet Toyota’s need to outsource the assembly of the Tacoma truck beds,” Santana said. “Toyota knows that we will take the bold steps needed to deliver on this contract.”
For her part, Santana has demonstrated her willingness to spearhead new initiatives to support Toyota and its suppliers. Ten years ago, when Toyota first announced that it would be building a manufacturing facility in San Antonio, Santana opened an office there because she knew it would be important to have that presence when doing business with any Toyota Tier 1 supplier.
“Being available and accessible to Toyota suppliers helped us to build our knowledge about Toyota and its values as well as the Toyota Production System,” she said. “It speaks to the power of relationships. Toyota was hearing about our work with all the suppliers we served in San Antonio. They also got to know us directly at the Opportunity Exchange and at WBENC events.”
Santana in turn introduces other potential suppliers to Toyota. She has brought WBEs to the Opportunity Exchange over the years, because she believes these introductions that benefit everyone along the supply chain. “Toyota and Rosa are the perfect example of how to build a strong partnership and develop a healthy and robust Tier One supplier. It is through events like Toyota’s Opportunity Connection that these relationships can begin, it is always exciting to see the connections occurring during their event,” says Pamela Prince-Eason, WBENC’s President and CEO, who attended last month’s event in Cincinnati, Ohio. “Toyota truly walks the talk,” she said. “It is an amazing company that is committed to helping women and diverse business owners succeed and grow.”
For more information: http://www.toyotaopportunityexchange.com/
Joe DaRosa, president of Toyota Texas welcomes Rosa Santana, owner, president and CEO of Forma Automotive, LLC, as a new on-site supplier at Team Texas. Forma Automotive represents the first direct, Tier 1, Hispanic woman-owned enterprise to supply Toyota in North America. They will assemble Tacoma truck beds at Toyota Texas.
Lisa Navarro Gonzales, VP of Operations, IHC; Nicole Navarro Velesiotis, VP of Client Relations; Jason Reid, Toyota Purchasing Manager; Rosa Santana, CEO of IHC; and Pat Franco, Manager of Operational Excellence, IHC, at the Toyota Opportunity Exchange.
WWW.WBENC.ORG » NOVEMBER EDITION 2014 »
ALASKA IS OPEN FOR BUSINESS! Astra Women’s Business Alliance Hosts Historic Economic Summit In October the Astra Women’s Business Alliance, with the support of WBENC, gathered corporate, government and women’s business leaders in Anchorage, Alaska, with the goal of jump starting opportunities for WBEs to capture a larger share of the billions of dollars spent there. Eighty business leaders including 42 women business owners came together to inform, educate and collaborate on best practices for increasing economic development and job creation for women’s businesses in Alaska. This initiative was developed to directly address the subpar rate of growth for women’s businesses in the state, currently experiencing the lowest in the country. “Through our partnership with WBENC and Alaska local leadership, Astra is committed to helping open more doors for women business owners in Alaska which can help foster growth and new revenues coming to the state,” said Diane McClelland, Astra President/CEO.
Members of WBENC’s Board of Directors in attendance included representatives from Johnson & Johnson; BP America, Inc.; UPS; Altria Group, Inc.; IBM Corporation; Dell Inc.; KPMG LLP; Ernst & Young LLP, and Bank of America. Special guests were Janet Weiss, BP Alaska President; Benita Fortner, WBENC Board Chair, who also represented Raytheon Corporation in her role as Director of Supplier Diversity, and Pamela Prince-Eason, President and CEO of WBENC. “WBENC was proud to show the government leaders and WBEs of Alaska that our Corporate Members are interested in learning about them and doing business in this great state. There is much growth opportunity to mine in Alaska and this Economic Summit demonstrated that potential,” said Pamela Prince-Eason, President and CEO of WBENC.
On hand to welcome the guests were Astra Alaska State Forum members, including Gail Morrison, President of Allied GIS and the Alaska State Forum Leader, and new Joint Leaders, Deborah O’Leary, President of Alaska Green Solutions, Inc. and Terri Froese, President of TDL Staffing, Inc. “The conference provided a great opportunity for our Alaska Women Owned Businesses to network and potentially team with strong Lower 48 firms and local firms for the purpose of securing contracts in not only Alaska but also the Lower 48 and worldwide,” Morrison said. Attendees met at the BP Energy Center for “Matchmaker Meetings & Workshops,” where women business owners learned about new opportunities directly from corporate and government agency representatives, as well as successful WBENC-certified WBEs who shared how they have used their certification as a platform to grow their businesses. Astra Women’s Business Alliance offers WBENC and WOSB National certification to qualified women-owned businesses in the states of Alaska, Idaho, Montana, Northern California, Oregon, and Washington. “Astra champions business growth by creating
PRESIDENT’S REPORT opportunities for contracts with large corporations and government agencies while providing these organizations with highly qualified strategic resources,” McClelland said. For more information visit: http://www.astrawba.org. For more information, please go to www.wbenc.org.
Picture from left to right: Cheryl Snead, Banneker Industries, Inc.; Hannah Kain, ALOM; Sandy Hunter, Hunter-Hawk, Inc.; Diane McClelland, Astra President
Astra State Leaders join WBENC Leaders in Alaska for the Astra Economic Summit for WBE Business Development. Pictured from left to right front row: Olsa Martini, Olsa Resources, Inc., Sponsor and National Forum Co-Leader for Astra; Diane McClelland, Astra President; Sandy Hunter, Hunter-Hawk, Inc., Sponsor, Northern California leader; Suzanne Lackman, VP of Astra; Benita Fortner, WBENC Board Chair, and Director of Supplier Diversity, Raytheon; Pamela Prince-Eason, WBENC President & CEO; Sandy Winston, Compusave Strategic Alliance, Washington State Co-leader; Sandra James, Private Eyes, Inc. co-National Forum Leader for Astra. Back row, Gail Morrison, Allied GIS, Sponsor and Alaska State Leader.
WWW.WBENC.ORG » NOVEMBER EDITION 2014 »
2014 TUCK-WBENC EXECUTIVE PROGRAM “Attending the entire Tuck program this year gave me the opportunity to experience firsthand the incredible amount of knowledge that is exchanged during this high-energy and productive week. The engagement of the Dartmouth staff and the WBEs created invaluable connections and fostered in-depth business evaluations producing thought provoking results that the WBEs could implement immediately.” -WBENC President & CEO Pamela Prince-Eason
“The program afforded me the time away from my business to analyze our processes and structures from a higher level, then formulate plans to improve and grow. The curriculum provided key points of reference for the presenters to illustrate based on their experience and education. There is great value in this program in building expertise and rejuvenating the drive women business owners need to succeed going forward.” -Carol Czech, AIRMATE Company
“I laughed,I lamented, and I learned!” -Latoya Bullard-Franklin, The Bulsard Group, LLC
“The Tuck-WBENC Executive Program gave me the tools I need to take my company to the next level. Meeting the other dynamic women with whom I share a peer experience in the program gave me confidence and I am hoping to connect with these women going forward.” -Jean Bjork, Bjork Construction Company, INC.
SAVE THE DATE OCTOBER 4-9, 2015 IN PALISADES, NY
“the program was intense, knowledgeable, innovative and has allowed me to become a more capable leader.” -Stacie Curtis, CW Consulting Services, Inc.
BE A PART OF THE 2015 TUCK-WBENC EXECUTIVE PROGRAM CLASS Brought to you by IBM. Contact Lindsay Burger for application information: LBurger@wbenc.org
“The program re-focused and re-energized me. It helped me pinpoint the areas I need to work on and simplified the improvement process.”
GROUP, INC. “an excellent program for women who lead” -Laurie Halloran, Halloran Consulting
-Robin Kerrs, Piemonte & Liebhauser, LLC
“The Tuck-WBENC Executive Program touches on all the key areas that need to be addressed for a company to succeed. I was honored to be around such a great group of talented women and just wish I had had the opportunity to take this program earlier in my career.” -Nhora Murphy, TMNcorp
“This program has several ‘ah ha’ moments and confirmations that you are not alone and it inspires and promotes you to look at your company from a new lens!” -Aundrea Young, Competitive Choice, Inc.
“Looking to reinvigorate your business, better understand your finances and solve both employee and client related issues? Then the Tuck-WBENC Executive Program is a must attend week for you! Count on being challenged, inspired, and fired up; with constant support by female peer business owners.” -Jennifer Deare, Deare Marketing, Inc.
The Tuck-WBENC Executive Program: a week-long intensive executive development experience for WBENC-Certified WBEs beyond the startup phase that focuses on increasing the competitive advantage and robustness of their businesses. Brought to you by IBM. WWW.WBENC.ORG » NOVEMBER EDITION 2014 »
THANK YOU TO OUR 2014 SPONSORS Presenting Sponsor “I am always excited to participate and be a part of the Tuck-WBENC Executive Program brought to you by IBM. The Class of 2014 was energetic and brought valuable insights that will not only serve their companies, but their customers as well. Also the relationships formed between the class participants will create lifelong friendships and business partnerships.” -Patrice Knight, VP Global Procurement
“IBM is pleased to be the lead sponsor for the Tuck-WBENC Executive Program again this year and we saw a talented group of women leaders who are dedicated to improving their businesses. We feel strongly that it’s leaders and companies like these that will make IBM, and corporations, successful in the future.” -Michael Robinson, Global Supplier Diversity Program Manager
Contributor Program participants gather around for a special session with Benita Fortner, Director, Supplier Diversity, Raytheon Company; Chair, WBENC Board of Directors
“Transformational” -Ellie Kassner, W.H. Kassner, Inc.
“Powerful week of professional development & networking.”-Debra Berry, Berry Industrial Group Inc
NOV 29 IS THE DAY TO #SHOPSMALL
I N YOUR NEI GHBOR HOOD
FOCUS ON THE FORUM: CHARLENE HESKETH – DOROTHY B. BROTHERS RECIPIENT AND TUCK-WBENC GRADUATE Last month Charlene Hesketh attended the Tuck-WBENC Executive Program as a recipient of a Dorothy B. Brothers scholarship, “It was incredible. It’s crazy that this girl from Southern California gets to go in front of Ivy League professors!” Hesketh exclaims, “I would have never had the opportunity to do this.”
1955 - 2015 Imagination Thrives Here
As President of Photomation, a second-generation business, Hesketh began working for her father-in-law, Dean Hesketh, when she was 19 years old. Dean worked as a photographer during the 1950s in Los Angeles and saw a need for support services to photographers, specifically film processing support. He opened Photomation in 1955, a photo lab supporting the variety of growing industries in Los Angeles, just six months prior to Disneyland’s grand opening. In 2000, ready to retire, Dean sold the business to Charlene and his son. “When we purchased it we transformed the business into large format printer for commercial use,” says Hesketh.
Her involvement in a photo marketing association helped guide Photomation through
1955 - 2015
Imagination Thrives Here the wave of new technologies emerging at the time.
“We could see the heartbeat for where the economy was and how things were going to change in the photo industry, we know so many people who have gone out of business because of those changes.”
Not only did Hesketh have to invest in the new technologies, she also had to educate and guide her clients into the 21st century. “Not all of our customers wanted to go digital, so we put together a monthly User Group and taught our customers about digital, it took a while to get them all transitioned.”
Today Photomation is a one-stop graphic resource for a range of businesses including Disney, Boeing, USC Medical Center, and Metrolink. They became WBENC-Certified in 2011 and also became certified as a Disadvantaged Business. “I got strategic certifications which resulted in new bid opportunities.”
In late 2010, at local networking event Hesketh met a WBE, Lily Otieno, President and CEO of Infinity Business Solutions. Hesketh says, “She educated me on all of the certifications and she helped me get my paperwork together.”
Once certified, Otieno encouraged Hesketh to get involved both on the local and national level. “She has been a great mentor. She gets me involved with everything, and I love her for that.”
PRESIDENT’S REPORT Hesketh is now the LA Chair for the Women’s Business Enterprise Council – West and is active on the WBENC Women’s Enterprise Forum. A couple of years ago Otieno told Hesketh about the Tuck-WBENC Executive Program. “I have to admit it. I was intimidated,” says Hesketh, so she put off attending the program.
Then another fellow WBE, Lisa Michelle Chretien of Event Movers, attended the program last year. When Chretien got home she told Hesketh that she had to attend the program. “She was making me accountable, so I applied for the Dorothy B. Brothers Scholarship,” says Hesketh.
She was awarded the scholarship and accepted into the Tuck-WBENC program for 2014. CHARLENE HESKETH President Photomation
The week-long program is designed to help WBEs grow their businesses and take them to the next level. ”The whole week was full of learning and listening from these Ivy League professors. The accounting, which I was totally dreading, the professor made it so much fun. I think I like accounting now!”
Throughout the week the WBEs listened to lectures on finance, marketing, management decision making, competitive analyses and personal development. The program creates a learning community for the WBEs. “It was just all of us girls talking about the good, the bad, and the ugly. It was amazing.”
In addition to attending Tuck, Hesketh applied and was accepted into UCLA’s MBE Development Program. It takes places over three weekends and works with the participants to develop a business improvement plan. “I get to take what I learned from Tuck and what I’m learning from the UCLA professors and I’m going to meld it together and come up with an amazing business plan going forward,” says Hesketh. “That is the thing that is so great about WBENC, it exposes you to opportunities like this, never would I have had the opportunity to go to Tuck on a scholarship unless I was involved with WBENC.”
For more information about Photomation, please visit: http://www.photomation.com/
WWW.WBENC.ORG » NOVEMBER EDITION 2014 »
FEEDBACK IS FUNDAMENTAL: THE VALUE OF DEBRIEFING You submitted a proposal for a contract and waited on the edge of your seat, only to find out your company was not selected. Although disheartening, there’s an opportunity for development in the denial. The federal government’s debriefing process provides an invaluable opportunity to enhance your business’ proposal writing techniques and odds of securing contracts.
Some government agencies will provide a debriefing of contract proposals if a written request is submitted to the contracting officer/buyer within three (3) days of notification that the contract was awarded to another company. Once the request is received, the contracting officer/buyer will provide feedback either in writing, over the phone, or via face to face meeting within five (5) business days. If your preference is requested, you should always meet face to face with the representative, as it provides another chance to get in front of your potential customer further strengthening the relationship. Irrespective of the format of the debriefing, here are key items to have addressed: • • • • • •
Evaluation of the significant weaknesses or deficiencies in your proposal (price, technical experience, past performance, etc.) The overall evaluated cost or price and technical rating (if applicable) of the selected company in comparison to your company’s quote and past performance The overall ranking of all proposals, if ranking was developed by the agency during the source selection A summary of the rationale for award For acquisitions of commercial items, the make and model of the item to be delivered by the selected company Reasonable responses to relevant questions about whether source selection procedures contained in the solicitation, applicable regulations, and other applicable authorities were followed
Once you are aware of your proposal’s deficiencies, you can then work to improve those areas for future proposals and increase the competitiveness of your company. Utilizing this process provides your company with quality feedback and constructive criticism from a potential customer. Additionally, your desire to get better is viewed as a positive attribute by decision makers. Don’t let defeat define your company, use it to learn, develop and conquer your market.
THE WBENC SHOP ESSENTIALS - WBENC COLLECTION
Make a statement with the premier line of WBENC signature products. Engage our community and share the WBENC brand when you travel. See the WBENC Collection during the National Conference & Business Fair to select items that fit your personal style. You can also view and purchase additional products online at shopwbenc.com.
Pebble Grain Zippered Portfolio W/ Calculator
Sling Backpacks Executive Rhinestone Pens
Wine Carrier & Purse 16 Oz Tervis Tumbler
Tervis Water Bottle
Alexis Nylon Purse Style Wine Tote Bag
WBE SUCCESS STORY: BETTY MANETTA RECOGNIZED BY USHCC Starting off like many other small businesses, Betty Manetta opened Argent Associates out of her home 16 years ago. With 20 years of experience in the telecom industry she was ready to set out on her own. Utilizing her deep understanding of the telecom landscape she quickly identified opportunities and opened Argent as a supply chain, logistics, and value-added reseller. Ready to do business, Manetta faced a major hurdle. One of the main requirements for any value-added reseller is to have funding to purchase goods, add value, and resell to end-customers. As a new business with no balance sheet, Manetta was struggling to obtain the capital she required to get off the ground. As many entrepreneurs do, she turned to a business associate she knew from her Lucent Technologies days, a global distributor for telecommunications product, Anixter. She knew they had previously had a mentor-protégé program, so she asked to participate in their program, forming a partnership that lasts to this day. Through their initial partnership Manetta executed all of the customer interfaces while Anixter was responsible for the back office and logistics support. The arraignment allowed for Manetta to circumvent the need for funding upfront. Simultaneously Manetta worked with Anixter to further develop their mentor-protégé company. “Because I also did supplier diversity at Lucent, I was able to assist them on how you take the platform that they had and grow it to different levels.”
BETTY MANETTA Argent Associates
During the first year of the mentor-protégé program Argent did $88 million in sales. Manetta saved as much of the profits as possible and was able to obtain her own warehouse, hire her own people, develop her own infrastructure necessary to provide supply chain and logistics and grow her business to what it is today. “To this day we have a very strategic relationship with Anixter, you never forget where you came from and who had faith and trust in you to assist in developing a new company.”
Today Argent continues to grow, named as the number one fastest growing women-led company in the United States by the Women Presidents’ Organization. In addition to overcoming the access to capital hurdle, Manetta says there were other hurdles to consider. Early on she made it a priority for Argent to diversify its customer/ client base. “Doing that very quickly on so that you’re not dependent on one company – that is putting your eggs all in one basket.”
She says it was a challenge but critical. The dot-com bubble burst not long after Argent opened its doors, so while she had been able to establish a footprint and had existing contracts, it was still a challenging time.
PRESIDENT’S REPORT As a mature business Manetta advises to stay active and connected in the organizations that are important within your industry. “You always want to stay ahead of the curve and figure out what is happening, what is the next trend, and make sure that you participate in those trends.”
She also advises to stay active in organizations like WBENC and her local RPO the Women’s Business Council-Southwest. During her time at Lucent Technologies she had the good fortune to work with various Supplier Diversity Organizations. The need for certification is critical to work with Fortune 500 companies, especially if you’re a new company. Hence, in 2002 she became WBENC and NMSDC certified. “WBENC has allowed Argent to work with other women owned businesses and quickly find out ‘I’m not alone.’ We share common goals, common challenges, common aspirations and we learn from each other. WBENC enables you to realize that within the Women Owned Business community, regardless of your ethnic background, there is a common thread and we need to work together to continue to grow and be at parity with other good, solid, mature businesses.”
This September, USHCC recognized Manetta as one of the 2014 “At the Table Entrepreneurship” competition winners. Applicants were judged by an independent panel who considered the businesses for entrepreneurial purpose, passion, ambition, energy, creativity and commitment to the future of women entrepreneurs. “I was surprised, honored, and proud to have won this prestigious award. Through the USHCC vision from Nina Vaca, Chairman Emeritus, and Javier Palomarez, President & CEO, they were able to create an awareness that women need to be at the table – at the contract table, at the head of corporate tables, at the board of director’s table, at the table where all women can participate and get nourished with the food that will enable us to grow and then feed future generations of women to come. I am grateful to Nina and Javier for their commitment.”
Manetta fiercely believes in the importance of proactively working to change the landscape of opportunities for women. “From all points, collaboration among the various councils, chambers, and organizations is needed to take women and small businesses to greater levels. People ask, ‘Why do you do so much?’ It’s because we always need to give back by making time to meet with students, be part of women organizations both at the business level but at the college/K-12 level. We need to work within our respective communities to help create the future entrepreneurs of this country.”
She says it is important to not just the individual businesses, but the entire country. “We are the economic future of this country and hence we need to support these communities to encourage, set the example as well as provide guidance and awareness so they can speed up the process. Education is the foundation for our continued success in this country and we need to make sure our youth especially young girls focus on key areas such as STEM.”
To learn more about Argent Associates visit: http://www.argentassociates.com/
WWW.WBENC.ORG » NOVEMBER EDITION 2014 »
NATIVE AMERICAN HISTORY MONTH TELTECH COMMUNICATIONS: WBE AND NATIVE AMERICAN BUSINESS POWERS STRATEGIC GROWTH As Chairman and CEO of Teltech Communications, Lisa Hanlon has led the company to become one of the nation’s pre-eminent partners in telecommunications asset management. This includes refurbishing and recovering telecomm equipment, and managing all the associated reverse and forward logistics. Now she is expanding the company’s reach as a worldwide supplier of communication solutions for wireless and wireline network equipment and services. As Chairman and CEO of Teltech Communications, Lisa Hanlon has led the company to become one of the nation’s pre-eminent partners in telecommunications asset management. This includes refurbishing and recovering telecomm equipment, and managing all the associated reverse and forward logistics. Now she is expanding the company’s reach as a worldwide supplier of communication solutions for wireless and wireline network equipment and services. With clients including AT&T, Sprint, Verizon, Ericsson, Samsung and Nokia, Teltech seeks to become “their ultimate turn-key provider,” Hanlon says. Teltech started installing telecomm equipment, and then looked ahead to serve its clients’ emerging needs, including asset recovery and recycling, and expanding broadband services to rural or disadvantaged areas that need them. In the last three years, Teltech has launched four new initiatives, resulting in growth, increased capacity, and a new headquarters in Carrollton, Texas. In 2012, Hanlon launched GrayWolves Telecom, a subsidiary of Teltech, to respond to clients’ needs to upgrade their wireless networks and dispose of outdated equipment as they began to migrate from 3G to 4G networks. Providing turn-key field and engineering services, GrayWolves performs installations, deinstallation, upgrades, audits, surveys and maintenance of cellular networks. The name was inspired by Hanlon’s Cherokee heritage. That tribe is part of the Wolf clan. LISA HANLON Native American CEO Teltech Communications
“Graywolves have extreme devotion to their pack and family and nurture one another and like to be something larger than themselves,” she says.
In addition to being WBENC certified, Teltech is registered with the NMSDC as a Native American-owned business. Another initiative is Teltech’s strategic partnership with Warriors 4 Wireless, a non-profit organization focused on hiring veterans and providing them with access to careers in the Telecom Industry. “We have worked with Warriors 4 Wireless on three training classes serving 30 veterans on new career paths,” Hanlon says, with plans for numerous future classes.
PRESIDENT’S REPORT In 2013, Teltech took another step in providing recycling services for all clients with the founding of Genesis Green. This subsidiary now reuses or re-purposes materials in an environmentally conscious manner, including customized solar power solutions. By doing so, it reduces capital investment budgets and decreases the need to dispose of materials in landfills. Teltech’s most recent endeavor is Novation Services, which is focused on providing professional and managed services to facilitate a roll out of broadband services to underserved and rural areas. For example, in areas of Washington, DC, although children can access the internet at school they cannot get wireless access in their homes, creating barriers for important and basic of activities such as the children’s ability to study, or the parents’ ability to look for jobs. This may also apply to Native American communities. “We are committed to working with Reservations and Tribes – particularly around Education Networks – leveraging new wireless 4G technology to bring world class educational resources to those communities that need it the most,” she says. “With the evolution of wireless, new devices, applications and connectivity will allow us to create a ‘connected learning environment’ that will help reach, teach and empower the most at risk communities.”
Teltech is TL 9000/ISO 9001:2008 and R2 2013/RIOS:2006 certified. Hanlon has a long history of WBENC leadership. She served for three years on the WBENC Board of Directors and the Forum. She has been as a member of the Host Committee of the WBENC 2007 National Conference & Business Fair; and was a 2007 WBE Star. She is a graduate of the Tuck-WBENC Executive Education Program. “WBENC provides tremendous access to corporate decision makers in a variety of settings where a business owner can get to know them and really understand their needs,” Hanlon says. “We could learn about their points of pain and forge the solutions to help them.”
Teltech is involved with the Women’s Business Council – Southwest. It is now headquartered with training facilities in Texas, and maintains a 300,000 square foot warehousing facility among its two locations in Colorado. They also have training facilities in Colorado and Virginia. Hanlon is Co-Founder of the Nonprofit, Women For Wounded Warriors, which provides resources, healing support, and employment opportunities for spouses and family members who are caregivers for our American Veterans. Prior to working in the telecom industry and co-founding Teltech, Hanlon studied pre-med at the University of North Carolina-Greensboro and the University of Colorado-Boulder. For more information, see http://www.ttcsales.com
WWW.WBENC.ORG » NOVEMBER EDITION 2014 »
CAROL CRAIG, CEO CRAIG TECHNOLOGIES “IT’S ALL ABOUT THE MISSION” Carol Craig, CEO of Craig Technologies, started her career as a U.S. Navy Flight Officer, one of the first women to arrive at her squadron. With a background in engineering, she served from 1993-1996, leaving the service following a knee injury and surgery that left her unable to fly.
Undaunted, she launched Craig Technologies in 1999 and today leads nationwide operations with over 400 employees in 20 different states including a 160,000 square foot design and manufacturing center in Cape Canaveral, Florida. “Serving in the military – especially as a female – gives you the confidence to know that you can do anything you set your mind to,” she says. It doesn’t hurt that she holds a Masters Degree in Electronic and Computer Engineering from UMass at Amherst and is current working on the dissertation for her PhD at the Florida Institute of Technology.
Craig Technologies’ core business provides engineering and technical solutions to commercial and government clients such as NASA, and various divisions of the U.S. Army, the U.S Marines, and the U.S. Navy. Over the years she steadily built a company delivering systems engineering and integration, software design, IT support, and training and development. Then three years ago, Craig had the opportunity to rent a vast space that had been used, but not owned, by NASA as a space shuttle logistics depot. She rented the space, purchased the equipment, and in 2012, opened the Aerospace and Defense Manufacturing Center to serve her clients more comprehensively, providing end-toend technologies for the design, testing and repair of highly precise aeronautic and mechanical systems and their components. “We can do an entire life cycle of specialty engineered products,” she says.
Craig’s capabilities now include technical services and analysis; engineering integrating software systems to the customer’s hardware; refurbishing and preventative maintenance of mission-critical systems; and the design, prototype and manufacture of avionics and electro-mechanical systems and parts. In addition to being WBENC-certified, Craig Technologies is a Service-Disabled VeteranOwned company and has earned ISO9001 and AS9100 certifications. She was a recent speaker at the Kennedy Space Center. Craig learned about WBENC through her attendance at “Go for the Greens” in 2011 and 2013. Additionally, her commercial clients suggested that she learn more about WBENC; and in January of 2014 she became WBENC-Certified.
PRESIDENT’S REPORT Enthusiastic about the opportunities availed through WBENC, Craig intends to become more involved at the national and regional levels.
The Aerospace and Defense Manufacturing Center
“The key to doing business is to pull yourself out of the day to day running of the company and build your networks,” she says. “It is about opening up your eyes and seeing the possibilities, and I am looking forward to doing that with WBENC.”
Carol Craig at the facility upon the announcement of her Space Act Agreement with NASA to maintain an inventory of unique processing and manufacturing equipment for future mission support at the agency’s Kennedy Space Center in Florida. Under a five-year, non-reimbursable Space Act Agreement, NASA loans 1,600 pieces of equipment to Craig Technologies. The equipment supported Space Shuttle Program capabilities such as flight hardware and cable fabrication. It was used in manufacturing, repair and inspection processes necessary for spaceflight hardware, avionics and ground processing.
Craig Technologies facility - The Aerospace and Defense Manufacturing Center WWW.WBENC.ORG » NOVEMBER EDITION 2014 »
GET INVOLVED AND GET RECOGNIZED CONSIDER BEING A SPONSOR IN 2015 Be a part of the national conversation by attending, exhibiting or sponsoring WBENC’s key events in 2015. Sponsorship details are now available for the Summit & Salute and the 2015 National Conference & Business Fair. The guiding theme for 2015 is Join Forces. Succeed Together. Our sponsors help us make this theme a reality. Sponsorship is an outstanding way to support WBENC and its Regional Partner Organizations (RPOs); and, at the same time, it offers tremendous visibility in front of a large, diverse audience consisting of Fortune 1000 representatives, government/nonprofit agencies, and many women business owners. Contact Paige Adams or Mia Delano, email@example.com, to discuss your sponsorship strategy for the coming year.
Summit & Salute to Women’s Business Enterprises
National Conference & Business Fair
MARCH 18-19, 2015 • BALTIMORE, MD
JUNE 23-25, 2015 • AUSTIN, TX
The Summit & Salute is a two-day event heavily focused on networking, MatchMaker sessions, and the sharing of best practices both in supplier diversity and in entrepreneurship. At the Summit & Salute, we recognize our Top Corporations for WBEs whose supplier diversity efforts have set the bar for breaking down barriers for women business owners in the marketplace. We also honor our 14 Women’s Business Enterprise Stars for their leadership in the community and success in growing their respective businesses.
Before you leave for the holidays, make sure you take time to review your strategy for participation in the 2015 National Conference & Business Fair that will take place June 23-25 in Austin, TX. Our CoChairs along with the WBE Host Committee are leading the way in planning an exciting and opportunity-filled event that will bring together women business owners, procurement representatives from the Fortune 1000 and government agencies, as well as key executives from strategic partner organizations. The audience of more than 3,000 participants is comprised of decision-makers. If you want to gain visibility for your company in front of a group with buying power, then consider becoming a sponsor and/or an exhibitor as a way to stand out from the crowd.
Do not miss out on the opportunity to market your brand and be visible at the 2015 Summit and Salute where we expect more than 1,000 attendees. Sponsorships are a terrific platform for elevating awareness of your company and of your support for women-owned businesses. Please go to view the available sponsorship packages and see what other high caliber companies are sponsoring the Summit & Salute.
Marketing for existing conference sponsors has already begun and will continue to expand in the lead-up to the conference. The pre-conference promotional campaign will include conference website presence; listing in the President’s Report; and inclusion in the social media and press outreach activities. Onsite, sponsors are celebrated through extensive signage and branding. Please note all conference sponsorships include an exhibitor package. Click here (http://bit.do/2015wbencNCBFspon) to begin exploring sponsorship today!
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10 THINGS TO KNOW… ABOUT WIN/WIN/WIN SALES RELATIONSHIPS by Jane Henry, Founder and CEO of Xcution
The Win/Win/Win – People want to do business with you if there is a win/win/win in place. This situation occurs when there is a win for your client, a win for you, and a win for the organization you support (such as WBENC). Win/Win/Wins happen all the time. Stop “chasing” opportunities and start working towards win/win/wins.
Service Leaders Win – To create a win/win/ win, you must start with Service Leadership. This means that you must fundamentally have in your mindset that you will give before you receive. This takes time and commitment to focus on encouraging, supporting and enabling people to unfold their full potential and abilities, and comes from creating environments of empowerment and entrustment. As owners, creating such environments can seem challenging because our anxieties around our Maslow’s Hierarchy of Needs (fear of losing our homes and/ or relationships) can cause us to want to “micromanage” situations. You can take control of your anxieties. Have faith in people and have faith in service leadership. When you do, opportunities will be everywhere.
Listening and Mirroring – During your giving campaigns, utilize your time and energy to seek to understand the people involved. Listen for their likes, their needs, and the things that are important to them. Someone once asked me. “What motivates people to buy?” My response: “Ask them and then listen. They will tell you.” Once they give you the answer, mirror back to them “so what I hear you saying is….” They will know that you heard them and will immediately begin to feel a bond with you. Simply stated, they will bond with you because they know you care enough to listen.
Evidence Frameworks – The absolute best selling and relationship building phrase ever is “tell me more.” With win/win/win opportunities are everywhere you just have to listen, and be a steward of people’s needs. Take note of their likes and their complaints. It may take you 10 conversations before they even know what they need. Listen for the things that are repeated in conversation. Repetition is a symptom of a deeper need.
Align Expertise – Once you have built your “evidence framework” for what your relationships needs, then align expertise. You do not need to be an expert in order to align expertise. You just need to be the one that can bring the experts to the table. The studies conducted to understand “why people buy” show that people buy a product, refer you to a friend, or simply move forward to the next phase with you when they see you as a resource to them. One of my all-time favorite phases is “I don’t know, but I will find someone who does.”
Avoid Criticism – People do not buy negativity. However, passion is where some negativity may come from. Make sure to work that passion into a place for attacking the solution versus attacking the people involved in trying to create a win/win/win.
Contracting – Sign and go. Contracts do not create good business relationships. People do.
Quality/Quality/Quality – Quality is everything. Your biggest sales efforts will come through referrals (also known as “farming”). You must put as much time and attention into the quality of your products as you did into your sales. For Xcution we have three main job functions to ensure each project is completed with the highest level of quality. The Contract Manager ensures we stay within scope, the Operator ensures we stay on track with our costs and activities, and the Marketer ensures we deliver with the right behaviors. Figure out your mechanisms for quality control and stay on top of them. Quality is what sets WBEs apart from our competition. We care deeply about our businesses. Make sure to put the proper controls in place to ensure your future successes. Show Up – More sales are lost because the salesperson either failed to show or failed to follow-through. It’s a sad comment that something that basic and easy could deter more sales, but it’s a fact. This is the main reason why when companies are looking for salespeople, I tell them to find candidates who have a proven track record of self-discipline. Show up, be mentally ready to “listen”, and follow through on a schedule that is a win/win/ win. What on earth do I mean by a win/win/win schedule? Go on your potential client’s pace. There is a BIG difference between “not now” and “not ever.” Be ok with “not now”, and build in reminders for yourself to politely check back in. As a rule of thumb, Xcution follows a three stage account development process – relationship building, opportunity maturation, and proposals. Relationship building can take anywhere from 1 volunteer hour to 3 years (this is where your giving campaigns come in). Opportunity maturation generally takes 1 to 3 months and proposals take 2 to 4 weeks. Believe – Why should anyone buy anything from anybody if the person from whom they are buying doesn’t even believe it? Deep dive into your heart and begin speaking from your soul. If your soul doesn’t believe, then find a product or service that you do believe in to sell.
Jane Henry, Founder & CEO of Xcution, has been named HBJ 40 Under 40, WBENC Star 2013, and WBEA Supplier of the Year. Her award-winning company, Xcution, is a change management company, helping businesses gain a deeper understanding of how to translate business goals into workforce needs by creating a cultural shift that alters the way businesses conduct business by bringing “empowerment and entrustment” back to their people. Learn more about Jane and Xcution at www.xcution.com
Know the Symptomsâ€Ś for women
It is important for everyone to be well-informed about the condition of their health. Understanding the symptoms is the place to start. Sometimes the symptoms for women are different from the symptoms men show. Use the following chart as a reference so that you know the symptoms to look out for.
PRESIDENT’S REPORT Heart Attack
High Blood Pressure & Hypertension
Why it’s important: Heart disease is the #1 killer of women, causing 1 in 3 women’s deaths each year. 90 percent of women have one or more risk factors for developing heart disease.
Why it’s important: High blood pressure or hypertension is a common condition in which the force of the blood against your artery walls is high enough that it may eventually cause
The symptoms of heart disease can be different in women vs. men. For women the signs are sometimes much more subtle, but not less deadly. Women often attribute the symptoms to less-threatening conditions like acid reflux, the flu or normal aging.
High blood pressure can result in obvious and serious health problems. It is a major risk factor for stroke and kidney failure. The damage to blood vessels caused by chronic high blood pressure can contribute to heart attacks. For women who are pregnant, high blood pressure can be especially dangerous, both for the mother and baby.
Why it’s important: Stroke is the third leading cause of death in the United States, and is also a leading cause of severe, long-term disability. When symptoms appear it is important to take action immediately.
Why it’s important: Blood clots can form in, or travel to, the arteries or veins in the brain, heart, kidneys, lungs, and limbs. Blood clots can limit or block blood flow. This can damage the body’s organs and cause many problems. Sometimes blood clots can be fatal.
Symptoms of a heart attack: • Uncomfortable pressure, squeezing, fullness or pain in the center of your chest that lasts more than a few minutes, or goes away and comes back. • Pain or discomfort in one or both arms, the back, neck, jaw or stomach. • Shortness of breath, with or without chest discomfort. • Other signs such as breaking out in a cold sweat, nausea, or lightheadedness.
Symptoms of hypertension: It is possible to have high blood pressure for years without any symptoms.
What should you do? If experiencing any of these signs or symptoms: • Call for help immediately. Dial 9-1-1 and follow the operator’s instructions. • Use an ambulance. Do not drive to the hospital unless there is no other choice. • Stay as calm as possible— take deep, slow breaths while waiting for emergency responders.
A stroke is sometimes called a “brain attack” and occurs when blood flow to the brain is interrupted. When a stroke occurs, brain cells in the immediate area begin to die because they stop getting the oxygen and nutrients they need to function.
A blood clot can lead to a stroke, heart attack, kidney problems, pulmonary embolism, or deep vein thrombosis.
Symptoms of a stroke: • Sudden numbness or weakness of the face, arm or leg, especially on one side of the body • Sudden confusion, trouble speaking or understanding • Sudden trouble seeing or blurred vision in one or both eyes • Sudden trouble walking, dizziness, loss of balance or coordination • Sudden severe headache with no known cause
Symptoms of a blood clot: Signs and symptoms of excessive blood clotting depend on where the clots form. • Signs of a clot in the heart or lungs may include chest pain, shortness of breath and upper body discomfort in the arms, back, neck or jaw. • Signs of a clot in the deep veins of the leg may include pain, redness, warmth and swelling in the lower leg. • Signs of a clot in the brain may include headaches, speech changes, paralysis, dizziness and trouble speaking or understanding speech
What should you do? Regularly monitor your blood pressure. This can be done at the doctor’s office, at home with a personal monitor, or by using a public blood pressure monitor found in shopping malls and pharmacies.
What should you do? Never wait more than five minutes to dial 9-1-1 if you experience one of the signs above.
What should you do? If you have any of the symptoms for a stroke or heart attack dial 9-1-1 immediately.
Be aware of your normal blood pressure. If a significant increase in this number is noted, seek further evaluation from a healthcare provider.
Patients who take a clotbusting drug within three hours of their first stroke symptom can reduce long-term disability from ischemic stroke for about 87% of cases. The faster the drug is administered the better.
A few people may experience the following symptoms: • Dull headaches • Dizzy spells • More nosebleeds that normal These signs and symptoms don’t usually occur until high blood pressure has reached a severe or life-threatening stage.
Check the time, the medical team will need to know when the first symptom occurred.
Consult your doctor if you develop the following symptoms in your arm or leg: • Swelling • Redness • Numbness • Pain
https://www.goredforwomen.org/about-heart-disease/symptoms_of_heart_disease_in_women/symptoms-of-a-heart-attack https://www.goredforwomen.org/about-heart-disease/facts_about_heart_disease_in_women-sub-category/causes-prevention/ http://www.healthline.com/health-slideshow/high-blood-pressure-symptoms-women#5www.webmd.com/diabetes/understanding-diabetessymptomshttps://diabetessisters.org/signs-symptoms https://www.goredforwomen.org/about-heart-disease/symptoms_of_heart_disease_in_women/symptoms-of-a-stroke/ http://www.mayoclinic.org/diseases-conditions/high-blood-pressure/basics/symptoms/con-20019580 http://www.mayoclinic.org/symptoms/blood-clots/basics/definition/SYM-20050850?p=1 http://www.nhlbi.nih.gov/health/health-topics/topics/ebc/signs.html http://www.ninds.nih.gov/disorders/stroke/knowstroke.htm
WWW.WBENC.ORG » NOVEMBER EDITION 2014 »
build your own
The Bracelet as individual as you are. WBENC has created the Legacy Bracelet as a statement of your participation and ongoing support of our organization. Each beautiful hand-crafted sterling silver bead represents different aspects of WBENC that have made it the progressive and respected organization that it is today. Whether you are new to certification, membership or supplier diversity and women’s entrepreneurship, you can build your own beautiful piece of jewelry that will tell the story of how you’re engaged with WBENC.
Isn’t it time to start your Legacy®?
Order Your WBENC Legacy® Online www.thedwgroup.com/wbenclegacy 1-800-704-0546
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WBENC INSIGHTS Access it Today!
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WBENC Insights is a password-protected site for WBENCCertified WBEs, Regional Partner Organizations, and National Corporate and Government Members with information on industry forecasts, procurement trends, government contracting, and skill building. If you have not yet created an account please check all mail folders for a message from our media partner, MobilePaks, a VIA Company, with instructions on how to login to your account. Additional information about WBENC Insights can be found under Resources at www.wbenc.org.