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Tips on Landing Contracts Networking was also an area of


focus in an educational session entitled “Landing Government Contracts: How to Get a Foot in the Door at Local, State, and Federal Agencies.” Abbigail Brown, owner and president of CPM Logistics, Oakland, and Chair of AGC of California’s Small Business Council, moderated the session that featured representatives from the U.S. Small Business Administration, City of San Francisco, Department of General Services, Port of Oakland, Bay Area


Panelists Edward Duarte, Ben Poole, Avni Jamdar, Tobias Damm-Luhr, Bernida Reagan and Miguel Galarza.


must do in order to know what is going on out there.” Panelists were asked to list their


top three tips for how small businesses can land government contracts with their respective agencies. Stephanie Tang, manager with the City of San Francisco’s Contract Monitoring Division, offered this: “Number one, can you afford it and do you under- stand what is in the bid specs? Number


Certification: “Icing on the Cake”


Obtaining certification as a small


business is important for both small businesses and public agencies looking to meet specific hiring goals on their projects. However, certification should not be viewed as the primary selling point for securing a contract, according to Julie Clowes, district director of the San Francisco Office of the U.S. Small Business Administration. Owners/ agencies “want to know how you can do something better, smarter, faster, cheaper,” she said. “Certification is just icing on the cake.” Panelists were also asked to list


the single skill or attribute they see as being most important for the success of a small business owner. Among the responses: effort, follow-through, flexibility and persistence. “If someone tells you no, keep


Exhibitors speak with small busines attendees.


Rapid Transit and Caltrans. “Networking is a full-time job


if you are going to be a government contractor,” commented Kofo Domingo, chief procurement officer of BART. “It is a continuous thing you


two, are you availing yourself of the resources to help you through this process? And number three, are you looking at your competitors as also your potential partners?”


trying and just be persistent,” said Adriana Harris, associate govern- mental program analyst at Caltrans. “Market, network, meet people and go to events like this where you can meet prime contractors. If you don’t get the contract, follow up and find out what you did wrong for the next time. Don’t give up.”


Small Business Toolbox A second panel discussion brought


together six professionals from small


Julie Clowers of the U.S. Small Business Administration (center) addresses attendees during a panel session on landing government contracts. 8 May/June 2019 California Constructor


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