Landing a big government contract or subcontract can be a tall order for small contractors. On top of struggling to navigate the complicated bid process and secure required bonds, small firms often have no track record with government agencies on which their work can be evaluated.
As Business Report details in a new feature from the current issue, those in the Capital Region that have managed to get a foot in the door, like Civil Solutions Consulting Group, recommend building up a set of skills and resources—a toolkit, if you will—to begin building a resume and the relationships that eventually lead to signed contracts.
One of the first tools fledgling firms should acquire is certification as a Small Disadvantaged Business or Disadvantaged Business Enterprise, which is required for small or minority-owned firms seeking federal contracts. The SBE and DBE certification programs aim to level the playing field for small and minority-owned businesses.
Federal regulations require that public projects assisted by the U.S. Department of Transportation have SBE and DBE participation goals, meaning the general contractor must attempt to subcontract out a percentage of the work to small and disadvantaged companies. The calculated percentage is based in part on availability of willing and able certified firms.
On the state and local level, projects with the state Department of Transportation and Development, the Baton Rouge Metropolitan Airport and other organizations often involve federal dollars and include SBE and DBE goals.
“You need it,” says Kahli Cohran, who obtained certification shortly after founding Civil Solutions in 2013. “But DBE certification is just one tool in the toolkit for success.”
After obtaining certification for his firm, Cohran participated in a city-parish mentor program with established engineering firm CSRS and took part in local projects. With some experience and a bit of forward thinking, his next step was to hire Eric Dexter as business development director.
“Just being DBE certified is not even half the work. It’s maybe one-fourth,” says Dexter, who joined Civil Solutions in 2014. “You have to get out there and show that you’re valuable. Establish relationships. Go to meetings. Shake hands.”
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