Last month, the Connections newsletter launched a series focused on private sector construction opportunities in the St. Louis region. During the next few months, Connections will explore the construction industry in more detail and talk to various corporate members and MBEs about the importance of securing contracts for our MBEs in the construction arena.

This month, Connections caught up with Scott Wilson, president of S.M. Wilson:

It’s no secret that minorities are lagging in representation within the construction industry. Why do you think this is the case?

A lot of us who are in the construction industry believe that the process of increasing minority representation is a grassroots effort, and right now, we don’t have enough players to call on. And what is the why of that? Well, the reasons are numerous, but I believe part of it is the fact that we are not tapping minority students early enough to present construction as a viable career path. Also, there’s the reality that construction is a highly unionized environment where there’s often selectivity that can be based on who you know.

What can those who are established in the industry do to address the lack of minority representation?

For those of us who are general contractors, we first have to care about the issue. I remember being questioned by a minority leader on why I had no minority representation on my management team. I told him that I hadn’t received an application from an African-American engineer in years. This guy basically told me this was no excuse – that if I really cared, I would seek out a more diverse team. His challenge made me more conscious of the issue and as a result, I’ve been making efforts for my own company and working with others in St. Louis to make a difference in the industry as a whole.

We’re starting to see some opportunities open up in the private sector as more of us start realizing that we can make a difference. There are several general contractors in this region that speak for billions of dollars of work, so we have to take it upon ourselves to insist that we see a percentage of minority business – at the subcontractor level but also at the worker bee level. This is a long-term effort – ten to 15 years from now as we demand more and help more minorities get themselves established.  They can, in turn, offer opportunities for other minorities.  Then we’ll begin to see some change. That’s the kind of synergy we’re hoping for.  We’re talking long-term, but we can get there.

What can MBEs in construction do to position themselves for success?

Be aggressive. Let people know that you’re here and that you want to bid on available work. Or, if it makes sense to bid on just one portion of a job, then find out what that is and go for it. Don’t wait to be invited to the table … pick up the phone and let people know that you want to be a part of the process.

I’ve had discussions with some MBEs who say that once general contractors find out that a bid is from a minority firm, we run the other way. This couldn’t be further from the truth among the circles I’m a part of. I always say that our fax machine at S.M. Wilson is colorblind. We’re looking to see if a bid is low or high and whether a company can help us get the job done right.

At the same time, I’m not saying that minority contractors don’t face challenges. I’ve witnessed some of the challenges they face. This is why I’m going to do my part, along with others, to see that folks have a fair fight. When we have jobs, we try to make a point of inviting minority contractors in to meet with majority subcontractors, develop relationships, and have a chance to ask questions.

Part of the problem is that for many general contractors, the mission is to be low cost. When that’s your aim, a lot of people are not going to be as interested in cultivating a subcontractor that won’t make you low.

So, what does it take to make the issue of minority representation a priority among general contractors?

I believe there’s a social conscience that comes with age and financial stability. When any business is trying to get off the ground, the focus tends to be survival. But, once you’ve managed to establish yourself and have maintained a consistent level of success, it’s easier to see that there are other aspects of the business that are of equal importance, including providing opportunities for minority contractors.

In all my years in this business, I’ve never heard more conversation around this topic than I hear today, so it’s prime time for all of us to come together and figure out ways to create long-term opportunities for MBEs.

What steps should MBEs take if they are interested in bidding for jobs with S.M. Wilson?

Go to our Web site at www.smwilson.com to find out what jobs we are currently bidding on. And, as I mentioned earlier, pick up the phone and ask for our chief estimator. Let him know who you are. We also have a bid room for folks to come by and take a look at potential jobs.

MBEs in Construction

Please visit the SLMBC Web site at www.slmbc.org for a list of SLMBC-certified MBEs that specialize in construction in the St. Louis region.

More than 15 supplier diversity leads and purchasing professionals attended the July Purchasing Officers Network (PON) meeting on July 10 at Express Scripts.

Anjanette Brooks, VIC program manager, presented information on the Virtual Information Community (VIC).  VIC is an online community for SLMBC-certified MBEs and corporate members designed to share information, field questions, and build inroads to long-term business relationships.  The resource – which is being funded by the AmerenCDC – was created in response to research that has identified a significant technology gap among MBEs.  Plans are underway for a full VIC rollout in the fall, so stay tuned for more details.

Also during the meeting, MBEs Rodney Evans of Premise Communications and Carl Arizpe of Lightspeed Technology presented information on their products and services. Their presentations sparked lively discussion on the importance of assisting MBEs with upfront support, strengthening supplier relationships, and turning suppliers into true partners.

PON participants also received a Harvard Business Review article titled, “Building Deep Supplier Relationships.” PON members will discuss the article in further detail during the next PON meeting in September.

The PON is comprised of supplier diversity leads, purchasing professionals, operational and tactical managers in the St. Louis region who develop action plans to impact minority purchasing. This group is committed to impacting the economic growth of the region by creating and expanding opportunities for minority vendors.

Corporate members, please make plans to attend the next PON meeting on Wednesday, Sept. 27.