Developing a
Successful
HUB Program
Developing a Successful HUB Program
Presented By:
Norma Barrera
Texas Education Agency
West Texas Business Summit 2013
Hosted By: Texas Tech University
Lubbock, Texas
Agenda
Developing a Successful HUB Program
✓
1
Commitment
2
Leadership
3
Best Practices
4
Establish Goals
5
Set Metrics and Check Monthly
6
Education
7
Matchmaking
3
Agenda
Developing a Successful HUB Program
✓
8
Mentor-Protégé Teams
9
Certification
10
Reporting
2 &
3 Tier
EOFs
/ HUB
Forums
11
Reporting 2nd & 3rd Tier
12
Challenges
nd
rd
1. Commitment
•
•
•
•
Support from the top
Adopt a “HUB Business Policy”
Acceptance of the program starts with you
Without visible support most programs are
stagnant
2. Leadership
• HUB Coordinator needs strong
organizational & communication skills
• Understand the agency’s procurements
• Liaison between buyers, HUBs, and prime
vendors
• Coach and mentor all three groups
3. Best Practices
Definition – Methods that consistently
indicate results are superior or in process
of being superior.
• Add a HUB section on your website
• Talk with other HUB Coordinators
• CPA HUB Rules
4. Establish Goals
• Research your HUB Report
• Select the categories you want to improve
• Identify your goals for key areas and set a
time period to accomplish
• Track improvement
5. Set Metrics
• Track metrics – revise policies, enhance
the level of outreach efforts or increase %
• Track expenditures by contract,
departments, or cost centers
• Check in with senior management on the
status
6. Education
• Increasing involvement within your
organization is key to your HUB Program
• Get buyers involved so they can develop
relationships and help create ways to
partner with HUBs
• Promote success stories internally & at
your forums
HUB & Procurement Teams = 1
The Buyers are vital in the process,
they get to know the HUBs and
provide them key information about
your agency’s or university’s
procurements.
The Buyers will have a better
understanding of the HUBs
capabilities, products and services.
7. Matchmaking
•
•
•
•
•
Help Primes identify HUB firms
Help HUBs identify Primes
Set up Specialized Forums
Procurement Roundtables
Keep in Communication with the Groups
Relationships
1.
2.
3.
Agency
4.
Prime
Subcontractors
5.
Leadership starts at the agency /
university.
Commitment is within all the groups
In the Decision Making process it is
important to consider all possible
solutions that is how you run your
HUB Program.
Minority firms can offer new
opportunities and fresh perspective
in the procurement.
Primes shouldn’t limit themselves
to few options, they should perform
due diligence and explore many
choices.
8. Mentor-Protégé Teams
• HUBs are small businesses and some
primes may overlook their ability to add
value
• Primes can help HUBs meet their own
contracting standards
• Be involved in the meetings
9. Certification
• Research the lists of current
subcontractors
• Many companies may qualify as a HUB
but have not taken the steps to become
certified
• You may be able to increase HUB % by
simply assisting them to get certified
10. EOF / HUB Forums
• Your database & other tools provide a
good summary, but you must be actively
engaged for improvement and in seeking
HUBs in your procurements
• Host a procurement conference for buyers
and suppliers to interface
• Host a meet the “Prime”
Networking
Reach out to
other HUB
Coordinators
Learn about
strategies that
are effective
Survey the
buyers, HUBs,
primes
Use testimonials at your Forums. Promote success
stories. Have you helped a HUB to grow and
expand? Did a HUB win a contract? Which buyer
had the most % of HUBs in a contract that month.
Highlight Mentor-Protégé teams.
11. Reporting 2nd & 3rd Tier
• A tier 1 vendor is the entity you contracted with
to provide the goods/services = Prime
• A tier 2 vendor is the entity that provides a
good/service to the Prime in relation to your
contract = Subcontractor
• A tier 3 vendor is the entity that provides a
good/service to the Subcontractor
• Report thru the PAR
11. Reporting 2nd & 3rd Tier
• Direct-spend 2nd/3rd tier purchasing refers to
those products and services that can be
identified in support of the customer’s
requirements.
• Indirect-spend 2nd/3rd tier purchasing refers to
those products and services that cannot be
identified in support of the customer’s
requirements.
Progress Chart – Keep it Visible
$6.8M
$4M
$1M
Sept
HUB Goal
March
August
12. Challenges
•
•
•
•
•
Commitment (lack of)
Time
Acceptance
Progress is slow
HARD WORK
A Successful HUB Program
Saves
Money
Creates
Jobs
Attracts
Vendors
Overview
Improving Your HUB Program
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1
Commitment
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2
Leadership
✓
3
Best Practices
✓
4
Establish Goals
✓
5
Set Metrics and Check Monthly
✓
6
Education
✓
7
Matchmaking
Overview
Your Improving Your HUB Program
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8
Mentor – Protégé Teams
✓
9
Certification
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10
EOFs / HUB Forums
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11
Reporting 2nd & 3rd Tier
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12
Challenges
Closing
•Educate your agency / university
-Engage the procurement team & prime vendors
Get buy-in
•Analyze your HUB Report
-Set goals & metrics with a fresh set of eyes
Publish results
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THANK YOU
• The information
provided will help
Develop a
Successful HUB
Program
or
• Provide ideas to
improve your
current HUB
Program
THANK YOU!
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