A COMMITMENT TO SUPPLIER
DIVERSITY IN RICHMOND
JANUARY 2001
Contents
Introductory Letter 1
Best Practices 2
Minority Supplier Success Stories 4
SunTrust 5
Dominion Virginia Power 6
Virginia Commonwealth University 8
Sample Supplier Diversity Policy 11
Profitable Partnerships 12
Richmond Renaissance 21
Virginia Regional Minority Supplier
Development Council 22
Other Resources 24
Cover photo: (left to right) Eugene Trani, Virginia Common-
wealth University; David Milby, Philip Morris; Suzanne
Gwathmey, Gwathmey Design Group; Jim Ukrop, Ukrop’s/First
Market Bank; Janet Williams, Nations Environmental Services,
Inc.; Sandy Fitz-Hugh, Bank of America; Bill Cooper, Choice
Communications, Inc.; Adele Johnson, Virginia Regional
Minority Supplier Development Council; Ken Johnson, Johnson,
Inc.; and C.T. Hill, SunTrust
Designer: Ken Anderson
Editor: Patty Frost
Dear Corporate & Community Leaders:
T he Richmond Region is experiencing a dra matic
period of growth and development. Over the last
five years, 50,000 net new jobs have been created in
or “best practices,” of successful supplier diversity
programs; it features summaries of some of the best
programs here in Richmond; and it highlights exam-
the region. More than $6.5 billion has been invested ples of successful partnerships between major compa-
by 136 new companies in the last four years. nies and MBEs.
Unemployment stands at less than 3 percent; welfare
rates and crime rates have declined significantly; stu- We hope you will share this booklet with your manage-
dent test scores are up; and the city’s downtown area ment team and your purchasing staff as you make a
is experiencing an impressive come-back. commitment to initiate or expand a supplier diversity
program in your company. If you would like additional
While the region’s strong economic growth has benefit- information about local supplier diversity programs, or
ed a majority of Richmonders greatly, minorities, as a if you need help in setting one up, we’re at your service.
group, have not shared proportionately in the
increased prosperity. There is increasing evidence, Please join us in forging new partnerships to create an
however, that minority businesses prosper and minority even stronger Richmond economy and community.
communities realize increased capital investment and
Sincerely,
employment opportunities, where majority corporations
are successfully implementing minority business devel-
opment programs (sometimes called supplier diversity
programs.) Al Broaddus
RICHMOND RENAISSANCE
AFRICAN-AMERICAN ECONOMIC PARTICIPATION COMMITTEE AND
In addition, there is a growing awareness that sourcing PRESIDENT, FEDERAL RESERVE BANK OF RICHMOND
from MBE suppliers brings value and innovation to the
supplier base. Also, many companies now realize that
the benefit accrues to the bottom line when they have Earl H. McClenney, Jr.
RICHMOND RENAISSANCE
a supplier base that mirrors their diverse customer AFRICAN-AMERICAN ECONOMIC PARTICIPATION COMMITTEE AND
CHAIRMAN, DEPT. OF PUBLIC ADMINISTRATION, VIRGINIA STATE UNIVERSITY
base.
The future health and development of our community
can be enhanced by the participation and associated Charles W. Mason
CHAIRMAN
growth of minority-owned companies. We believe it is VIRGINIA REGIONAL MINORITY SUPPLIER DEVELOPMENT COUNCIL AND
SUPPLIER DIVERSITY MANAGER, NEWPORT NEWS SHIPBUILDING
vitally important to escalate the effort to encourage not
only utilization, but also inclusion of minority entrepre-
neurs in the process of developing our city. When
Adele Johnson
successful, we will foster economic growth within the PRESIDENT
minority community and include more minority entre- VIRGINIA REGIONAL MINORITY SUPPLIER DEVELOPMENT COUNCIL
preneurs in the mainstream of the Richmond economy
and American free enterprise system.
Richmond Renaissance, Inc. and the Virginia Regional
Minority Supplier Development Council have come
together to make the case for new and expanded sup-
plier diversity programs among Richmond’s major
companies. This publication identifies the attributes,
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND 1
Best Practices ■ The company has a written minority supplier
development policy, directing adherence to
Common Attributes of an Outstanding affirmative procurement practices.
Supplier Diversity Program
■ The company policy statement originates at
the CEO level with senior management buy-in.
Effective supplier diversity programs differ across
organizations reflecting the particular circum- ■ The company policy is posted and disseminat-
stances — customer base, workforce ed throughout the organization.
characteristics, etc.— of individual companies. ■ There are written procedures that specify the
Experience indicates, however, that companies actions staff must take to ensure inclusion of
with the most successful programs typically MBEs. These procedures are included with all
follow certain “best practices.” The following other company policies and procedures.
attributes are considered critical to the successful
implementation of a corporate supplier diversity ■ Responsibility for the MBE program is a com-
program. pany-wide initiative that is not limited to the
purchasing staff.
■ The company has established corporate-wide,
division-level, and department-wide minority
supplier goals.
■ An assessment has been made to determine
products and services to be excluded from the
procurement base for purposes of goal setting.
2 A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND
■ The company has a process for determining ■ The company is receptive to MBE risk-taking: for
whether companies qualify as MBEs, such as example, it is willing to offer an opportunity for
certification through the Virginia Regional MBEs to participate in a small portion of a major
Minority Supplier Development Council. project or contract.
■ The company has classified its vendor base in ■ The company has a mechanism for generating
order to track purchases from MBEs. feedback from minority suppliers.
■ Company performance is carefully monitored ■ Explicit efforts are made to encourage prime
against goals using clear and explicit measure- contractors to undertake second-tier subcon-
ments. tracting to MBEs.
■ Performance results are routinely reported to ■ The company is an active member of the Virginia
senior management, including the CEO. Regional Minority Supplier Development Council
and is a corporate member of the Metropolitan
■ The purchasing staff and users have received
Business League, as well as other organizations
orientation and training on supplier diversity
promoting alliances with minority-owned com-
policies, purchasing procedures, MBE partici-
panies.
pation goals, tracking, and reporting.
■ There is a process for recognizing exemplary
■ The company has an internal staff person
performance for company executives, purchas-
assigned to coordinate MBE utilization efforts.
ing staff, and suppliers.
■ The company has a team structure — such as
an MBE advisory council — in place to ensure
participation from all departments.
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND 3
Minority Supplier Success Stories
T heRichmondinchecklist ofestablish and implement in successful supplier diversity programs canAsbe
more
preceding
very useful
best practices employed
designing new programs and revitalizing or strengthening existing programs.
companies strong supplier diversity programs, the City can
add other success stories to position Richmond as a national model for minority business development.
To fully appreciate how these practices can help individual companies, however, it is important to see
actual business situations. The following section summarizes three extremely well-established programs
operating in the Richmond market and an example of the successful partnerships that have resulted.
4 A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND
S unTrust is firmlybecoming thetoleading financial services providernot only
committed supplier diversity development,
because it is the right thing to do, but because it is good business.
SunTrust’s vision of in its mar-
ketplace depends largely on strong, prosperous local economies. SunTrust’s foot-
print comprises an increasingly diverse consumer population and business com-
munity, with minority and women-owned enterprises exhibiting a growing and
positive influence on marketplace economies. These individuals and businesses
also represent a key source of potential revenue for the bank’s retail and com-
mercial businesses. Cultural diversity in the workforce and in the supplier base
enriches SunTrust and makes the bank more attractive to current and potential
customers.
SunTrust Bank, Mid-Atlantic established a formal supplier diversity program in C.T. Hill
1994. Informal efforts and activities have been underway in various other areas PRESIDENT & CEO, SUNTRUST BANK, MID-ATLANTIC
of the corporation. During the SunTrust/Crestar merger, SunTrust tapped
Crestar’s program to focus and expand a formal, centrally managed program
“SunTrust’s supplier diversity
throughout the full SunTrust footprint. SunTrust adopted a corporate policy ear- program is not one of set-asides,
lier this year and implemented a corporate-wide procurement tracking system. quotas, or preferences, nor is it a
SunTrust’s supplier diversity manager also sits on the corporation’s Diversity ‘social welfare’ program. It is a
Council, a cross-functional team of executive and senior managers that address program of inclusion, ensuring
diversity issues regarding SunTrust’s employees, customers, and communities. that qualified, competitive
The Council is led by one of the corporation’s four vice chairmen.
minority businesses have equal
In 1999, the bank spent $17 million with minority-owned businesses, with $10.6 opportunity to compete for our
million of that total generated through the SunTrust Mid-Atlantic program. The
$10.6 million represents an increase of more than 200 percent since the formal business.”
program in the Mid-Atlantic was implemented. During that time, individual con-
tracts with W/MBE suppliers have grown significantly, with several now having
estimated annual values of greater than $1 million. The bank’s mix of W/MBE
suppliers has also diversified. Early successes were in areas considered “tradition-
al” minority business industries — janitorial services, office and computer sup-
plies, and printing. By the year 2000, almost every major business line or staff
department had at least one significant minority or woman-owned business partner.
SunTrust’s supplier diversity program includes management goals, reporting pro-
cedures, proactive outreach, a full-time coordinator, internal staff/executive train-
ing, and emphasis on second-tier contracting, advertising and communications,
and active involvement in minority business development organizations.
Thompson Hospitality
When SunTrust began developing its campus south of the Manchester Bridge, it
wanted to ensure that minority-owned businesses were included in the process.
Numerous minority-owned companies worked as subcontractors on the project,
but it was in food service contracting that the bank truly hit gold. Warren
Thompson, the owner of Thompson Hospitality (a food service and catering com- Tim Hanger
GROUP VICE PRESIDENT,
pany that regularly appears in the Black Enterprise 100), had met Tom Willis, PROCUREMENT OPERATIONS DEPARTMENT
SunTrust’s senior vice president of general services, through events hosted by the SUNTRUST BANK, MID-ATLANTIC
Virginia Regional Minority Supplier Development Council. After reviewing sever- “Supplier diversity development
al potential providers,Willis contracted with Thompson to manage the food serv-
ice operations at the new mortgage company headquarters. The building com-
is not a one-person or even a
plex expanded in 1997 to include the 450,000 square foot Riverview Center. one-department job. Equal
Thompson Hospitality manages the food service operation in that facility as well. opportunity means that minori-
ty businesses have access to pur-
chasing decision-makers in all
lines of business.”
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND 5
Dominion
Virginia Power
D ominioninVirginiaThe program has
Power’s formal
supplier diversity program was
established 1980.
grown from one full-time employee to
three, and includes educating employ-
ees on the strategic importance of
supplier diversity, performing out-
reach activities, reporting progress on
annual corporate goals, and recogniz-
ing employees’ contributions to sup-
plier diversity initiatives.
6 A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND
T hethe GSA Subcontractingcorporate directory of liaison with govern-
program maintains a W/MBEs, keeps
abreast of Federal regulations relating to prime contractors, admin-
isters Plan, and serves as a
mental and community agencies. In 1999, the company’s total expen-
ditures to W/MBEs exceeded $98 million.
The Dominion Virginia Power Supplier Diversity Program identifies
qualified minority and women-owned businesses to participate in bids,
and develops and maintains a positive company image with the W/MBE
community. Dominion Virginia Power establishes goals for the use of Tom Capps
minority, women-owned, and other small businesses, with individual CHAIRMAN, PRESIDENT & CEO
DOMINION VIRGINIA POWER
business unit goals comprising the corporate goal. Reports issued to
senior management and business unit personnel track performance, “Dominion Virginia Power
and diversity goals are a significant part of the overall corporate objec- believes in building capacity in
tives used to measure individual and business unit performance.
minority-owned companies.
Dominion Virginia Power has implemented a second-tier program that That is why we sponsor scholar-
requires program bid solicitations for goods and services of $500,000 ships each year to the minority
or more to include subcontract plans for minority and women-owned business executive programs at
small businesses. Dominion Virginia Power has also established a formal Dartmouth College and the
W/MBE partnering/mentoring alliance program to provide management
and technical assistance, foster minority business development, and
University of Virginia’s Darden
increase participation in the company’s procurement activities. School of Business.”
Nations
Environmental
Services, Inc.
Dominion Virginia Power
introduced Nations
Environmental Services,
Inc., a woman-owned
minority business, to its
various business units in
order to market the
firm’s qualifications.
Initially, Nations’ offered
only restoration services
and asbestos and lead
inspections. Under con- Lowell Carrington
SUPPLIER DIVERSITY MANAGER
tract with Nations for DOMINION VIRGINIA POWER
asbestos abatement,
Dominion Virginia “Supplier diversity strengthens
Power extended this our marketplace and communi-
contract to include ties by building relationships
painting services when Janet Williams, CEO, Nations Environmental Services, Inc.
the need arose. With this that foster inclusion, competi-
opportunity, Nations broadened their service capabilities to include tion, and growth.”
painting as well as environmental services.
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND 7
VIRGINIA
COMMONWEALTH
UNIVERSITY
V irginia Commonwealth
University is proud of its sup-
plier diversity program, which is
consistent with the University’s
mission of promoting diversity
among students and employ-
ees. One-fourth of VCU’s
24,000 students represent
minority groups. An impres-
sive 37 percent of the fall
2000 freshman class are
minority. Approximately 38
percent of the 14,684 employ-
ees at the University and the
VCU Health System are
minority, and nearly 60 per-
cent of the approximately
500,000 patients in the
VCU Health System are
African-American.
8 A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND
A ccording promoting business opportunitiesTrani,VCU is
active in
firms to:
to University President Eugene P.
with minority Eugene Trani
PRESIDENT, VIRGINIA COMMONWEALTH UNIVERSITY
1. promote economic growth in the minority business
community; “I am perhaps proudest of the fact
2. create and transfer wealth in a global community; that VCU, the VCU Health System,
3. take a leadership role in a diverse community; and the Virginia Biotechnology
4. ensure the largest pool possible of high quality firms Research Park have undertaken
with which to do business; and these minority outreach strategies on
5. complement VCU’s mission to promote a diverse their own behalf and not through
community of learning. any mandate or regulation.”
Since establishing a supplier diversity program in 1987,VCU
has consistently increased expenditures with minority-owned
firms. In fact, expenditures with MBEs have increased by 649
percent since 1992. In fiscal year 2000,VCU’s and VCU Health
System’s expenditures with minority-owned businesses totaled
$12.1 million, up from $8.5 million in 1999. A large percentage
of this number comes from majority firms subcontracting or
entering into joint venture relationships with minority busi-
nesses. During the last fiscal year, 48 percent of VCU’s and
VCU Health System’s minority expenditures were from subcon-
tracting activities — an excellent way for small minority busi-
nesses to obtain work and develop long-term mutually benefi-
cial business relationships.
The Virginia Public Procurement Act mandates competitive
procurement practices and public advertising of purchasing
requirements. Additionally, law prohibits preferential treatment
and set-aside programs at VCU since it is a state-supported uni-
versity. Still,VCU’s supplier diversity program is widely recog- Ed Gibbs
nized as one of the best in the region and is often cited as a DIRECTOR OF PROCUREMENT AND PAYMENT
VIRGINIA COMMONWEALTH UNIVERSITY
model for other state agencies and public institutions.
VCU requires that a minimum number of MBEs be directly
solicited for each purchasing requirement and uses minority “VCU puts minority businesses in
participation as an evaluation criterion on all requests for pro- direct contact with the buying staff
posals. In addition,VCU strongly encourages subcontracting, and other key decision-makers at
joint ventures, and partnerships in all of its solicitations. VCU the University.”
hosts minority vendor symposiums, conducts training for
MBEs, maintains a web-based MBE list by commodity/service,
and includes MBE utilization as a component of every buyer’s
annual performance plan.
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND 9
Virginia Commonwealth University (continued from page 9)
Choice Communications, Inc.
In 1995,VCU privatized its printing and duplicating
operations by awarding a contract to Xerox business
systems. Xerox’s use of Choice Communications, Inc.
(CCI) as a subcontractor was an integral part of the
contract. VCU has recently awarded CCI contracts to
produce stationary products and print-to-mail products.
The five-year contract began in January 2001.
“We are very excited about the partnership we’ve creat-
ed with Choice,” said Diane Reynolds,VCU’s director of
business services. “They’ve really proven themselves in
the past.” CCI presented a master plan to VCU that
included integrating on-line ordering and departmental
printing and job submittal. Based on the plan, each of Bill Cooper
these tasks can be implemented from the desktop of PRESIDENT AND CHIEF EXECUTIVE OFFICER
CHOICE COMMUNICATIONS, INC.
any member of the VCU community, including students
and faculty/staff. CCI’s unique plan allows for hard
copy scanning kiosks throughout VCU campuses, so “Virginia Commonwealth University, as a
that the academic community can scan, digitize, and leader in minority business development,
submit jobs for production. Automatic billing to depart- has enabled Choice Communications to
mental accounts, student accounts, or credit cards will invest in technology, manpower, and re-
also become available. sources to create a winning partnership.”
10 A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND
Sample
SUPPLIER DIVERSITY POLICY
It is the policy of Our Company to provide opportunities for minority enterprises to ensure their fair
market share of the company’s total expenditures for goods and services. In establishing this policy,
Our Company is recognizing its responsibilities to the communities that it serves and the society in
which it conducts business. The use of minority business enterprises must be a function of our normal
purchasing procedures, just as equal employment opportunity must be an integral part of normal per-
sonnel policy and procedures. No potential supplier will be precluded from consideration on the basis
of race, color, religion, sex, age, or national origin. Our Company firmly believes that in our free
enterprise system every attempt must be made to fully utilize all of our resources, human as well as
material.
The term “Minority Business Enterprise” means a company that is at least 51 percent owned, con-
trolled, and operated by a person(s) representing a racial minority group and is a citizen of the United
States. For the purpose of this definition, minority group members are African-Americans, Hispanic
Americans, Asian Americans, Asian-Pacific Islanders, Native Americans, and Aleuts.
Every employee who is delegated the responsibility to either directly or indirectly commit the expendi-
ture of funds for the purchase of goods and services is charged with the task of making our corporate
objective a reality. Charged with the specific responsibility of administering the Minority Business
Enterprises Policy for Our Company is John Doe, manager of purchasing systems and services. This
person is responsible for leading our supplier diversity effort and will monitor and report our progress
to my office at established intervals. Our success, however, is dependent upon the participation and
commitment of all company employees.
Mary Jones
CHAIRMAN AND CEO
Our Company
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND 11
Shockoe Slip in downtown Richmond
Profitable Partnerships
B eyonda thewith minority-owned companies to meet specific the preceding sec-
broad supplier diversity programs described in
tion, number of larger Richmond companies have established productive
partnerships business objec-
tives. The following pages highlight several successful partnerships that span all
areas, services, and products of the corporate world.
12
12 A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND
Partnerships
Bank of America and Johnson, Inc. are certainly
not strangers. Ken Johnson made his first con-
tact with James Jackson, former president of
Bank of America in Virginia, eight years ago.
Bank of America used Johnson, Inc. to conduct
market research on Richmond’s African-
For many years, Philip Morris USA contracted American community and to create a national
with J&P Building Services to maintain and recruitment campaign tagged “Together We
service its duct work on a short-term or indi- Can.” The market research study was complet-
vidual purchase order basis. Realizing it would ed in March 1999 and provided recommenda-
be more beneficial for both parties to transi- tions regarding the bank’s local Professional
tion into a long-term agreement, Philip Morris African-American Initiatives. The national cam-
asked Joe Page, owner of J&P, if he would like paign was used as a tool to recruit mid-level
to enter into a mentoring relationship with the African-American managers throughout the
Philip Morris purchasing department.
country.
Subsequently, a one-year contract was awarded
in which the two companies worked to The relationship does not stop there, however.
strengthen and expand J&P’s service to Philip Under the leadership of Sandy Fitzhugh, presi-
Morris in new ways. dent of Bank of America in Virginia, the bank
has become involved in Johnson, Inc.’s annual
J&P strengthened its business position so
Sister to Sister Conference, the Friday’s at
extensively that it earned a new long-term
agreement with Philip Morris, in addition to Sunset concert series, and the Freedom Classic
taking on new customers for the first time in festival. Bank of America, a significant corpo-
years. rate sponsor for these events, hopes in the
future to provide Johnson, Inc. with regional
and national contracts.
Johnson, Inc. is a full-service advertising, mar-
keting and public relations firm specializing in
niche marketing to the African-American and
Latin-American communities. In addition to
Bank of America, Johnson, Inc.’s clients include
General Mills, Dominion Virginia Power, and
the Medical College of Virginia Hospitals at
BUILDING SERVICES, INC. Virginia Commonwealth University.
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND 13
13
Partnerships
Mirror Enterprise, Inc. has partnered with Networking Technologies and Support (NTS)
Customer Service Solutions and a local com- netted its first project with SunTrust Bank (for-
munity college to provide customer service merly Crestar) in 1997, soon after NTS opened
training and development services to City of for business. The company provided network
Richmond employees. The City of Richmond design and implementation services for the
bank’s Consumer Finance Group. NTS lever-
has embarked on an ambitious initiative to
aged the success of that project, along with a
improve the quality and level of customer growing array of contacts with SunTrust’s tech-
service. To that end, Richmond is committed nology group, into a contract for server mainte-
to providing opportunities for employees to nance and periodic spot purchases of network
increase their skills and knowledge to support equipment.
this City-wide initiative.
In late 1999, NTS stepped in as a secondary PC
Mirror Enterprise, along with its partners, will value-added reseller when the SunTrust-Crestar
provide training to 4,800 employees in over merger activities resulted in a large increase in
20 departments. The initial term of the con- computer equipment procurement. NTS ended
tract, which resulted from a competitive solici- 1999 as SunTrust’s third largest minority suppli-
er, and showed promise of becoming the
tation, is one year with a four-year renewal
bank’s largest minority supplier by the end of
option. Mirror Enterprise is a professional and 2000.
personal development, training, and consulting
firm. In addition to the City of Richmond,
other clients of Mirror Enterprise include the
Greater Richmond Transit Company and the
New York Times.
14 A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND 15
Community Pride
Community Pride and Price Services, two minority-
owned companies, have been doing business with
one another for several years. Johnny Johnson,
president of Community Pride, met James Price,
president of Price Services, eight years ago. Johnson
was originally looking for a computer consultant,
and through a mutual friend, the two were intro-
duced.
16
16 A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND
Partnerships
The Ukrop’s-Choice partnership originated in
a 1997 meeting, when representatives from
Choice Communications, Inc. promoted its
company’s ability to produce personalized
Johnson was so impressed with Price’s knowl- documents for mass mailings. Ukrop’s, a long-
edge of computers and technical support that time proponent of targeted marketing, had
he hired him immediately. Price Services pro- been looking to personalize its “Valued
vides network, wiring, computer hardware, soft- Customer” program. The two companies
ware, and business consulting in information shared the belief that personalized mailings
technology to all of Johnson’s stores. “We have increase customer loyalty and improve sales,
a great working relationship, with a high level and these concepts laid the foundation for a
of trust and understanding that has developed long-term partnership.
into a good friendship,” Price said.
Their first joint venture was an overhaul of
Price Services specializes in computer consult- Ukrop’s quarterly “Baby Club” package.
ing, staff augmentation, technical support, instal- Choice revised the mailer by adding a cus-
lation, and training. Community Pride provides tomized newsletter and personalized coupon
grocery products and catering services and is pages. Using a high-speed digital press with
the largest minority-owned grocery store chain personalization capabilities, Choice provided
in the nation. Ukrop’s with improved turn-around times and
significant postage savings.
More recently, Ukrop’s has used Choice for
similar programs targeted to cookie and cereal
purchasers. Choice also produces digital and
offset-printed products for Ukrop’s employees
and broader customer base. Choice also pro-
duces the “Great Turkey Giveaway,” one of
Ukrop’s largest mailings.
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND 17
Partnerships
The relationship between Turner Construction
Company and Davis Brothers Construction
Company has grown to a successful team asso-
ciation since the first meeting between Jack
Rogers of Turner and Langston Davis of Davis
Brothers in the early 1980s. The Turner/Davis
team combines the strength and resources of a
national firm with the expertise of a local firm
that provides the highest level of quality and
MBE participation. Turner and Davis are cur-
rently teamed on the Greater Richmond
Convention Center project, where over $22
million of work has been contracted to minori-
ty businesses. Other joint projects have includ-
ed Biotech II, the Virginia Division of Forensic
Science, the Office of the Chief Medical
Examiner, and pre-engineering services for the
Virginia Union University Convocation Center.
Turner and Davis have also joined forces with
the Convention Center Authority and Virginia
Union University to conduct a local contrac-
tor’s college, graduating over 80 participants in
1999. The college sessions included market-
ing, sales, estimating, bidding, scheduling,
accounting, job cost control, insurance, bond-
ing, finance, and safety.
Davis Brothers construction has teamed with
other major construction companies on high-
profile projects in Richmond, including
Whiting & Turner on the Whiteoak
Semiconductor Plant and Donnahoe
Construction Company in a joint venture on
the SunTrust Mortgage Center.
Early construction of Richmond’s Convention Center
18
18 A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND
Partnerships
At the Virginia Business Opportunity Fair ‘99, As a result of networking opportunities provid-
Dao Huynh, president of DNDS.com, was intro- ed at events hosted by the Virginia Regional
duced to Mark Damico of URS Corporation, Minority Supplier Development Council, a
the firm currently managing the Richmond great business relationship formed between
International Airport (RIC) capital improve- Commonwealth Courier Services and SunTrust
ment program. Huynh’s technical knowledge Bank. When SunTrust (formerly Crestar Bank)
and professionalism made a lasting impression was nearing the completion of its merger, a
on Damico. “I knew immediately that Dao and special project was put in place. All obsolete
his firm would make an excellent addition to company literature needed to be picked up
our team,” said Damico. from the bank’s Maryland, DC, and Virginia
branches and taken to a disposal site. The job
DNDS.com has been an integral part of the air- needed to be done within four weeks. Tim
port program management team, providing Hanger, the supplier diversity manager for
web development, multimedia, and scheduling SunTrust, called on Kevin Russell, president
services. The contract length is five years, dur- of Commonwealth Courier, to handle the job.
ing which time DNDS.com will share in the
$245 million proceeds. DNDS.com provides For the last five years, Commonwealth Courier
web business (e-commerce and database inte- has provided SunTrust with courier and deliv-
gration), multimedia, and micro-CD production. ery services on a regular basis. Commonwealth
In addition to RIC and URS Corporation, other Courier is a scheduled, routed, on-demand,
DNDS.com clients include MCI-World Com, next day, and freight delivery service. Its
PEPCO, Philip Morris, SunTrust, Unisys, regional coverage includes Virginia, North
International Paper, TRW, Freddie Mac,VCU, Carolina, Washington, D.C., and Maryland.
Moore Document, John Deere, and SAIC.
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND 19
19
Partnerships
When asked to assemble the consultant team
for the expansion of the Richmond Center,
SMBW Architects knew where to find the
right partners. The first call went to Janet
Daniels, PE, of Daniels & Associates, P.C.
Established in 1992, Daniels & Associates pro-
vides structural engineering consulting servic-
es for renovations and new construction. For
the Richmond Center expansion project,
Philip Morris USA has long been recognized Daniels & Associates provided analysis and
for its commitment to supplier diversity. design for foundation and structural systems,
Locally, the company is a model for building as well as columns, beams, and floor framing.
successful partnerships with minority and dis-
advantaged businesses. One great example is SMBW Architects, a 25-person architectural
the partnership with Connie Balint, the Asian- and interior design firm, has developed an
American president of Buckingham Greenery. extensive track record of working in the heart
Since 1986, Buckingham Greenery has pro- of Richmond, often in partnership with MBEs
vided Philip Morris USA with horticultural in the City’s professional community. Projects
services and holiday decorations, as well such as the Convention Center, the SunTrust
as plants and floral arrangements for their Mortgage headquarters, and the Theater Row
annual stockholder meetings. Buckingham Office Building have provided the firm with
Greenery is a full-service interior landscaping the opportunity to work closely with both
company with operations in six southeastern established and emerging firms.
states and regional offices throughout the
state of Virginia. The SMBW and Daniels & Associates partner-
ship has extended beyond public sector work
As a result of the business relationship to include commercial development and pri-
between the two companies, Philip Morris’ vate institution projects. SMBW and Daniels
front lobbies have won Buckingham & Associates have successfully competed for
Greenery several Christmas decorating several high-profile commissions, including
awards, including the National Business the new headquarters facility of the United
Christmas Decorating Award and the National Network for Organ Sharing.
Trade Association 2000 Distinction Award.
Other major clients of Buckingham Greenery
include the Bank of America, Ethyl Corpora-
tion, and Trammell Crow.
20 A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND
Richmond Renaissance
R ichmond Renaissance, Inc. is a bi-racial public-private partnership whose mission is to
build greater vitality in the Richmond community — and particularly Downtown —
through economic development. As a partnership of the corporate community, the African-
American community, and Richmond City government, Renaissance is a forum for building
consensus in a diverse community. Since 1982, Richmond Renaissance has brought white and
African-American business and community leaders together so they might collaborate more
effectively in fostering downtown development. This strategy has been highly successful, and
Renaissance has contributed substantially to the City’s progress over this 18-year period.
Richmond Renaissance is governed by a 26-member executive committee (half white and
half African-American), which generally meets every other Friday morning. Renaissance is
organized into several very active committees, including Economic Development,
Downtown Advocacy, Downtown Special Service Districts, Education, and the relatively
new African-American Economic Participation Committee (AAEPC).
The AAEPC has developed a strategic plan to guide Renaissance’s efforts in the
coming year. The Plan is based on a number of key principles:
• There is a compelling business case for increased African-American participation;
• Renaissance is uniquely positioned to carry this message to business leaders;
• We must build on existing programs, not duplicate them;
• Voluntary quantitative goals can be helpful;
• Fostering stronger business relationships between white and African-American business
owners is important; and,
• The plan must be concrete, practical, and results-oriented.
The Plan’s Goals:
■ Estimate total African-American buying power in Richmond; then develop and promote
the business case for greater use of minority businesses.
■ Coordinate Renaissance activities promoting African-American enterprise with similar
programs of the Metropolitan Business League, the Virginia Regional Minority Supplier
Development Council, and other organizations, while promoting their efforts among large
company CEOs.
■ Identify companies with successful diversity programs and identify their “best practices.”
■ Meet with large company CEOs and other business leaders to encourage the adoption of
“best practices” that will result in meaningful increases in the level of their business activi-
ty with minority firms.
■ Identify new business opportunities for minorities and facilitate access to capital and
other support.
■ Ensure African-American participation in emerging downtown development opportuni-
ties.
■ Sponsor events and other activities that will build personal and business relationships
between African-Americans and other business executives at the highest levels.
PHOTOGRAPHER: LEE BRAUER
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND 21
Virginia Regional Minority
Supplier Development Council
T he Virginia Regional Minority Supplier Development Council (VRMSDC) is a member-
ship organization of major corporations, financial institutions, government agencies, uni-
versities, and Virginia-based companies. The primary purpose of VRMSDC is to promote and
facilitate the development of business relationships between its members and certified
minority-owned enterprises. The goals of VRMSDC are to expand business opportunities for
minority-owned companies and to help build a stronger, more equitable community by sup-
porting and promoting minority business development.The VRMSDC has more than 150
corporate members and approximately 325 certified minority businesses. The VRMSDC is
one of 38 affiliates of the National Minority Supplier Development Council, which has 3,500
corporate members, including 200 of the top Fortune 500 companies.
The VRMSDC is a private, non-profit, 501(c)(3) organization. It is funded by membership
dues, certification fees, proceeds from program activities, and shared dues from the national
council.
Programs and Services:
■ Certification of minority business enterprises after screening, interviews, and site visits;
■ Referrals to corporate members of minority-owned businesses capable of providing quali-
ty goods and services at competitive prices in a timely fashion;
■ Support in developing or expanding supplier diversity programs by assisting in the
implementation of buyer orientation sessions,“match-maker” and “corporate connection”
programs;
■ Expansion capital loans to certified minority-owned companies that have contracts with
VRMSDC members through the Business Consortium Fund;
■ An Emergency Loan Fund that provides quick, short-term loans up to $10,000 without
charging an application fee or interest;
■ Dissemination of information, through mailings and newsletters, of information of inter-
est to minority-owned businesses and corporations looking to increase procurement
from minority-owned companies;
■ Training and technical assistance on current issues related to minority business pur-
chasing through seminars, conferences, and programs such as “Excellence Together,” a
VRMSDC mentor program;
■ Business conferences such as the “Virginia Business Opportunity Fair” and other events,
including an annual golf outing;
■ Corporate and minority-owned business directories, profiles, listings and other publica-
tions;
■ Scholarship awards to minority business owners or upper management to attend busi-
ness executive programs such as the Amos Tuck School of Business at Dartmouth College
and the Darden School at the University of Virginia; and
■ Awards and special recognition for outstanding corporate programs in support of minori-
ty business development, as well as awards of achievement for minority business owners Capitol Square
and corporate representatives. Richmond,Virginia
22 A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND 23
Other Resources
The Metropolitan Business League
The Metropolitan Business League (MBL) is a not-for-profit business membership
organization that was organized in 1968.The mission of the MBL is to be the premier organi-
zation providing programs, services, leadership, education, training and advocacy for its members, in order
to promote the creation of wealth in the minority business community. It is the vision of the MBL to shape the
environment in which minority entrepreneurs can create and transfer wealth in the global economy. The MBL
hosts a Membership and Awards banquet annually that recognizes and honors MBL members for their accom-
plishments. Some of the goals of the organization are to promote minority entrepreneurs in the Richmond met-
ropolitan area, to provide useful data and statistics, to serve as a clearinghouse for those members, and to maxi-
mize every opportunity to seek economic equity for the membership of the organization. The MBL offers vari-
ous services to its membership, including access to an extensive database of vendor services and information,
legislative tracking, training programs, technical assistance, and minority business executive programs. The MBL
recently announced plans to develop a Technology Resource Center, which will be the first high-tech internet
center in Jackson Ward.
24
24 A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND
Greater Richmond
Partnership
The Greater Richmond Partnership (GRP)
Inc. is an economic development organi-
zation representing the counties of
Chesterfield, Hanover, Henrico, and the
City of Richmond, Virginia. The
Partnership provides site location assis-
tance to domestic and foreign compa-
nies planning new or expanded facili-
ties. The Partnership is a single point
of contact to the network of private
sector and state and local government
professionals that supports a compa-
ny facility location decision.
The Partnership is organized as a
public-private, not-for-profit corpora-
tion funded jointly by the four local
governments and approximately 300
area businesses. Services are pro-
vided at no cost to business
prospects and with complete confi-
dentiality. GRP, ranked for the
past four years as one of the top
ten development groups in the
nation, has the responsibility of
marketing the Richmond Region
to the world. Recently, in order to further diversify
the region’s economy, GRP launched an initiative to make a special effort
to attract minority-owned companies to Richmond.
Greater Richmond Chamber of Commerce
The Greater Richmond Chamber of Commerce...Where Richmond Works Together! The
Chamber is involved in the region’s economic success through its involvement in business
advocacy; economic development; regional partnerships; quality of life issues; small business
support; and technology and business information services. The Chamber produces a
Community Indicators Report in collaboration with the Greater Richmond Partnership, Inc. and
Virginia Commonwealth University. The report provides a profile of the region’s economic per-
formance, livability, safety, and citizenship.
Founded in 1867, the Chamber is comprised of 2,000 member businesses in the City of
Richmond and the Counties of Chesterfield, Hanover, and Henrico. The Chamber’s community
partners include Workforce One; Youth Matters; Vision 20/10; Leadership Metro Richmond; the
Chamber Foundation; Small Business Development Center; Employment Assistance Team;
Regional Transportation Advocacy Board; and the World Affairs Council.
The Chamber’s web site, www.grcc.com is viewed daily by thousands of people seeking infor-
mation on Chamber events, current legislation, resource links to community web sites, and a
directory of Chamber membership.
The Greater Richmond Chamber of Commerce also publishes a Minority Business Directory in
cooperation with the Metropolitan Business League. The directory lists businesses owned by
ethnic and racial minorities, one of America’s fastest growing business segments. It is distrib-
uted to contacts around the world as a way to promote minority businesses throughout the
region.
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND
Richmond Renaissance, Inc.
Executive Committee
John W. Bates, III, Esq.
Chairman of the Board
Roger L. Gregory, Esq.
Vice Chairman & Chairman of the Executive Committee
John B. Adams
Beverley Armstrong
Hon. Viola O. Baskerville
J. Alfred Broaddus
Renard A. Charity, MD
Hon. Sa’ad El-Amin
Jacqueline G. Epps, Esq.
Thomas F. Farrell, II
Dr. Bernard W. Franklin
Rev. F. Todd Gray
Brenton S. Halsey
Monroe E. Harris, Jr., DMD
C.T. Hill
Calvin D. Jamison, Ed.D.
Hon. Rev. Dwight C. Jones
Ebbert E. Jones
Lerla G. Joseph, MD
Hon. Timothy M. Kaine, Esq.
Hon. Henry L. Marsh, Esq.
Earl H. McClenney, Jr., J.D.
Mark R. Merhige
James Murray
John W. Pretlow
Robert W. Shinn
Hugh R. Stallard
Marilyn Tavenner
Philip Thompson
Dr. Eugene P. Trani
James E. Ukrop
Marilyn H. West
Virginia Regional Minority Supplier Development Council
Board of Directors
Charles W. Mason
Chairman
Gregory Huelsman
Vice Chairman
Ron Allen
Lowell Carrington
Bill Cooper
Tony Cusack
Vernestine Davis
Benita Fortner
Rhonda J. Gebicke
Ed Gibbs
Lillian Handy
Timothy M. Hanger
Jay Inouye
Art Johnson
Dr. Donald W. Jones
James D. Jones
Jeff Jones
Bruce Kilkowski
Adelia G. Leon
Steve Lerman
Debbye Mahan
Dan A. Niccolucci
Rita C. Ricks
Kevin Russell
Murray J. Schooner
Ronald S. Simmons
Cynthia Turner
A COMMITMENT TO SUPPLIER DIVERSITY IN RICHMOND