So You’re MWBE Certified. Now What?

A Step-By-Step Guide to Winning Government Contracts in Monroe County

Many small business owners hustle to get MWBE certified, only to find themselves asking:

✅ How do I actually get contracts? ✅ Who do I talk to? ✅ Where do I start?

If that’s you… this guide is your shortcut.

This guide was derived from our live episode of Elevating Enterprise hosted by Jazzy T + RJ Williams with Matthew Burrell, Supplier Diversity Manager & MWBE Officer for Monroe County the man responsible for certifying 855 MWBE firms and enforcing a 21% contracting goal for minority, women, and service-disabled veteran-owned businesses.

If you’re ready to move from “certified” to contracted, here’s how.

STEP 1 — Understand What Your Certification Really Gets You

Your certification is more than a badge — it is a legal requirement on government projects.

Monroe County mandates:

• 12% Minority-owned business participation

• 3% Women-owned business participation

• 6% Service-disabled veteran participation

Prime contractors must meet those numbers. If they don’t? They can lose the contract. As Burrell shared:

“We’ve had times where the low bidder didn’t get the work because they refused to meet the MWBE utilization.” - Matthew Burrell

✅ This means the county NEEDS you.

✅ The primes NEED you.

✅ You are not begging for work — you are filling a requirement.

STEP 2 — Get on the County Vendor List

Certification alone doesn’t put you on the county’s radar. You must:

✅ Register as a vendor

✅ Submit your capability profile

✅ Make sure procurement knows what services you provide

As Matthew explained:

“If you see an RFP and you don’t know anything about the agency or their mission, consider waiting until the next time it comes out.”

Translation: Learn the county before you pitch the county.

STEP 3 — Build Relationships with the People Behind the Paperwork

Government isn’t a faceless machine — it’s run by real people who want the work done well.

“You’re selling to that person sitting in their cubicle. They care.”

Your competitive edge is relationships, not just proposals.

Start with:

• Supplier diversity office (Matthew & his team)

• Procurement officers

• Department project managers

• Industry-specific staff (public health, facilities, mental health, IT, etc.)

And yes — attend events, summits, and outreach sessions. Showing up matters.

🎙️ Listen to Elevating Enterprise podcast on Spotify | Apple Podcasts | iHeart Radio

STEP 4 — Narrow What You Offer

Many small businesses try to win everything. Matthew’s advice:

“Be the best one or two or three things you can do, not 50 mediocre ones.”

Government agencies want:

✅ Specialists✅ Proven results✅ Clear scope✅ Scalability

Pick the services where you shine. Build your profile around those.

STEP 5 — Stop Assuming All Government Work Is Construction

This is where most MWBEs miss out. If you’re not a builder, you STILL belong at the table.

Government buys:

• Mental health services

• Office cleaning

• IT support

• Marketing

• Logistics

• Training & coaching

• Landscaping

• Food and catering

• Consultants & professional services

STEP 6 — Use Apex Accelerator (It’s Free & Powerful)

This might be the most valuable tool MWBEs never use. It’s like having a government contracting coach in your corner.

“They can get you set up on a bid match… It’s paid for by the county.”

Apex Accelerator will:

✅ Match you with open bids

✅ Help prepare proposals

✅ Train you on government contracting

✅ Walk you through your first RFPs

It’s like having a coach in your corner.

STEP 7 — Learn to Respond to RFPs the Right Way

Many businesses lose contracts for simple mistakes:

❌ Missing deadlines❌ Ignoring required documents

❌ Guessing what the agency wants❌ Copy-paste proposals

Matthew said it plainly:

“Shall means no option — you have to.”

When government says “attach this,” attach it.

When they ask for a plan, give them a plan — not a brochure.

STEP 8 — Follow Up Like a Professional

When you submit a bid:

• Ask for a debrief

• Ask what you could improve next time

• Ask what other opportunities fit your services

• Ask who else you should meet

Government remembers vendors who show initiative and growth.

✅ Summary: The MWBE Success Blueprint

If you want to start winning contracts:

1. Certify as a Minority or Women Owned Business Enterprise

2. Register as a county vendor

3. Build relationships early

4. Focus your services

5. Explore non-construction openings

6. Utilize the Apex Accelerator

7. Write detailed, compliant RFPs

8. Debrief and follow up

This isn’t about luck — it’s a process. And it works.