American DBE Magazine - 2022 Issue III

Clark Construction Small & Diverse Business Expo Shows Character

“Character is what you do when no one is watching,” is a quote often attributed to legendary UCLA basketball coach John Wooden. The statement can be expanded to embrace that character also includes what a person (or an organization) does when they do not have to do anything at all. Clark Construction Group, LLC is striving to demonstrate its character as a company that is committed to expanding opportunities for small and diverse business partners, even when it is not required to win a project or new business opportunity. The organization shared this commitment with more than 300 potential business partners at its first Small and Diverse Business Expo in June 2022.

The event brought together small and diverse business companies with a contingent of Clark Construction staff, other prime contractors, and government agency representatives from across the Greater Washington, D.C., region to create a “onestop shop” for education, networking and business opportunities. Clark Construction hosted the event free of charge at the Walter E. Washington Convention Center in Downtown Washington, D.C.

“We wanted to create a platform for outreach that expands the opportunity for us to meet and learn about small and diverse companies that we haven’t done work with before; and allow them to meet and network with some of our large business partners,” Clark Construction Group EVP of Corporate Affairs Jay Grauberger said.

“Insights from Entrepreneurs” panelists (from left) Cheo Hurley, THG Companies, LLC; Kelly Gallagher, Everlights; Casey Gwei, United General Contractors; Teresa Luna, Luna Concrete and panel moderator Andrew Moore, Clark Construction Group discussed strategies to help small businesses succeed when working on large construction projects.

Participants learned about certification and business opportunities with agencies like the Virginia Department of Transportation, The District Department of Transportation, Maryland State Government and Prince George’s County Maryland Government. In addition, more than 60 prime contractors – many that are currently working on Clark Construction projects – participated in oneon-one matchmaking sessions in a robust resource hall with vendor booths from many of the government agencies participating in the event.

A main component of the event featured Clark Construction staff presenting a wide variety of existing or potential projects across the region that present partnership opportunities with small and diverse companies. “There are a lot of opportunities in the private and institutional sector in our region, and in the infrastructure sector with the Bipartisan Infrastructure Bill as it flows through the states,” Grauberger said.

Clark Construction CEO Robert Moser set the stage for the event by announcing the company’s expanding commitment to small and diverse firms in 2022. Moser said, “We are making a pledge and a voluntary commitment to 15% small and diverse participation on our projects that don’t otherwise have small business requirements.” This commitment includes the company’s private projects, which often may not have a goal determined by the owner. The policy aims to make Diversity & Inclusion a core business practice, instead of a program only implemented when required by a client’s requirements. Grauberger said: “We have been on a long journey in supporting small and diverse businesses going back over 16 years, and we want to reach that next level in supporting these firms. We never want to be satisfied.”

Clark Construction Group CEO Robert Moser, Jr. gives opening remarks to attendees of the Small and Diverse Business Expo.

One strategy for achieving success in building relationships with business partners is helping them get prepared to do business with Clark Construction. The expo featured two sessions led by Clark Construction SVP and Small Business Liaison Officer Wes Stith called “Building Together with Clark.” The session introduced new firms to the initial steps to becoming a business partner, including the vendor registration and prequalification process, as well as the business certifications used to identify small and diverse companies. The session also identified practical tips and recommendations for companies considering working on major construction projects.

Stith shared information about the highly successful Clark Construction Strategic Partnership Program (SPP). The SPP is an 8 to 10-month training program for small and diverse companies seeking to build their capacity and hopefully do business with Clark Construction. The program meets one evening per week and is structured like an executive MBA program. Students must apply to participate in the program and their applications are reviewed by a panel of Clark employees. Once admitted, students complete a variety of courses such as Business Planning, Strategy, Finance & Accounting, Bonding, Understanding Contract Terms, and Project Management. The program helps firms improve the skill-set needed to manage a growing construction company. Grauberger said: “Many firms understand their technical specialty, like drywall or painting, but may lack the business management experience. This program helps develop those skills.”

From left, speakers Darren Brown of the Virginia Department of Transportation, Meshelle Howard of the Washington Metropolitan Area Transportation Authority, and Vashti Pyatt of the Maryland Department of Transportation speak during the Developing your Business to Rebuild America’s Transportation panel discussion.

Grauberger has served as a judge for the SPP capstone project, a bid competition where teams of students prepare and present a mock bid on a major construction project before several judges that are members of Clark’s senior management team. The capstone project forces student to use all the new skills learned during the program and allows them to gain experience in making a business presentation. Clark has sponsored the program for 15 years, and over 1,200 firms have completed the grueling program – with many firms ultimately becoming business partners on Clark projects. “The satisfying part of this whole effort is to see that companies have been able to expand their capacity and experience, and have become integral parts of our project teams,” Grauberger said.

Four SPP graduates shared their business experience during the expo at the “Insights for Entrepreneurs” panel discussion held during the luncheon program. The entrepreneurs shared their unique perspective on strategies to grow a construction business through partnering with major construction companies like Clark Construction. While each company provides different products or services, they were similar in recognizing the importance of networking and building relationships. “If you want to start marketing yourself and connecting with people, one thing you should do is get into the SPP program, because it is well worth your time,” THG Companies President and CEO Cheo Hurley said.

Wes Stith, Senior Vice President and Small Business Liaison Officer, speaks to participants in the Small and Diverse Business Expo.

The four companies also stressed the importance of building a solid team of professionals to help guide their business during the growth and expansion process. The professionals include a strong construction accountant, competent lawyer, and an experienced banker to provide the expertise a company needs during the growing stages. “Sometimes entrepreneurs are introverts and try to grow just by bidding on projects and responding to IFBs (invitations for bid). You also need to build your team of professionals and your business relationships. Sometimes it’s not about the low number, but about having good relationships with people,” United General Contractors President Casey Gwei said.

This sentiment exemplified Clark’s goal for the day; to bring together small businesses, resource providers and prime contractors to create relationships, share information and facilitate new business opportunities. Clark plans to host the event annually based on the success of the inaugural program in 2022. Grauberger said the Small and Diverse Business Expo is an extension of the company’s overall mission to make an impact on communities where the company does business. He continued, “Our motto is Building What Matters Together, and to do that we have to build the capacity of small and diverse companies.”

Clark is delivering 1950 Opportunity Way and 2000 Opportunity Way, two office buildings that begin Phase I of a new transit-oriented development that expands Reston Town Center in Fairfax County, Virginia.