Dorothy B. Brothers Executive Scholarship

[ May 2010 ]

May 2010

A Message from Linda Denny
Dorothy Height Passes
Sheila Johnson, Suzy Welch and Robin Roberts to speak
Silent Auction
Business Fair
MatchMaker Meetings
WBE Power Profiles Recording Offer
Maximizing Your Time

Summit & Salute Video Highlights
Call for Authors
SBA Procurement Rule
Green Energy Business Conference
Recognition Road:
   Winning Women
Certification Corner
Calendar of Events


This calendar includes events hosted by WBENC's Regional Partner Organizations and strategic partners.

Green Energy Business Opportunity Conference
May 12-13, 2010
Tremont Grand,
Baltimore, MD
Highlighting business trends in energy efficiency and green energy. Learn about  legal guidelines, stimulus funding, the power outlook, and impending procurement contracts. 
Click here for more.

SBA National Small Business Week
May 23-25, 2010
Mandarin Oriental Hotel, Washington, D.C
Meet the top small businesses from around the country, and network with government leaders, Fortune 500 companies and trade associations.
Click here for more information.

2010 Women in Business National Conference and Business Fair
June 22-24, 2010
Baltimore Convention Center, Baltimore, MD
Click here for more information.

Tuck-WBENC Executive Management Program:
Brought to you by IBM
October 3-8, 2010
IBM Conference Center, Palisades, NY



Attention WBEs
: If you're planning to attend WIB2010, the last day to register as a full conference attendee and have the opportunity to apply for the MatchMaker Meetings is Wednesday, May 12.


Ameriprise Financial
Royce Earvin
Diversity & Inclusion

Research in Motion (RIM)
Melinda Painter
Sr. Advisor,
Supplier Diversity



A Message from Linda Denny
Photo courtesy of Women's Enterprise Publications and WE Magazine

It's May, and I'm sure as a business owner you are looking at how your company did during the first quarter. From some of our women's business enterprises (WBEs) I'm hearing about growth in sales and hiring new employees, from others the picture hasn't changed as much. Regardless of which group you fall in, now is the time to aggressively market your product or services to reach end of year goals. This means revving up your marketing and sales efforts and closing business you have been working on. To aid your efforts I want to share a few tips a panel of four chief procurement officers recently gave our Zenith Group members. (Remember this is from their point of view.)

  • Do your homework before you start. Understand who "they" are (the company), what they do, what problems they are dealing with, and where are their "pinch points". If you can provide them with a creative or innovative solution to solve their problems or alleviate their "pinch points," you are off to a great start.
  • It's all about personal relationships! One CPO said "relationships give you access." Think about how you broaden the relationships beyond the supplier diversity and procurement staff and meet the key players, the people who will actually use your product or service. They are huge influencers. (Don't forget many of these people attend the WBENC national conference!)
  • When you have a meeting:
Go with the intent to educate—it will get you more face time
Understand exactly what they are looking for
If you meet with a cross functional team, understand how it works & direct attention to each member.
Think about your capacity and scale and how you can flex your "ability and capacity."
Understand and emphasize your company's strengths—bigger is not always better. 
Provide something that is game changing—creativity triumphs price but must drive value.
Understand where your product or service fits into their value chain and be able to explain why.
Be knowledgeable and competitive in price, quality and service—understand that 90% of the time they don't buy the lowest price but the best value.
  • Continually get feedback both before and after closing the deal.
  • Continuous improvement brings a customer back for more—compete against yourself!

WBENC can help you meet the prospects you want to meet and can provide you an opportunity to build relationships. The Women in Business National Conference and Business Fair, June 22-24 in Baltimore, MD is the very best opportunity you will have all year to meet and build relationships with new prospects, which is why we call it the Opportunity Connection! If you have never attended, you don't understand what you have missed. Many WBEs tell me they meet most of their new prospects at the WBENC conference and spend the rest of the year following up. Being there to meet and greet the same prospects year after year builds the relationships you need and can help them become stronger.

Don't miss out! Register now and I'll see you in Baltimore!


Linda Denny
WBENC President & CEO

Civil Rights Legend Dorothy Height Passes

Dorothy Irene Height, long-time civil rights activist, chair and president emeritus of the National Council of Negro Women (NCNW) and "godmother of the women's movement," died of natural causes 3:41 a.m. Tuesday, April 20, at Howard University Hospital, 27 days after her 98th birthday.

"The contributions Dr. Height made to our country are too numerous to count," said Linda Denny, WBENC President & CEO. "Height's intense focus on equality based on race and gender have changed the fabric of the nation.

"I was honored to be with Height and hear her comments immediately after the inauguration of President Barack Obama. I was touched by the historical perspective she shared at seeing an African American take the oath of office as President of the United States; something she said she didn't expect to live long enough to see, but stated she had to believe it would happen or she couldn't have worked so diligently toward that goal."

Click here for full story

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 2010 Signature Event: The Opportunity Connection

Sheila Johnson, Robin Roberts and Suzy Welch to Headline WBENC's Women in Business National Conference and Business Fair in Baltimore, June 22-24.

Three globally-recognized women and iconic leaders in business and media will headline WBENC's 11th Annual Women in Business National Conference and Business Fair with the 2010 theme The Opportunity Connection.

They are:
  • Sheila Johnson, visionary entrepreneur and philanthropist and CEO of the luxury properties company Salamander Hospitality, LLC
  • Robin Roberts, award-winning journalist, anchor of ABC's Good Morning America and breast cancer awareness advocate
  • Suzy Welch, best-selling author, popular television commentator, and noted business journalist
These exemplary women will inspire the audience of over 2,500 corporate executives and women business leaders at the largest event of its kind for Women's Business Enterprises (WBEs) in the nation, taking place June 22-24, 2010 in Baltimore, Maryland.

"Sheila Johnson, Robin Roberts and Suzy Welch have each in her own extraordinary way influenced women to lead successful, educated and healthy lives," said Linda Denny, president and CEO of WBENC, the leading advocate for, and authority on, women's business enterprises as suppliers to the world's major corporations. "We know that they will impart ideas and directions that will benefit business owners and corporate executives alike."

About the Keynote Speakers:

photo: Sheila JohnsonSheila Johnson, visionary entrepreneur and philanthropist, CEO of the award-winning luxury properties company Salamander Hospitality, LLC, will keynote at the Kickoff Luncheon on Tuesday, June 22. As President & Managing Partner of the Women's National Basketball Association's Washington Mystics, and a partner in Lincoln Holdings, LLC, Ms. Johnson is the first African-American woman to have a stake in three professional sports teams, including the Washington Wizards (National Basketball Association) and the Washington Capitals (National Hockey League). She is Global Ambassador for CARE, the humanitarian organization fighting global poverty by empowering women.

photo: Robin RobertsRobin Roberts is anchor of ABC's Good Morning America. Under her leadership, the broadcast has won three consecutive Emmy Awards for Outstanding Morning program. A versatile and trusted journalist, Ms. Roberts has conducted headline-making interviews with subjects such as President Barack Obama and First Lady Michelle Obama, and has traveled extensively to places such as Africa for a first-hand look at the AIDS crisis. Robin shared her courageous battle with breast cancer on national television and has become an outspoken advocate for breast cancer awareness and early detection with her first book, From the Heart: Seven Rules to Live By, a New York Times bestseller. A native of the Mississippi Gulf Coast, Ms. Roberts has worked to aid rebuilding efforts there after the devastation of Hurricane Katrina in August 2005.

photo: Suzy WelchPhoto of Suzy Welch by Deborah Feingold
Suzy Welch is a best-selling author, popular television commentator, and noted business journalist. Her New York Times bestselling book, 10-10-10: A Life Transforming Idea, presents a powerful decision-making strategy for success at work and in parenting, love and friendship and is now published in 29 countries. Ms. Welch is a contributor for ABC's Good Morning America, has written extensively for publications ranging from O, The Oprah Magazine to The Wall Street Journal, and is a popular television commentator. Together with her husband Jack Welch, Suzy is also co-author of the #1 international best seller Winning, among other books. As editor-in-chief of the Harvard Business Review, she was the author of numerous articles on leadership, change, creativity and organizational behavior. Ms. Welch serves on the board of several non-profit organizations in the fields of education and homelessness.

More than 330 exhibitors, including procurement decision makers from the Fortune 500, are expected to participate in the Business Fair on June 23 held at The Baltimore Convention Center. Conference activities will take place at the Hilton Baltimore. For more information and to register for WIB2010, visit the event website at

The three days of robust business-building opportunities and forward-looking workshops make the Annual Women in Business National Conference and Business Fair a must-attend event. High profile speakers include Conference Co-Chairs Johnson & Johnson Chief Procurement Officer Mark Guinan and Omega World Travel President & CEO Gloria Bohan. Additionally, business deals are struck as talented and ambitious WBEs present their products and services directly through Business Fair exhibits, MatchMaker meetings, and networking events.
The Host Council is the Women Presidents' Educational Organization-DC. The East Coast Host Committee members are certified through the Women Presidents' Educational Organization with headquarters in New York, NY and Washington, DC. Through its combined territories, WPEO provides full service third party certification to women entrepreneurs in Washington, DC; Maryland, and Virginia, as well as New York, Northern New Jersey (including Princeton and points North), and Southern Connecticut.

Get Recognized at the Silent Auction!

The Silent Auction will be held on June 22, 2010, at the Hilton Baltimore Hotel during the Women in Business National Conference and Business Fair. The goal is $100,000.

Your auction donation guarantees national exposure reaching thousands of businesses and may be tax deductible. In addition, an early and generous commitment helps build excitement for the event, and offers another outstanding reason to attend the 2010 Women in Business National Conference and Business Fair. Proceeds from this event support the programs and services that are provided by WBENC and its 14 Regional Partner Organizations.

To achieve the goal and make this very special event a success, you are invited to participate by making a donation. We are seeking donations of items that generate excitement, great interest, and great bids. We appreciate your generosity and look forward to any donation...there is no minimum.  Click here to learn more about the Auction, and donate today!

If you have any questions, please contact Paige Adams,

photo: Gloria Bohan, Omega World TravelPhoto: Gloria Bohan, President & CEO, Omega World Travel and WIB2010 Co-Chair

WIB2010 Business Fair …Why Participate

The Women in Business National Conference and Business Fair is the largest event of its kind for women business owners in the country. As such, the return on investment for a woman business owner attending or exhibiting at the Business Fair is significant. Past participants have said they completed up to 40 percent of their prospect/client outreach for the year during the Fair which for most means the remainder of the year is focused on following up on the connections made during the event.

It is no less significant for corporate and government procurement professionals seeking women owned suppliers who are right for their respective buying needs. The efficiency of an in-person conversation whether five or 15 minutes in length easily trumps the time spent trying to decipher a company's capabilities from an electronic vendor profile.

"The WBENC Conference & Business Fair is one of the largest Women in Business events in the country," shared Conference Co-Chair and Johnson & Johnson Chief Procurement Officer Mark Guinan. "For the last 10 years, this WBENC event has provided a venue to meet, learn and begin collaborations that make leaders of women-owned businesses an incredibly powerful force in the global economy. At Johnson & Johnson, through our relationships with WBEs, we are directly contributing to the creation of jobs in our local communities."

Being present to capitalize on the inherent opportunities is essential. If you're not there, then you may have missed the perfect client or the ideal supplier.

To increase your company's visibility, become an exhibitor or take it to the next level and invest in a conference sponsorship. Being an Exhibitor is the "best buy" for conference admission in addition to showcasing your company as an exhibitor. Sponsors stand out even more because each sponsorship opportunity is designed to maximize the company's visibility and to meet their business goals.

"It is an honor to co-chair WBENC's national conference, which brings together thousands of dynamic women who are exciting entrepreneurs," said Gloria Bohan, President & CEO, Omega World Travel. "The economy is ripe for innovative and creative women who want to foster new business relationships, and the conference is a perfect place to develop new business opportunities. For Omega, sponsorship of the conference not only opens doors to more introductions to major corporations, but helps us tap into the tremendous national network of WBENC Certified WBEs which is an important part of business growth."

For a woman business owner, being a sponsor is of tremendous marketing value because all 2,500+ attendees will view her brand during the two and a half day program and in advance on the website. In addition, her ability to sponsor is a clear signal to potential clients that her business has the capacity to handle big contracts. For those who opt to become a sponsor, there is a special "sponsors only" reception, which is a great time to meet people you want to know.

Marketing is equally important to a corporation. Women business owners are a terrific demographic for any industry, and becoming a conference sponsor ensures brand awareness in front of hundreds of WBEs. The added value is the positive association of the company's brand with a strong commitment to the inclusion of women business owners in the corporate marketplace.

Sponsorship opportunities are still available.

Go to to register today. Contact Paige Adams, Director of Development, or 202.872.5515, x: 8020 to learn more about becoming a sponsor.

MatchMaker Meetings at WIB2010

Attention WBEs: If you're planning to attend the 2010 Women in Business National Conference & Business Fair, the last day to register as a full conference attendee and have the opportunity to apply for the MatchMaker Meetings is Wednesday, May 12.

What are MatchMaker Meetings? WBENC Certified WBEs meet face-to-face with major corporations during WBENC's annual Women in Business National Conference. WBENC's Corporate Members will post current procurement opportunities to eligible WBEs in mid-May and have the opportunity to pre-screen these WBEs and potentially set up meetings that will take place on June 24 between 9 a.m. – 6 p.m. in Baltimore. During WIB 2009 about 500 MatchMaker Meetings took place.

What's new with this year's MatchMaker? For the first time, we will utilize the MatchMaker365 mechanism to schedule the meetings that will be held on June 24 in Baltimore. If you have not accessed MatchMaker365 or do not have your login and password, please contact or call 216-432-6922.

What does WBENCLink have to do with MatchMaker opportunities? First of all, WBENC Corporate Member buyers or other WBEs may be looking for your service or product by searching key words OR industry codes in WBENCLink. Secondly, the MatchMaker365 system is refreshed with WBENCLink's data weekly, therefore it's doubly important to make sure that your profile is up to date and accurate with as many key word descriptors as possible.

Don't miss out on procurement opportunities simply because your company description does not have all of the possible key word descriptors in your profile. If you need assistance in updating your WBENCLink profile, contact your Regional Partner Organization.


WBE Power Profiles – Special WIB2010 Recording Package

Now any WBENC-Certified WBE can be featured as a WBE Power Profile on the home page of WBENC's brand new website.

A special WBE Power Profile recording package is being offered to WBENC Certified Women's Business Enterprises (WBEs) attending the Women in Business National Conference and Business Fair, June22-24, 2010.  WBENC Certified WBEs can schedule a video recording session to produce their very own WBE Power Profile to include a script review, a makeup session, a 15-minute coaching session, and use of a teleprompter.

Gain exposure on WBENC's website, and display your video your own web site, as part of a video display in your exhibit booth, and as a video on a special WBENC YouTube page (coming soon).

Introductory Web Processing Fee

WBEs that opt to record a WBE Profile at WIB2010 also are eligible to receive two weeks of web placement on WBENC's web site. Just pay a $500 processing fee, and get two weeks on the web. That's right, as an introductory offer you get two weeks on the web for just $500. Videos are scheduled on a first-come, first-served basis. Offer expires on June 4, 2010.

Although you can have your video professionally recorded on your own, a WBE Power Profile Recording Special is offered at WIB2010 for $1,500* per recording session. To register for a recording session, email prior to WIB2010 or stop by the Video Rooms designated at the event. The session includes:
  • Preliminary script and timing review
  • A 15 minute on-site script practice and coaching session
  • A 15 minute makeup application session by professional makeup artist specializing in video makeup 
  • Use of teleprompter while recording 
  • A 30 minute recording session: Includes practice run-through and recording session.
  • A 90 second, edited video on DVD in Quicktime format (Convertible to .FLV format)
  • A second 30 second video featuring the capabilities of your business. This video can be provided to your local television station or network
Reserve your recording session now by contacting Reservations are made on a first-come, first-served basis. Only a limited number of recording sessions can be accommodated, so make your reservation now. On-site appointments will be accepted on a space available, standby basis only.

This Special Recording offer will only be offered at WBENC's Women in Business National Conference & Business Fair.


Maximizing Your Time at WIB2010 National Conference & Business Fair

Whether this is the first or fifth time you're attending WBENC's Women in Business National Conference and Business Fair, WBENC wants to share a podcast/video with information on "how you can maximize your time at WIB2010 National Conference & Business Fair.

Learn more about participating in MatchMaker Meetings and the Business Fair. Learn about new tools like Map Your Show, custom exhibit booths, and pre-conference sessions like the:
  • First-Time Attendee's Orientation
  • Making "The Opportunity Connection" Work for You
  • WBENCLink Training for Corporate Members
  • WBENCLink Training for WBEs
To view the podcast/video, click here.

Summit & Salute Video Highlights

Join us for a quick video review of the WBENC's 2010 Summit & Salute to Women Business Enterprises. See highlights of the Women in Business Stars Awards Ceremony, America's Top Corporations for Women Business Enterprises, and the Live Auction. Also, hear comments shared by corporate representatives and WBENC Certified WBEs. Click here to view the video.


Call for Authors
Are you an author with a book that is just right for entrepreneurs and/or corporate America? WBENC has issued a Call for Authors.

For more information about how to get your book included in the WBENC WIB2010 Conference Bookstore sponsored by Staples, send an email to with your contact information, book title, and publisher name.

WBENC led a coalition of 21 organizations in a response to the SBA, representing over a million women business owners.

On Monday, April 26, 2010, WBENC and its 14 Regional Partner Organizations responded to and issued a Call to Action to its nearly 10,000 women business enterprises encouraging them to respond to the Small Business Administration's (SBA) Women-Owned Small Business Federal Contract Program on its Proposed Rule (13 CFR Parts 121, 127, and 134).  

WBENC led a coalition of 21 organizations in response to the SBA, including Business and Professional Women (BPW), the National Black Chamber of Commerce, the National Council of Asian American Business Associations, the National Gay & Lesbian Chamber of Commerce, the National Minority Supplier Development Council, the United States Hispanic Chamber of Commerce, the US Business Leadership Network, and WBENC's RPOs.
What is the Proposed SBA Rule for the Women's Procurement Program?
Signed into law by President Clinton, the Women-Owned Small Business Federal Contract Program has not been enacted because the SBA has failed to put the guidelines in place. After consulting with many women's business organizations, including WBENC, the Obama SBA issued proposed rulings that have been well received. For the first time it includes provisions for use of an "approved third party certification", such as WBENC's. When final, Federal Government agencies will be able to restrict competition on appropriate contracts to women owned companies only.

The deadline for comments was Monday, May 3rd, which preceded the publication of the President's Report. For more information about the rule, click here. For the formal response from WBENC, the coalition of organizations, and WBENC's 14 RPOs, click here.

Green Energy Business Opportunity Conference

The President's Roundtable of Maryland will host a national conference to better understand business and career opportunities in the rapidly emerging Green Economy. The conference is scheduled for May 12-13, 2010 at the Tremont Grand in Baltimore's historic crossroads of commerce, the Inner Harbor.

Highlighting business trends in energy efficiency and green energy is the program priority. In addition, a dedicated track will showcase dynamic career paths in energy efficiency and renewables.

For veterans, women, minority and traditionally disadvantaged small business owners, this is an opportunity to learn more about cutting edge business opportunities in Energy Efficiency. Topics to be addressed include energy audits; residential and commercial building retrofits; and energy efficiency products and materials. Panels will discuss Renewable Energy business opportunities in the increasingly critical solar, wind, geothermal and alternative fuel areas.

A special Career Track and Expo will introduce career seekers to ‘in-demand' skills needed by the green energy industry. Knowledgeable advisers will provide insight into current job openings, compensation and long term prospects. State regulators and college advisors will share certification and training program availability as well as financing programs to secure that training.

Speakers from national energy research organizations, major utilities, federal and state energy agencies, educational institutions and investment capital firms will present current news on legal guidelines, stimulus funding, the power outlook (particularly demand and pricing dynamics) and impending procurement contracts.

For more information about the conference and speaker updates, visit



2010 Ernst & Young Entrepreneurial Winning Women™
Call for Applications & Nominations

Are you a woman entrepreneur with big plans, and the vision and passion for growing your company? Do you know a dynamic woman entrepreneur who is on track to create a multi-million or billion-dollar enterprise?

If so, we encourage you to apply, or to nominate, an outstanding entrepreneur for the Ernst & Young Entrepreneurial Winning Women program. Now in its third year, Entrepreneurial Winning Women is a competitive award designed to connect high-potential women entrepreneurs with the advisors, resources and insights they need to become market leaders. Winners will: 

  • Join an elite network of the country's best high-growth companies and entrepreneurs 
  • Participate in a customized program designed to accelerate and sustain business growth
  • On a complimentary basis, attend the Ernst & Young Strategic Growth Forum 2010, the country's most prestigious gathering of high-growth companies, November 10-14 in Palm Springs, CA (

Eligibility: Applicants are women who own or have founded their companies within the last ten years and have achieved at least $1M in revenue in the past two. For more information on eligibility and how to apply, or to learn how to nominate a deserving woman entrepreneur you know, visit The application period closes on June 30, 2010.

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Misuse of WBENCLink Database!

While the WBENCLink database is an excellent strategic marketing tool to identify the supplier diversity contact of a Corporate Member, to find WBEs for partnerships, to purchase products and services; unfortunately, many WBEs are using it for the purpose of email blasts. Please note contact information obtained from WBENCLink is not permitted for use in any e-mail blasts. Examples of misuse include sending an email blast for the purpose of advertising or promoting:
  • A company, executive/employee from your company, or an event.
  • A product or service that is on sale or offered at a discount to WBENC Certified WBEs or Corporate Members.
  • A product or service offered by your company that would make a great gift for a boss or administrative assistant.
As of June 1, 2010, any WBE who continues to send out this type of email will receive a "cease and desist" letter from WBENC. If the WBE continues to contact WBEs for this purpose, their level of access to WBENCLink will be restricted to their profile only.

Questions about this policy should be directed to Susan Cates at 202-872-5515 ext. 8100.

WBENCLink Training for Corporate Members of WBENC —
2 p.m. ET, May 12, 2010

Please join other Corporate Members for a Microsoft Live Meeting/Training session on "How to Use the WBENCLink database" on Wednesday, May 12, 2010.

2:00 p.m. Eastern
1:00 p.m. Central
12:00 p.m. Mountain
11:00 a.m. Pacific

Meeting ID: Corp2010
Entry Code: Attend2010
Phone Number: 1-877-923-6297
Pass Code: 9222170#

For information regarding training, please contact Susan Cates at 202-872-5515 X 8100.

New for 2010! WBENCLink Database Training for Certified WBEs
WBENCLink Database Training for Certified WBEs will be offered every Thursday in 2010. Exceptions are March 25th, June 24th and nationally recognized holidays that fall on a Thursday.

Each class is limited to the first 50 people who log in to the session. Therefore, it is not necessary to register for this training. Note: If you choose to log in early to reserve your spot, you may do so. However, please do not phone in to the session until the class is due to begin as WBENC will be charged for this time.

Each session will begin at:
2:00 p.m. Eastern
1:00 p.m. Central
12:00 p.m. Mountain
11:00 a.m. Pacific

Meeting ID: WBETrain2010
Entry Code: Attend2010
Phone Number: 1-877-923-6297
Pass Code: 9222170#

For information regarding training, please contact Susan Cates at 202-872-5515 X 8100.

Editor in Chief
Cristy McCullough
AVP Marketing, Communications, and Brand Management

Associate Editors
Paige Adams
Director, Corporate Relations and Development
Betty Cole
Sr. Director, Programs

Paige Adams
Director, Corporate Relations and Development
Susan Cates
WBENCLink Technical Issues & Certification Support Manager
Betty Cole
Sr. Director, Programs
Linda Denny
President & CEO
Cristy McCullough
AVP Marketing, Communications, and Brand Management
Lynthia Romney
RomneyCom PR

Allison Gibson
Special Projects Mgr - West Coast

Limb Design





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