Readiness Builds Opportunity: Positioning Your Business for Corporate Contracting Success

The WBENC LIFT CEO Catalyst Program, brought to you by Wells Fargo, continued its mission of empowering entrepreneurs for strategic, scalable growth with Session 2, “Build Enterprise Readiness for Sustainable Growth with Corporate Contracts.” Hundreds of entrepreneurs joined the session to learn how to strengthen capability statements, clearly articulate value to corporate buyers, and position their businesses for long‑term corporate contracting success.

In the run-up to the session, attendees leveraged the WBENC on demand platform, WBENC eLearning to take advantage of the “Enterprise Ready for Corporate Contracting” (LIFT 202) course. This pre‑learning step created a stronger foundation and allowed for a more dynamic and engaging virtual session with our expert instructors and panelists.

During the session, attendees shared that their biggest barriers with corporate contracting were:

Difficulty identifying the right buyers
Not having the size or capacity to compete effectively

To address these barriers, our session was led by instructor

Marianne Ellis – CEO & Co-Founder of CEO Success Community with a background in procurement and over 25 years as a recognized leader in business coaching and development

Along with our panel of leading WBENC small and medium enterprises who have successfully navigated the corporate procurement process:

Together they shared best practices, practical strategies and insider perspectives on what it truly takes to become “enterprise ready” for corporate contracting including:

How and when to pursue an RFP
An evaluation of attendees existing Capability Statements and strategies for improvement
Guidance for utilizing supplier portals, to discover opportunities and enable procurement teams to find you

Following the session, 94% of attendees reported a stronger understanding of enterprise readiness and corporate contracting.

Key insights included:

Readiness builds credibility. Corporations respond to suppliers who demonstrate preparedness, clarity, and reliability before an opportunity even appears.
Visibility is intentional. Entrepreneurs must show up on portals, online, and in person — buyers can’t invite you to opportunities if they don’t know you exist.
Relationships drive opportunities. Authentic, consistent engagement often opens more doors than formal proposals alone.
Focus matters. Not every opportunity is the right one; knowing when to pursue and when to partner protects time and increases win rates.
Growth takes patience and persistence. Corporate contracting is a long game, but long-term relationships can become multi‑year, multi‑million‑dollar partnerships.

Participants also continued building their CEO Catalyst Playbook, available in their WBENC eLearning platform, completing Chapter 2: Corporate Contracting Tools. This chapter focused on developing a competitive capability statement, clear value justification, outreach strategies, and approaches to securing capability meetings.

These insights are just a fraction of the valuable information being shared in the CEO Catalyst Series. In the words of one attendee:

“My experience with WBENC CEO Catalyst has been exceptionally valuable and worth every minute of my time. The information presented is relevant, real (not a sales pitch), and delivered well. I have so many takeaways that are helping me to strengthen my business and my confidence as a business owner and CEO. Thank you, WBENC!”

– Wendy Ward, Owner & CEO of Catawba Valley Staffing

Looking for further opportunities for growth?

WBENC LIFT CEO Catalyst and Entrepreneur Financial Readiness, “Design a Funding Readiness Strategy” | April 29th, 2:00-3:15pm ET | Virtual

Be sure to join us for our next session on April 29th, “Design a Funding Readiness Strategy,” hosted by CEO Catalyst and the Entrepreneur Financial Readiness program. The session will focus on understanding your business and operational fundamentals—from company facts and financial snapshots to funding needs and risk management—and how to translate them into a compelling narrative for capital providers.

Plus! Attendees will gain access to the WBENC eLearning platform.

Learn more and register today!

2026 WBENC National Conference | June 15-18 | Salt Lake City, Utah

Also be sure to join us at the 2026 WBENC National Conference, June 15-18th in Salt Lake City, Utah, a powerful gathering point for connection, collaboration, and growth across the network. Each year, the WBENC National Conference creates opportunities for entrepreneurs to forge new relationships, strengthen existing ones, and share unforgettable experiences that drive impact and innovation.

You will also have the opportunity to participate in our in-person CEO Catalyst Session “Leading Through Change,” Tuesday, June 16th from 3:45 – 5:15 PM. This dynamic session—featuring a keynote-style presentation and spotlight panels—will help attendees navigate a rapidly shifting environment and equips them with practical, adaptable strategies they can apply in their own businesses.

Learn more and register now for early bird discounts ending May 1st.

Spark Your Strategy: Prep for Conference Series | May 14 & 20, July 1 | Virtual

In the run up to Conference take advantage of our “Spark Your Strategy: Prep for Conference Series.”

Fuel your readiness for conference with a WBE focused, three-part series designed to ignite innovation and position your business for success. Learn how to show up with intention, communicate value with impact, and navigate conference spaces with the confidence of someone who knows how to spark opportunity. Whether you’re new to WBENC or looking to sharpen your approach, this series equips you with the tools to make every interaction count.

This isn’t just another webinar series; it’s your launchpad. Session topics include prepping your business for maximum impact, effectively working a tradeshow, understanding Corporate Requirements, and building relationships through strategic engagement.