Most business owners advise newcomers to the business world that making contacts – and a chance to get your foot in the door – are necessary to success.

Collette Lewis takes that advice to heart. Lewis, CEO of CFFG Strategic Consulting LLC, was among representatives of nearly 60 companies receiving prime business opportunities during Alabama Power Supplier Diversity’s Power Vision Partnership EXPO at the Montgomery Marriott Hotel and Conference Center in Prattville on July 23. The EXPO, which brought together many Supplier Diversity “mentees” and diverse companies that have served Alabama Power since 2010, allowed business owners a chance to connect with company Supply Chain analysts and Supplier Diversity representatives.

Colette Lewis from Alabama NewsCenter on Vimeo.

Alabama Power created its Supplier Diversity Mentoring Program to develop a more diverse supplier base, and to encourage and expand business relationships with diverse suppliers. The Mentoring Program pairs dedicated Alabama Power employees responsible for the sourcing and procurement process with small and diverse suppliers who are doing business with Alabama Power and want to cultivate long-lasting partnerships.

Lewis, who has operated her engineering consulting firm for about three years, called the conference an “eye-opener.” She’s seeking every opportunity to expand business relationships: In July, she attended Georgia Power’s Supplier Diversity conference.

Ricardo Brito, of Alabama Power Company, addresses the crowd in Montgomery.

Mentees, companies that are working with Alabama Power and those seeking to do business with the company enjoyed ample opportunity to discuss their business offerings with more than 70 Generation representatives. Lewis took advantage of the one-on-one time to promote her company, which has three full-time employees.

“I know how important it is to establish contacts within this business,” said Lewis, who earned a mechanical engineering degree at UAB and an MBA from the University of Houston. “Being able to form good, strong business relationships means everything to a young company.” Attending the EXPO’s mini-sessions about contracts and powerhouse maintenance agreements and the Power Generation student of the business class added to Lewis’ knowledge about how Alabama Power operates.

A team of panelists involved in the Supply Chain Management (SCM) process provided an inside view about how to make solid contacts at Alabama Power and keeping relationships strong. Panelists were Laura Green, SCM director, Southern Company Services (SCS); Ken Compton, Supplier Diversity manager, Georgia Power; David Waites, Martin Hydro manager, Alabama Power; and Herbie Johnson, Hydro Services general manager, SCS. The team advised suppliers to never underestimate the importance of good communication.

“The main thing is to do what you say you’re going to do, at the price you give us,” said Waites, who has taken several leadership roles in Hydro Generation, as well as working in nuclear, during his 32-year career. Johnson, who has worked throughout Southern Company Generation, Engineering and Construction Services for 21 years, agreed: “We need trust, good communication and no surprises.”

Learning company values

Johnson advised that suppliers should learn about the company and understand employees’ commitment to safety, performance and trust.

“You need to align with our culture,” he said. “That means that when you make a delivery to one of our sites, you should also align with our safety culture. We’re totally dedicated to Target Zero, and we hold ourselves and our suppliers accountable for safety. The better you align with our company culture and understand it, the better you are at delivering services to us. We want you to be a success.”

Ric Edwards, SCM Maintenance Contracts analyst at Plant Miller, told suppliers that it’s necessary for them to personally know their employee contacts at the plants.

“Don’t make cold calls to employees at our generating facilities and, if you’re making a trip to a plant, make sure you let them know first,” Edwards recommended. “At the end of the day, it’s your job to make and maintain these relationships. Work is planned, scoped and bid for each individual plant, and you want to be considered, but there are protocols you must go through first.”

Generation Vice President and Alabama Power Senior Production Officer Jim Heilbron said that the company’s force of diverse suppliers help strengthen and support Generation.

“We recognize how valuable our diverse suppliers are in helping us to provide world-class electric service,” Heilbron said. “We depend on our suppliers to come through for us – without them, our generating plants and employees wouldn’t be able to do the great job that we do every day for our customers.”