{"id":32886,"date":"2023-03-15T12:00:00","date_gmt":"2023-03-15T12:00:00","guid":{"rendered":"https:\/\/bostonchamber.com\/?post_type=thought-leadership&#038;p=32886"},"modified":"2023-03-21T15:15:27","modified_gmt":"2023-03-21T15:15:27","slug":"growing-into-larger-contracts-northeastern-and-drb","status":"publish","type":"thought-leadership","link":"https:\/\/bostonchamber.com\/thought-leadership\/growing-into-larger-contracts-northeastern-and-drb\/","title":{"rendered":"Growing into Larger Contracts: Northeastern and DRB"},"content":{"rendered":"<style> .banner:before {\r\n        background: linear-gradient(0deg,rgba(0,0,0,0.5),rgba(0,0,0,0.5)) !important;\r\n    }<\/style><div id=\"ra_id_1674741721\" class=\"banner  standard lazyload\" style=\"background-image:inherit\" data-bg-image=\"url(https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/01\/Pacesetters-Northeastern-University-Hero.png)\">\r\n        <div class=\"container  banner-container text-Center\">\r\n            <div class=\"row center-items\">\r\n                                \r\n                <div class=\"col-lg-7\"  >\r\n                                            <p class=\"label special-label\" tabindex=\"0\">PACESETTERS SUCCESS STORY<\/p>\r\n                                                <!-- <p class=\"label special-label\" tabindex=\"0\"><\/p> -->\r\n                    \r\n                    <h1 class=\"underline-text white \" tabindex=\"0\">\r\n                        Growing into Larger Contracts: Northeastern and DRB                    <\/h1>\r\n                                            <div class=\"xyz\" tabindex=\"0\"><p><\/p><\/div>\r\n                        <div class=\"banner_event\">\r\n                                                <\/div>\r\n                    <div class=\"banner-btn-wrapper\">\r\n                                                                                <\/div>\r\n                        <!-- <a href=\"#\">Link<\/a>\r\n                        <a class=\"arrow-link\" href=\"#\">Link<\/a>\r\n                        <a class=\"external-link\" href=\"#\">External Link<\/a>\r\n                        <a class=\"more-link\" href=\"#\">More<\/a> -->\r\n                    <\/div>\r\n                <\/div>\r\n            <\/div>\r\n        <\/div>\r\n    <\/div>\r\n<script type=\"text\/javascript\">\r\njQuery(document).ready(function($){\r\n    setTimeout(function () {\r\n        console.log('here');\r\n\t\t$('#_youtube-iframe-wrapper').show();\r\n\t}, 2000);\r\n});\r\n<\/script>\n\n<style>\r\n    .cta-btn-wrapper{margin-bottom:2rem;margin-top:-10px;}\r\n<\/style>\r\n        <section class=\"fullwidth-carousel-section text-center\"  id=\"ra_id_1674741936\">\r\n        <div class=\"container\"><h2 tabindex=\"0\"><\/h2><div class=\"fullwidth-carousel-wrapper\"><div class=\"fullwidth-carousel\" role=\"region\" aria-label=\"carousel\"><div class=\"item\"><div class=\"fc-image \"><div class=\" ratio ratio-16x9\"><img decoding=\"async\" class=\"tabindex lazyload\" tabindex=\"0\" data-caption=\"\" data-src=\"https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/01\/Mass-Development-1.png\" alt=\"\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 1920px; --smush-placeholder-aspect-ratio: 1920\/1080;\"><\/div><\/div><\/div><\/div> <\/div><\/div><\/section>\r\n<script type=\"text\/javascript\">\r\n\/\/ jQuery(document).ready(function($){\r\n\/\/     $(\".fc-image\").one(\"click\",function(){ \r\n\/\/         $('body').addClass('hideAfter');\r\n\/\/         if($(this).hasClass('video-poster-wrapper')){\r\n\/\/             $(this).find('.fc-video-poster').hide();\r\n\/\/             $(this).addClass('hideAfter');\r\n\/\/             $(this).find('.fc-video-frame').show();\r\n\/\/             var symbol = $(this).find('.fc-video-frame iframe')[0].src.indexOf(\"?\") > -1 ? \"&\" : \"?\";\r\n\/\/             $(this).find('.fc-video-frame iframe')[0].src += symbol + \"autoplay=1\";\r\n\/\/         }\r\n        \r\n\/\/     });\r\n\/\/     $(\".fc-image\").click(function(){ \r\n\/\/         console.log(\"I am click function\");\r\n\/\/     });\r\n\/\/ }); \r\n<\/script>\r\n\r\n\n\n<style>\r\n    .cta-btn-wrapper{margin-bottom:2rem;margin-top:-10px;}\r\n<\/style>\r\n<section class=\"wysiwyg_block\">\r\n    <div class=\"container\">\r\n        <div class=\"row\">\r\n            <div class=\"col-lg-8\">\r\n            \r\n            <h3><span class=\"TextRun SCXW82482711 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW82482711 BCX0\">Innovating Supplier Diversity<\/span><\/span><\/h3>\n<p>&nbsp;<\/p>\n<p><span data-contrast=\"auto\">Customarily in supplier diversity practices, the full contract value of large RFPs is bid and awarded to one firm. In many cases, these awards go to large national companies who occasionally subcontract a portion of the total award to a minority vendor. <\/span><a href=\"https:\/\/www.northeastern.edu\/\"><span data-contrast=\"none\">Northeastern University<\/span><\/a><span data-contrast=\"auto\">, a Pacesetter company since 2018 adopted a more progressive approach.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">The deal was created by their <\/span><a href=\"https:\/\/facilities.northeastern.edu\/\"><span data-contrast=\"none\">Planning, Real Estate &amp; Facilities (\u201cPREF\u201d) department<\/span><\/a><span data-contrast=\"auto\">, whose mission is to shape and care for Northeastern University&#8217;s physical environment in support of learning and discovery. In 2022, PREF, which oversees Northeastern\u2019s global campus network, its climate justice and sustainability hub, facilities operations, and all its real estate and capital projects, broke their janitorial contract into two bid packages \u2013 the first bid package covered 80% of the \u201ccleanable\u201d campus square footage and the second bid package covered 20% of the \u201ccleanable\u201d campus square footage \u2013 allowing for more than one bidder to be awarded a contract and to further encourage small, diverse businesses to participate in the University&#8217;s RFP process.\u00a0 Bid package one was awarded to ABM Group, who subcontracted 20% of their contract value with <\/span><a href=\"https:\/\/alltimeservice.com\/\"><span data-contrast=\"none\">All Time Service<\/span><\/a><span data-contrast=\"auto\">, a Boston based M\/WBE cleaning company, which exceeded the University\u2019s 15% M\/WBE subcontractor participation requirement contained in the first bid package. Bid package two was awarded to <\/span><a href=\"https:\/\/www.drbfacilityservices.com\/\"><span data-contrast=\"none\">DRB Facilities Services<\/span><\/a><span data-contrast=\"auto\">, an MBE janitorial, landscaping, and snow removal service company.\u00a0\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Anthony Samuels, CEO and President, founded DRB in 1993. Under his leadership, DRB employs over 725 employees, provides a full range of services for both corporate and government clients, and has been recognized as a leader in the industry.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">The contracts between Northeastern, DRB, and All Time Service demonstrates how impactful subcontracting opportunities are in growing small business\u2019 capacity and potential to win larger contracts. An all or nothing mindset to procurement can result in a zero-sum outcome for both the buyer and supplier. Building blocks for mentorship and subcontracting can lead to strong relationships between companies and overall, a stronger supply chain for Greater Boston.\u00a0<\/span><\/p>\n  \r\n            <\/div>\r\n        <\/div>\r\n    <\/div>\r\n<\/section>\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large is-resized\"><img decoding=\"async\" data-src=\"https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/03\/Northeastern-pic-1-1024x682.jpg\" alt=\"\" class=\"wp-image-32983 lazyload\" width=\"661\" height=\"440\" data-srcset=\"https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/03\/Northeastern-pic-1-1024x682.jpg 1024w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/03\/Northeastern-pic-1-300x200.jpg 300w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/03\/Northeastern-pic-1-150x100.jpg 150w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/03\/Northeastern-pic-1-768x512.jpg 768w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/03\/Northeastern-pic-1.jpg 1400w\" data-sizes=\"(max-width: 661px) 100vw, 661px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 661px; --smush-placeholder-aspect-ratio: 661\/440;\" \/><figcaption class=\"wp-element-caption\">07\/29\/20 &#8211; BOSTON, M.A. &#8211; A member of the DRB team sanitizes and cleans the International Village Dining facility on July 29, 2020.. Photo by Ruby Wallau\/Northeastern University<\/figcaption><\/figure>\n<\/div>\n\n<style>\r\n    .cta-btn-wrapper{margin-bottom:2rem;margin-top:-10px;}\r\n<\/style>\r\n<section class=\"wysiwyg_block\">\r\n    <div class=\"container\">\r\n        <div class=\"row\">\r\n            <div class=\"col-lg-8\">\r\n            \r\n            <h3><span class=\"TextRun SCXW250841264 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW250841264 BCX0\">Winning the Contract<\/span><\/span><span class=\"EOP SCXW250841264 BCX0\" data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/h3>\n<p>&nbsp;<\/p>\n<p><span data-contrast=\"auto\">DRB first started working with Northeastern as a subcontractor responsible for 18% of their Boston campus. Over the contract cycle, DRB was able to improve the quality and consistency of service. When Northeastern had a new contract available, DRB was invited to bid for the entirety of the campus. DRB submitted a comprehensive and timely bid response. Their technology driven service platform, quality assurance initiatives, passionate management team, and focus on sustainability made them the right fit for the proposal. This combination of skillsets was showcased during the DRB management team\u2019s presentation to Northeastern University\u2019s Facility, Procurement, and Finance Teams. During the presentation, Northeastern evaluated the team, the content of their RFP submission, and pricing. DRB outscored the other companies resulting in the award of the contract of approximately $6 million over two years, plus three one-year extension options at Northeastern\u2019s discretion.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">The subcontract awarded to All Time Service is a two-year term with a minimum of $2.6 million in the first year and $2.8 million in the second year with three additional one-year extension options at Northeastern University\u2019s discretion. As part of the agreement, ABM Group adjusted their payment terms to allow All Time Service to receive payment faster, thereby allowing All Time Service to pay for their materials and staff to meet project deadlines. \u201cNortheastern is excited to have the opportunity to grow another MBE contractor through this contract,\u201d said Rosanna Molinaro, Director of Procurement and Contracts at Northeastern.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n  \r\n            <\/div>\r\n        <\/div>\r\n    <\/div>\r\n<\/section>\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large is-resized\"><img decoding=\"async\" data-src=\"https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/03\/Northeastern-pic-2-1024x683.jpg\" alt=\"\" class=\"wp-image-32984 lazyload\" width=\"664\" height=\"443\" data-srcset=\"https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/03\/Northeastern-pic-2-1024x683.jpg 1024w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/03\/Northeastern-pic-2-300x200.jpg 300w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/03\/Northeastern-pic-2-150x100.jpg 150w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/03\/Northeastern-pic-2-768x512.jpg 768w, https:\/\/bostonchamber.com\/wp-content\/uploads\/2023\/03\/Northeastern-pic-2.jpg 1400w\" data-sizes=\"(max-width: 664px) 100vw, 664px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 664px; --smush-placeholder-aspect-ratio: 664\/443;\" \/><figcaption class=\"wp-element-caption\">07\/29\/20 &#8211; BOSTON, M.A. &#8211; A member of the DRB team sanitizes and cleans the International Village Dining facility on July 29, 2020.. Photo by Ruby Wallau\/Northeastern University<\/figcaption><\/figure>\n<\/div>\n\n<style>\r\n    .cta-btn-wrapper{margin-bottom:2rem;margin-top:-10px;}\r\n<\/style>\r\n<section class=\"wysiwyg_block\">\r\n    <div class=\"container\">\r\n        <div class=\"row\">\r\n            <div class=\"col-lg-8\">\r\n            \r\n            <h3><span class=\"TextRun SCXW185700624 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW185700624 BCX0\">Lessons Learned\u00a0<\/span><\/span><span class=\"EOP SCXW185700624 BCX0\" data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/h3>\n<p>&nbsp;<\/p>\n<p><span data-contrast=\"auto\">The Pacesetters program continuously supports partnerships in supplier diversity and cross-network sharing of best practices. Anthony Samuels, Founder and CEO of DRB states, \u201chaving a relationship with Northeastern University through the Pacesetters program provided an opportunity for additional insight into the DRB brand, and our true commitment to our partnerships and quality of service. This relationship and overall understanding of our differentiators helped to bring this deal to the finish line\u201d. Building a network of reputable suppliers starts with information sharing and clear lines of communication. DRB also attributes the success of the contract to the clarity and depth of Northeastern\u2019s RFP, citing that they will use the guidelines in the capabilities statement for future communications and marketing to increase their own competitiveness.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Northeastern emphasized DRB\u2019s responsiveness and excellent services at a competitive rate. DRB\u2019s work ethos follows a quote by Henry Ford, \u201cQuality means doing it right when no one is looking.\u201d\u00a0 They have exemplified the importance of sustaining positive business relationships through a track record of exemplary services. DRB has built a reputation as a quality firm, leading Northeastern to create innovative contract terms. In doing so, Northeastern has become a demonstrated leader in implementing new ways of contracting with diverse suppliers and committing to its promise of proactively advancing supplier diversity.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">There are several methods to crafting more equitable contract terms for suppliers. These methods create greater opportunities for small and diverse businesses who historically have had less access to capital and capacity to take on large contracts. Practices such as breaking a contract into two or more parts to give more than one business the opportunity to bid. Requiring large prime contractors to work with diverse subcontractors gives minority- owned businesses the chance to exercise their expertise on a larger scale and to grow.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n  \r\n            <\/div>\r\n        <\/div>\r\n    <\/div>\r\n<\/section>\n\n<style>\r\n    .cta-btn-wrapper{margin-bottom:2rem;margin-top:-10px;}\r\n<\/style>\r\n<section class=\"wysiwyg_block\">\r\n    <div class=\"container\">\r\n        <div class=\"row\">\r\n            <div class=\"col-lg-8\">\r\n            \r\n            <h4><\/h4>\n<h4><strong>For more Economic Inclusion stories from the Chamber, <a href=\"https:\/\/bostonchamber.com\/news-insights\/?_network=pacesetters\">click here<\/a>.<\/strong><\/h4>\n  \r\n            <\/div>\r\n        <\/div>\r\n    <\/div>\r\n<\/section>\n\n<!-- hello -->\r\n<div class=\"newsletter dark\"  id=\"ra_id_1674745784\">\r\n        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