Column: How Do I Find a Mentor?

By Tom Johnson, publisher, Set-Aside Alert

      (Editor’s Note: Set-Aside Alert recently sponsored another in our series of webinars on the Small Business Administration’s Mentor Protégé program.

      These webinars, conducted with Brad Reaves and Paul Hawkins, attorneys at the Reaves GovCon Group, are “deep dives” into current updates of the program as well as how the program is changing for the coming year, and how to form joint ventures with mentors.)

     “How Do I Find a Mentor?”

      The common question among small business executives seeking a mentor-protege relationship is “How do I find a mentor?”

      Obviously, it is a very important question since it will require time and effort to line up a willing partner who will share expertise and help you succeed.

      Matching up with a mentor requires thoughtful research and assessments of your own capabilities and needs, as well as the capabilities and interests of prospective mentors. It takes work and research. After all, you are both looking for a solid relationship that will last for several years.

Planning for the Right Mentor

      Before you start searching, write up a plan for what you are trying to achieve by linking up with a mentor.

• Do you need help with proposal writing? If so, you’ll need a federal contractor with a good Business Development team as a mentor.
• Do you need an ISO (International Organization for Standardization) certification or some other industry certification? Look for a mentor that already has been through the process successfully.
• Are your accounting and Human Resources systems up to federal standards? Seek a mentor who is willing to put its administrative staff on the task of reviewing your systems and consulting on the implementation of a new application or system to fix the holes.

How to start your search

      A good way to start your search is to go to the Small Business Administration’s website and review the list of companies that are currently engaged in the SBA’s Mentor-Protégé Program.

      You can find that list at https://www.sba.gov/document/support-active-mentor-protege-agreements. The list is updated monthly so be sure to check back regularly to see who is new and who has left the program.

      There are currently almost 1,600 agreements in place. The list identifies both the mentor and the protégé. Some mentors have more than one protégé.

      You should look for proteges that are similar to your company and then learn as much as you can about their mentors. Are their mentors Fortune 500, or mid-tier? Are they in the same industry? Geographic location? If the protégé is a colleague and not a competitor, you might even call and talk to the person(s) who is the contact person with the mentor.

Federal Top 100

      It is not advisable to primarily rely on the Federal Top 100 list of companies to find a mentor. These are the government’s largest contractors, and it is likely that too many small business executives are chasing after them. Many of these very large companies already have one or more proteges, as well as a lineup of additional firms interested in being proteges, so focusing your search on this list could be a waste of time.

Can a small business be a mentor?

      Take note that there are situations where the mentor might also be a small business. An 8(a) firm that is graduating in a year or two might be a good mentor candidate. The older firm can counsel and train the protégé and then become a subcontractor to the protégé upon graduation from the 8(a) program. (Contact us to purchase a list of 8(a) program participants that identifies graduation dates and contact information.)

“Industry Days” and industry meetings

      A preferred strategy is to attend federal agency “Industry Days” as well as federal contractor association meetings, and seek out the mid-tier-sized companies who are exhibiting or attending. Explain what you are looking for in a mentor arrangement. Ask to contact the executive that can dedicate resources to assist you.

      You can find experienced federal business development professionals at meetings of a number of government trade associations, such as AUSA, AFCEA, SAME and so forth.

      But if you need help with your accounting or HR systems, those groups won’t get you very far. Look to connect with the Association of Government Accountants or the Society for Human Resources Management. For proposal help, get connected with the Association of Proposal Management Professionals.

What can you offer your mentor?

      You must be able to explain to the mentor why it will be valuable to them to take you on as a protégé. The best deal obviously is one where they will gain revenue that they wouldn’t otherwise be able to win. A Mentor-Protégé Joint Venture is the ticket to success for the mentor and the protégé. Such a joint venture is eligible to bid on jobs that are set aside for a small business. The small business must be the lead manager of the joint venture. The joint venture is able to claim the past performance of both the small business and the mentor.

      Under recent changes to the Mentor-Protégé program, mentors are now able to invest funds in the protégé without triggering a finding of affiliation. Investment maximum is limited. The revenue share may be specified in different proportions than the ownership percentages. The small business partner must be the majority owner, share-wise.

Conclusion

      Engaging with a mentor is a slow process similar to a courtship, and you want to be sure you eventually will have a partner that will meet your mutual goals and responsibilities. Do your homework before “tying the knot.”

      Send us your comments and experiences at the email below.

Tom Johnson is the publisher of Set-Aside Alert. He can be reached at tjohnson@setasidealert.com.

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Column: How Do I Find a Mentor?

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