5 tips for minority business owners looking for airport contracts
Securing a business contract to run a business at Miami International Airport isn’t impossible — if you know where to look.
Black-owned business Concessions International has secured contracts with airports including MIA since 1979 and has created a sustainable business in the process.
As the director of business development for Concessions International, Mori Russell Atkins helps her family’s business function on a day-to-day basis. Her company runs Starbucks franchises at Jackson hospital and near the Brightline station in downtown Miami, and also partners with Half Moon Empanadas at MIA.
Here are five tips Atkins has for business owners looking to get a contract for their business to operate at an airport:
Participate in the Airport Disadvantaged Business Enterprise Program
According to Atkins, every airport contract before the Trump administration was required to have a minority partner. By participating in the Airport Disadvantaged Business Enterprise program 45 years ago, Concessions International got its first airport contract before graduating from the program in 1993.
“It doesn’t have to just be a Black woman, but really anyone other than a white male,” she said. “That’s one of the easiest ways if you have a business and you’re looking for a way into the airport.
Sign up for procurement information on an airport’s website
Atkins emphasized that potential airport contractors go to an airport’s website and look for information related to securing contracts.
“You have to go on the airport’s website and sign up for any procurement information,” she said.
Participate in procurement information sessions
Airports often offer information sessions for contractors that want to learn more about securing contracts and applying to be in small business programs, Atkins said.
“They put out information sessions. So you go and then the airport is explaining to you, how do you go about this?
Build relationships with airport employees
Atkins wants to make sure business owners don’t overlook the possibilities that come with reaching out to airport employees and expressing their interest in partnerships.
“Make a relationship at the airport with someone or go online, find a job title to reach out and say, ‘I have a business, and I’m very interested,’” she said. “They will probably share information with you.”
Make your company’s brand well-known in your community
Having a well-known brand can be helpful, Atkins said. Familiarity with your brand can make it easier for potential partners to gravitate to you.
“You can become attractive like that, where it becomes easier for you to license your brand,” she said. “It’s like they say: It’s not what you know, but who you know.”
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