In this episode of Women in Motion, Lee Kantor discusses the National Black Business Pitch (NBBP) program with Dr. Pamela Williamson, TJ Jackson, and Tanya Nixon. They explore the NBBP’s mission to empower Black-owned businesses through mentorship, networking, and educational resources. Dr. Williamson highlights the program’s community impact, while Tanya emphasizes personal development and effective business articulation. TJ talks about the importance of economic parity and mentorship. They detail the application process, eligibility criteria, and the diverse range of businesses the program supports.
Tanya Nixon is the Director, Supplier Diversity for Aflac.
Nixon is responsible for the overall strategy for supplier diversity to include company-wide programs to ensure opportunities for women & minority-owned vendors to participate in procurement activities in addition to tracking and reporting of the diverse spend.
Nixon identifies, strategizes, evaluates, and develops sourcing and purchasing practices meant to promote diversity among the organization’s suppliers and contractors.
Prior to joining Aflac, Nixon was Director, Supplier Diversity & Responsible Sourcing at Visa Inc and she also served for over ten years as a Manager, for the National Supplier Diversity/Impact Spending at Kaiser Permanente, the $80-plus billion Oakland, California-based healthcare organization.
In this role, Nixon oversaw and advocated for a portfolio of contracts worth more than $1 billion with diverse companies in the staffing, professional and business services, and marketing sector.
Ms. Nixon is known industry-wide for her strong leadership, enthusiastic champion of supplier diversity, and her generosity in helping other large organizations develop and expand their own programs. Nixon is also the Chair of WBEC-West.
Ms. Nixon holds a master’s degree in organizational development, a bachelor’s degree in business management, and a certificate in Human Resource Management.
Follow Aflac on LinkedIn.
Todd Jackson (TJ), is Manager, Supplier Diversity with Republic Services.
TJ is the manager of Supplier Diversity at Republic Services. He’s responsible for creating and managing supplier diversity in the environmental service industry to meet Republic Services’ set initiatives by end of 2025 in the supply chain.
TJ’s career spans from manufacturing to program management with positions such as Process and Equipment Development Engineering, Strategic Sourcing and Supplier Diversity.
Prior to joining Republic Services, TJ is a former employee of Intel Corporation and Union Pacific Railroad and served in the United States Air Force. TJ has served in the capacity of several board of directors’ positions for non-profit organizations. Motto: “I can……”
Connect with Todd on LinkedIn.
About our Co-Host
Dr. Pamela Williamson, President & CEO of WBEC-West, is an exemplary, dedicated individual, and has extensive experience as a senior leader for over twenty years.
She has served as the CEO of SABA 7 a consulting firm, overseen quality control at a Psychiatric urgent care facility of a National Behavioral Health Care Organization where she served as Vice President and Deputy Director,and has served as the CEO of WBEC-West, since 2008.
Her extensive experience in developing and implementing innovative alliances with key stakeholders has enabled the organizations to reach new levels of growth and stability. Her ability to lead and empower staff members creates a strong team environment which filters throughout the entire organization.
She takes an active role in facilitating connections between corporations and women business enterprises and sees a promising future for WBENC Certified women-owned businesses.
Dr. Williamson holds a Doctorate in Healthcare Administration, a Master’s degrees in Business Administration, and bachelor degrees in both Psychology and Sociology.
Connect with Dr. Williamson on LinkedIn.
Music Provided by M PATH MUSIC
This transcript is machine transcribed by Sonix
TRANSCRIPT
Intro: Broadcasting live from the Business RadioX studios, it’s time for Women in Motion. Brought to you by WBEC-West. Join forces. Succeed together. Now, here’s your host.
Lee Kantor: Lee Kantor here. Another episode of Women in Motion. And this is going to be a good one. But before we get started, it’s important to recognize our sponsor, WBEC-West. Without them, we wouldn’t be sharing these important stories. Over the past few years, there’s been a buzz in the air around an opportunity called the National Black Business Pitch. Today, I have Dr. Pamela Williamson, TJ Jackson, and Tanya Nixon, the brains behind this opportunity. Welcome, everybody.
TJ Jackson: Well, thank you.
Tanya Nixon: Thank you, thank you.
Lee Kantor: Now-
Dr. Pamela Williamson: Double thanks.
Lee Kantor: Well, before we really get into the meat of this thing, why, as we bequest board members, do you feel that this program is important and should continue to be supported? Dr. Pam, why don’t you kind of chime in here?
Dr. Pamela Williamson: Sure. I think the main reason is that we really want to support local businesses in the communities that we reside and in the communities that need it most. And we know that one of the ways to improve the economic vitality of communities is to really help small businesses. And mainly, we wanted to help small businesses, but we really wanted to concentrate on black-owned businesses partly because, a lot of times, they don’t have the information around the opportunities that are available within corporate America for them to do business with them, and also because we know that black-owned businesses tend to keep the bulk of their money in the communities that they reside, which helps to create job opportunities within those environments.
Tanya Nixon: This is Tanya. You know that was great, Pamela. And the only thing I would add to that because I 100% agree, and this might sound a little bit silly, but I think it’s okay to really help people show up to be the best version of themselves, right? And so, yes, this creates economic vitality and economic equity within our communities, but we’re also giving them that edge to really speak up and speak well about what it is that they do to be proud about it. So, I really think that’s cool. And also, at the end of the day, these judges are volunteering their time because they also see the value to this type of programing. So, super, super proud of it.
TJ Jackson: And I’d just chime on that too, but thanks for being part of this podcast. I really appreciate it. But from several reports, whether it’d be from Wells Fargo, whether it’d be from US Department of Commerce or any other reports,women-owned business make up the fastest growing segment of entrepreneurs. And so, whether that’s national, whether that’s international, and that even is stated on our on the website for WBEC-West. But first, as a board member, I just really believe in the vision and the mission of WBEC-West. And that’s really not only for the MVP, but it’s really to promote and build parity in the economic community. Also, increase that vitality that everyone has mentioned as well. And that the program is really based and open to black-owned, funded, founded and controlled businesses, which really has three folds that I see that happens, right? You provide a safe place for these mentees to practice and refine their pitch. And then, of course, the feedback is very important as well. And then, of course, the additional resources that they may receive during the MVP program as well. So, it’s a continuum. I will always support this because it just places the value that Tanya has talked about around some of the black-owned businesses that really impact the economy. So, that is why I am a proud board member to really support the NBBP.
Lee Kantor: Now-
Dr. Pamela Williamson: This is Pamela. I just want to add to something Tanya said, so that we don’t skip over it. There are 2 or 3 distinct phases of the National Black Business Pitch. And the one that Tanya mentioned that I think we often skip over is the whole mentee-mentor relationship that happens, which really does allow them to fine tune their pitch, to go on to compete in other opportunities with corporate America but also with other pitch programs. So, this program does a lot as far as the educational component to get business owners able to really talk about what their business does but, also, to really identify the niche or the problem that the business solves. And that’s the mentorship program. And we have some amazing corporate mentors that volunteer their time, as TJ said.
Lee Kantor: Can we talk a little bit about kind of let’s get into the weeds of somebody raised their hand and says, “kay, I want to pitch,” what is kind of the pre-work they had to have done in order to do that and what can they expect from going through the program? Like you mentioned the mentorship, you mentioned the coaching and things like that, but what exactly will a participant have experienced by going through this program? Because it sounds like just win or lose, going through the program is a win.
Dr. Pamela Williamson: This is Pamela. You are absolutely right. Going through the program, just having that opportunity, you definitely walk away with so much knowledge that you wouldn’t have had in any other experience that you could go through. So, when someone raises their hand and says, “Yes, I’m interested in participating,” there is an application process that you go through. Part of that is you have to upload a three-minute pitch. And that upload has to be that business owner presenting their pitch. Those are reviewed by phase one judges. We try to narrow that down to a hundred participants in phase one. Then, we do another sweep to try to narrow it down to 30. Those 30 finalists, they are paired with a corporate mentor that will work with them to fine tune their pitch. Meaning that they will work with them on identifying the problem that they solve and how to present their solution to an audience of corporate judges.
TJ Jackson: Yeah. This is-
Dr. Pamela Williamson: Go ahead TJ.
TJ Jackson: I was getting ready to say, yeah, it’s beyond. As Pamela was stating the phase one and phase two, it’s really beyond the cash prizes. First of all, that business is exposed to many corporate members just by participating in that. They’re assessable to different networks that the corporate members or the mentor has as well. And then, of course, they’re exposed to government entities that may use the information that they are providing in the pitch to make a potential business opportunity. So, it really prepares you for the moment to provide information for an opportunity, whether that’d be a product or services, and you’ll be able to pivot, whether that’ll be a one-minute speech or whether that’d be a three-minute speech.
Tanya Nixon: And, Lee, this is Tanya. Let me just add one more thing to TJ’s and Dr. Pamela’s great process description. We should just say, too, that first off, we want to make sure before they get there, this owner has to be at least 21 years of age. The company featured must be 51% or more black-owned and controlled and headquartered in the US. And then, the applicant must be the owner, the founder, CEO or controlling shareholder of the company for at least three months prior to the competition.
Lee Kantor: Now, what’s-
Tanya Nixon: That’s the weeds part for you, Lee.
Lee Kantor: Well, do they have to have a thriving business with sales? Can it be an idea at the start-up stage? You know, at what stage can they be at? Or do they have to be, “Oh, they’ve already been in business. This is kind of a proven entity,” or can it be somebody with, “Hey, this is my idea, I got incorporated. I checked all the boxes, but I just need help in launching”?
Dr. Pamela Williamson: It could be all of the above, lee, in all honesty. So, we have some individuals who come through, and they’ve set up their business structure, they have a business thought or idea. In all honesty, a lot of those don’t get through phase one, and that’s just because they haven’t fine-tuned things yet. Most of the individuals who get through phase one have an established business.
Lee Kantor: And then, is it industry agnostic or is it kind of does it have to be a certain type of industry in order to participate? Like, does it have to be technology, or can it be services? Does it have to be manufacturing? Is there any type of industry?
TJ Jackson: Absolutely. It is… absolutely not. It can be any. It could be any industry. And that’s the beauty of it. Whether it’d be in consulting, whether it’d be in technology, whether it’d be in environmental services, whether it’d be in banking, it’s all about the connection of solving that problem that is out there that people can use as a product or service.
Lee Kantor: Now, what happens? Like say, okay, I raised my hand, I’ve checked all the boxes, and now I’m going through the program, what does those first conversations with the people that are mentors and coaches with me as a business owner? Like, what are some of the questions you’re going to ask me? And what do I have to be prepared for in order to get the most out of this experience?
Tanya Nixon: Well, I think first, you need to make sure that the coach is going to… the corporate member, who’s the coach, is going to make sure or help them prepare that their presentation is clear. As we’ve said numerous times throughout this, you have to have the ability to identify a problem that you’re solving for a company, right? You have to be able to know the company’s business, right? So, whatever you’re solving, you should be well tuned to what it is that that organization does. You should present your expertise, right? You should come off as a subject matter expert and make sure you say clearly and why it is you’re doing what you’re doing. And the last and not least thing is they have to be ready to respond to the questions from the judges. We’ve seen folks give a great, great presentation, and then they fold right at the end when they get those spontaneous questions. So, I really think it’s key that the mentor – and I know they do this – really sort of pepper spray them with random questions while they’re doing their presentation to really get them grounded and comfortable.
TJ Jackson: And, Lee, I think also it could be more of I will always, when I mentor, it’s really about the ABCs. And when I say ABCs, I mean accuracy, brevity and clarity. If you’re putting those ABCs into that pitch, you will have no problem on how to present your information. So, as I say, just remember the ABCs.
Tanya Nixon: I love that. I just wrote that down. I’m going to use that for myself.
Lee Kantor: Now, what advice would you give an applicant in order to be coachable? Because a lot of times, somebody, especially a business owner, and a lot of times, an early-stage business owner, they feel like they have to have all the answers and know everything. But a lot of times, there’s a humility that needs to be involved where they have to be vulnerable and open to advice from other people. So, how would you recommend someone being more coachable?
Tanya Nixon: Oh, to be more coachable.
TJ Jackson: I think you really set those expectations upfront, Lee. So, when you are mentoring, there are certain expectations you want to create is and create a safe place for those, right? And you can do that by just explaining to them that, “Hey, you are the expert. I’m just going to provide you some information on how to get better and how I see it as a corporate member,” because you have to remember, their audience is going to be trying to get some type of work with corporate government or even business-to-business, right? So, that is the key to establishing that relationship when you get started. So, just setting the expectations right upfront because the corporate member that’s mentoring, he or she is there to just ensure that the best opportunity and the best foot is put forward when presenting their product and service.
Dr. Pamela Williamson: Well, yeah.
Tanya Nixon: I’m sorry. Go ahead, Pamela.
Dr. Pamela Williamson: The one thing that I would add from someone who’s going into a mentorship relationship, I think that you have to go in a space of thinking that, “I may know my product or the service that I’m providing, but I don’t know everything,” and to not take suggestions personally. View it as an opportunity to grow. And I think the biggest thing that happens when a mentee and mentor relationships break down, it’s because the mentee is taking things personal and not really just allowing for that space to be filled with a different perspective and really considering the perspective that the mentor is coming from.
Lee Kantor: Tanya, is there?
Tanya Nixon: You know, I don’t have anything to add to that. Pamela went right exactly where I was going. You you have to be receptive to learning. And so, I’m a pretty direct person. So, I really just try to establish that right upfront. I let them know who I am and from the place that I’m coming from, right? I’m coming from the passionate place and wanting that person to succeed. So, for myself, I really always try to explain who I am upfront, just to make sure… you know, to see if it’s a match because if it is a hypersensitive person, then we probably aren’t going to be a good match. And that’s okay, right? You know, vive la différence. But I just really try to be direct about that – excuse me – because at the end of the day, we both want the same thing, which is for them to get that business. And so, I’m there for them in any way, shape or form to try to help them to do that. That’s my motivation and that’s their motivation. And so, if we can remember that and walk that path together, and to Pamela’s point, this is just folks providing insights to you. You can take the shoe, and wear it or not.
TJ Jackson: Yeah. Yeah, Lee. It really about both people, both the mentee or the mentor just creating an opportunity, right? So, the mentee should just think about it as an opportunity. And that’s what we are here to do is really to increase those opportunities. And to do that, I think you have to be open to some solutions and create that space for that.
Lee Kantor: Now, are there any kind of kind of factors that you believe should be part of a successful pitch? And are there certain things that shouldn’t be? Like, are there things that when you see them pitching, you’re like, “Okay, that’s good, that’s good, that’s good,” or “Man, I wish they wouldn’t have brought that up here. This probably isn’t the right spot for that”? So, are there some do’s and don’ts or some must-haves and must-not-haves that you’ve seen in pitches?
TJ Jackson: Yeah, that’s a good question. Go ahead, Tanya.
Tanya Nixon: Okay. Thanks. I would say the must-haves and things I like is data, right? Data is always really good. So, if you’re solving a problem and if you can equate it with numbers, folks really respond well to that. So, you’re increasing revenue or you’re saving costs in some way, right? Folks love to hear that. And that’s whether you’re a sourcing person, or a supplier diversity person, or a business unit. I like if folks when they use if then statements. If you do this or if you use me for this, this will be your result. So, just always remember that the pitch really is to sell you and that the person listening to it, right, I’m listening to the pitch, and I’m going to take that pitch. And that’s really what I’m going to repeat to my internal customers to sort of get you that book of business, to get that winner, that book of business.
Dr. Pamela Williamson: Yeah. The only thing I would add is what I like to see when I’ve been a judge in other pitch competitions – because unfortunately, I can’t be a judge in this one – I like it when they come in and their message is really clear. It’s not bogged down with gobbledygook that doesn’t really fit or doesn’t really bring anything to the table in their pitch. I like it when they… I think that a pitch should really talk about what makes you different, especially if you’re in a field that’s oversaturated. Like what makes you unique from your competitor is important. And then, the other thing is, sometimes, people get nervous, which is understandable, and they start oversharing about stuff that doesn’t matter to the pitch. So, the one thing that I can… the best advice I could give is, one, practice, practice, practice. You should be able to pitch forward and backwards because you should know your business better than anybody else. And the other thing that most pitches are timed, so you need to make sure you stay within your time because going over is a negative. And then, the last thing that I would say is make sure that you have thought of every possible question a judge could possibly ask and be able to answer it because, again, you should know your business better than anybody else.
Tanya Nixon: Well said.
TJ Jackson: Yeah, well said. I wasn’t going to add much. So, I think everyone said exactly what should have happened in providing that pitch. So, the only thing I would say is, try to be a good storyteller within that pitch.
Lee Kantor: And you mean like taking some of the data, and then making it into like a real-life anecdote, where you’re talking about a human situation or an impact like that?
Tanya Nixon: Yes, because you want to make it relatable. And to Pamela’s point, it’s timed, right. And I can tell we all sing from the same hymnal because I love a good story too. And that was one of my points. Every story has a beginning, a middle and an end. So, if they look at it that way and you have three minutes, right, so you have one minute to tell the beginning, one minute to tell the middle, and one minute to close it out. So, it really, really… It sounds simple. I know it’s complicated, but it really is that simple.
Lee Kantor: Now, I know each of you have been involved in pitches, and judging, and mentoring in a variety of ways over the years. Is there anything that stands out, a story that stands out to you that when an entrepreneur went through one of these things, it doesn’t have to be this one specifically, but where you’ve seen a real impact from going through a competition, and you’ve seen it really take a business to a new level? Is there a favorite story any of you can share about something you’ve experienced in the past?
TJ Jackson: Yeah, I can actually share one. This is TJ. So, I think when I first joined a council in trying to do the pitch competition, and it was really about practice, it was a WBE, woman-owned business, and went through the pitch, and the pitch was like 4 to 5 minutes long. And so, from there, the person was really open on, how would we be able to get that down to three minutes and still keep my intention while adding the data, which is needed to make you different from the multiple consulting folks that are hired through corporations? With her being open and providing just a little bit of data tied to a result that happened to make that person income a little bit better would be the better portion of that that story. And so, when she actually put that in there and cut down some of the other things, she succeeded in creating that three-minute pitch. And to this day, I see her and she works with not only WBEC-West but she’s part of one of the WBEC-West WBE. So, that is phenomenal, that coming from probably, I say maybe three years ago, 3 to 4 years ago.
Tanya Nixon: All right. Well, I have one, Lee. Gosh, it goes back though a little bit longer than three years ago but it’s a woman-owned business and this was before NBBP. And lady was making her pitch, and she was in, I want to say like landscaping, landscaping business. And so, she gave the pitch and the judges started asking questions. And one of the questions was around expansion. Like, for just landscaping, if you’re living in the Bay area, and I was living in California at the time, if you’re living in the Bay area, and just what are you what are you doing for the winter months? And she didn’t have a response because she explained that with sort of the downside of her business. And the net, because I don’t want it to be longer than a three-minute pitch from the WBE, but the net was she got the idea to expand her business to not only just be landscaping, but to also be sort of like snow removal. So, to have year-round service, how could she provide her services year-round? And so, she actually expanded her business, partnered with another WBE, and expanded that. So, they were able to make the business work year-round as opposed to seasonal.
Lee Kantor: Now, if people want to participate in future National Black Business Pitches, what is the best way to do that?
Dr. Pamela Williamson: Lee, the best way to do that is go to the website, which is the National Black Business Pitch. Our applications don’t start this year until February. It normally launches the first week of February, but it will give them… that website gives them all the information about the pitch. It also has some great stories from past winners and past participants. And it also talks… it has all of the guidelines for the program.
Lee Kantor: And then, what is the the window? Once it begins, like how long does it go? And then, like, how long does the mentoring happen?
Dr. Pamela Williamson: So, the deadline for applications, it kicks off in February and the application window closes in June. We pair up the mentors with the mentees in late June. And they start the process of mentoring. And then, we typically end that in August, and we actually have the finals in September.
Lee Kantor: And then, you do it again, right? This is the ongoing thing.
Tanya Nixon: We do it all over again.
Lee Kantor: Now, have any of these relationships of people you mentored, has it gone beyond the competition where you still stay in touch with some of these folks?
Tanya Nixon: We have several applicants that are still in contact with their mentors, which is wonderful. And they’ve taken that beyond what our expectations were. So, definitely.
TJ Jackson: And I think what is also good about the NBBP is that if somebody is really trying to consider applying, my thing would be said like Nike’s slogan, right? Just do it. As stated before, you have a mentor that can really support you through the process. You can learn a lot from different perspectives. It’s the experience of how you craft your business pitch, being able to just speak it at a moment’s notice. It’s informative, it’s rewarding, it’s wonderful, right? It’s just a valuable thing that someone should always apply. And not only that, you get an opportunity to really support black business from just participating. So, yeah, please go to the website. Let’s listen to some of the testimonials that people are giving. Those are the winners and some that are the top 30. They give great testimony. So, those are some of the resources that you can look at.
Lee Kantor: And so, what do you need more of? Do you need more applicants to take part in the pitch competition? Do you need more mentors and judges? Like, is there a place for everybody in this ecosystem right now and where can people go to help?
Dr. Pamela Williamson: There is a place for everyone in the ecosystem, and they can go to the website in order to get more information, but also to say, “Hey, I’m interested in being a mentor.” And so, yes, we are. The applications again will kick off in February. We believe the more, the merrier. And so, appreciate the opportunity to give that shout out.
Lee Kantor: And so, you don’t have to be a certified woman business to participate, right?
Dr. Pamela Williamson: You do not. In fact, we would like more individuals that are not certified to participate. We truly market to individuals who are non-certified. They’re the individuals who typically don’t know about the amazing opportunities within corporations to do business with them. And they, typically, are the ones who really need the assistance in fine tuning their pitch.
Lee Kantor: So, if anybody knows any business owner that meets the criteria, they should really encourage them to check this out because this seems like a no brainer.
TJ Jackson: Absolutely.
Dr. Pamela Williamson: Yes, true.
Tanya Nixon: You know, I think so. And it’s more than just a contest, right? You know, this is an opportunity for you to expand your network.
Lee Kantor: Right, which everybody should be doing all the time.
Dr. Pamela Williamson: Yes.
Tanya Nixon: Yes, all the time. So, it’s great, of course, if you win. But even if not, you get down to the finalist. As Pamela said, you start with 100, and then you get down to 30 finalists, right, that are going to go through this process. Well, you should have 29 new best friends at the end of it.
Lee Kantor: Good stuff. Well, TJ, go ahead.
TJ Jackson: And I was getting ready to say, in WBEC-West, we are your advocacy, for sure. We will definitely help you and support you. And we want you to connect with folks for opportunities. So, please go to the website, apply, and go through the experience that is very valuable to you.
Dr. Pamela Williamson: Yes.
Lee Kantor: Well, thank you, all three, for doing what you do. You’re doing such important work, and we appreciate you.
Tanya Nixon: Well, thank you and thank you for this-
TJ Jackson: Thank you.
Tanya Nixon: … opportunity and platform.
TJ Jackson: Absolutely. Thank you.
Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on Women in Motion.