When a company ranked #14 on the Fortune 500 with 32,000 employees and revenues in excess of $100 billion makes a deliberate effort to incorporate more veteran-owned businesses into its supplier diversity program, other companies tend to take notice.
When that same company contracts with several VOBs on the largest public health initiative in the history of the Centers for Disease Control (CDC) – now that’s making a statement.
Enter McKesson, the largest distributor of pharmaceutical and medical-surgical supplies in the U.S., as well as the largest healthcare information technology company in the world. Several years ago, the company partnered with the CDC for distributing certain vaccines to 40,000 providers nationwide.
That is until July 2009, when the CDC expanded its existing contract with McKesson to include the centralized distribution of the H1N1 influenza vaccine. Those 40,000 providers quickly turned into 150,000. From there, McKesson enlisted the services of several vetrepreneurs.
Adapt and Overcome
One of those firms, Stay Safe Solutions, a Sacramento, Calif.- based firm known primarily for products and services in the safety and security sector. It’s role with McKesson’s H1N1 distribution project: staffing.
Confused yet?
According to Stay Safe President and CEO Ken Shoemake, a NaVOBA member since 2007, the keys to his company winning the contract with McKesson were adaptability and a company-wide mindset of being “corporate ready.”
“We keep building to be corporate ready in every aspect of our operations,” he said. “Companies like McKesson operate at the speed of business, and when they call, you need to respond. You can’t just look around and wonder what you’re going to do now. That’s what being corporate ready is all about.”
Stay Safe worked under tight deadlines and immense pressure, initially providing staffing for the Western States Distribution Center in West Sacramento. The company’s performance prompted McKesson to extend what was initially a temporary relationship, and make Stay Safe eventually a McKesson Preferred Staffing Vendor, responsible for staffing vaccine distribution centers in Calif., Ariz., Hawaii and Texas, as well as a childhood vaccine center in West Sacramento.
Getting the Job Done
Another VOB that showed McKesson what it could do with an opportunity was Knoxville, Tenn.- based Veteran Construction, Inc. Also a company not known primarily for staffing (VCI specializes in general contracting, design and building), the firm adapted to the current needs, taking on staffing responsibilities in Ky., Ga. and Tenn.
Scott Golden, VCI president and CEO, said his company now provides permanent staffing at vaccine distribution centers on the entire Eastern Seaboard.
“Results,” Golden said matter-of-factly. “We did our job and we did it well, so McKesson chose to extend our relationship. We keep promises to each other.”
Tricks of the Trade
McKesson established its supplier diversity program since 1994 and Chairman and CEO John Hammergren said the relationships established have paid off.
“McKesson's commitment to supplier diversity is an integral part of our company culture,” Hammergren said. “At McKesson we recognize that fostering relationships with small, minority, women-owned, and veteran-owned businesses drives innovation, deepens our understanding of our customers, fuels mutual growth, and contributes to economy in the communities we serve.”
McKesson suggests VOBs interested in doing business with them explain what their company does and be sure to clarify the value their business will bring. Additionally, have a marketing plan and utilize the McKesson Web site to learn about the supplier diversity program.
Shoemake and Golden both offered some advice for VOBs trying to land a contract with a company like McKesson.
- Network and establish/foster/maintain relationships
- Get to know the contracting officer at the organization
- Talk about what needs done – not just yourself
- Don’t expect a handout
- Be ready when the opportunity arises
- Exceed Expectations
Company Information
Name: Stay Safe Solutions, Inc.
Location/headquarters: Sacramento, Calif.
Company Web site: www.staysafesolutions.com
Year founded: 2002
Vetrepreneur Information
Name: Ken Shoemake
Service branch: U.S. Army
Military service years: 1967-1969
Highest rank attained: Specialist (E-4)