Business Development Program

The program’s overall objective is to develop a stronger pipeline of qualified and prepared Arizona DBEs and Small Businesses that can pursue subcontracting and prime-contracting opportunities in the transportation industry.

The program is designed to help participating businesses:

• Understand the transportation procurement environment
• Assess their current contracting readiness
• Identify gaps that may affect their ability to pursue opportunities
• Strengthen their procurement strategy and marketing materials
• Develop effective vendor and bid-portal profiles
• Research relevant projects and prime contractors
• Communicate their capabilities, experience, and value effectively
• Prepare for focused conversations with prime contractors
• Establish practical next steps for pursuing transportation contracts
• Build relationships that extend beyond a single matchmaking event

The program will also help participating prime contractors identify DBEs and Small Businesses whose experience, services, qualifications, geographic coverage, and capacity may align with current or anticipated needs.

Firms who are interested in participating in this free program should apply below. Applications will be reviewed and participants will be selected by ADOT. Preference will be given to construction and design firms who are currently DBE certified. Other work categories of DBE firms and non-DBE firms may apply to fill open slots as they become available.

Firms that are interested in participating in the program should be committed and make every effort to attend all sessions for maximum success.

Who Is the Program For?

The program is designed to support firms across ADOT’s four DBE Business Development Program categories:

New DBEs

Businesses that are new to the DBE program or beginning to explore transportation and government contracting.

Emerging DBEs

Businesses that have established operations and are developing the knowledge, systems, materials, and experience needed to compete for contracting opportunities.

Pacesetter DBEs

Businesses with procurement experience that are working to strengthen their competitive position, expand their relationships, and pursue larger or more complex opportunities.

Master DBEs

Experienced firms that are positioned to pursue advanced opportunities, expand their transportation-sector relationships, and develop more strategic prime and agency partnerships.

Program activities and recommendations may vary based on each firm’s experience, readiness, goals, capabilities, and identified development needs

How the Program Works

The program combines a structured DBE-readiness pathway with early prime-contractor engagement.

Phase 1: Program Infrastructure, Outreach and Registration

ADOT will conduct targeted outreach based on the New, 

Emerging, Pacesetter, and Master DBE categories. Interested firms will provide information about their experience, capabilities, capacity, contracting goals, and support needs.

Phase 2: Introductory Webinar

The introductory webinar explains ADOT’s readiness-based matchmaking approach and how the program fits within the broader DBE Business Development Program.

Completion is required for New and Emerging DBEs seeking to participate in subsequent program activities. The requirement may be satisfied by attending the live webinar or viewing the recording and submitting the required completion survey and knowledge check.

VIEW WEBINAR DETAILS AND REGISTER

Phase 3: Business Readiness Assessment

Participating businesses may complete a business-readiness assessment to help identify their strengths, development priorities, contracting goals, and recommended program path.

The assessment may consider:

• Business history and revenue-generating experience
• Previous public-sector and transportation work
• Products, services, and trade specialties
• Industry codes and keywords
• Geographic service area
• Staffing and operational capacity
• Licensing, insurance, bonding, and safety requirements
• Procurement materials and vendor profiles
• Contracting goals and target opportunities
• Readiness to engage with prime contractors

Assessment results will help determine whether a business is best suited for training, individualized assistance, advanced preparation, or future matchmaking consideration.

Phase 4: Intermediate Procurement Readiness Cohort

The Intermediate Procurement Readiness Cohort is an intensive three-session program for DBEs with established business operations that want to strengthen their ability to pursue transportation-related contracting opportunities.

The cohort focuses on the practical strategies, materials, and research businesses need before approaching government buyers or transportation prime contractors.

Cohort Schedule

• Session 1: Wednesday, October 28, 2026
• Session 2: Wednesday, November 4, 2026
• Session 3: Wednesday, November 18, 2026

Time and delivery format: Online Training 2.5 hour Teams Webinars

Session 1: Introduction to Transportation Procurement

Participants will examine the ADOT procurement environment and begin developing a targeted contracting strategy.

Topics include:

• Understanding the transportation procurement ecosystem
• Identifying prime-contracting and subcontracting opportunities
• Evaluating target markets
• Understanding business readiness and capacity
• Establishing realistic contracting goals
• Developing an initial procurement strategy

Session 2: Marketing Your Business for Procurement Opportunities

Participants will strengthen how they communicate their qualifications, experience, differentiators, and value to government buyers and prime contractors.

Topics include:

• Developing an effective capability statement
• Creating and delivering an elevator pitch
• Identifying meaningful business differentiators
• Communicating a clear value proposition
• Positioning DBE certification within a broader business-development strategy
• Selecting appropriate industry codes and keywords

Session 3: Procurement Profiles and Prime Research

Participants will learn how to research opportunities and prepare before approaching a prime contractor or participating in a matchmaking event.

Topics include:

• Creating effective vendor-registration and bid-portal profiles
• Researching transportation prime contractors
• Identifying relevant projects and subcontracting opportunities
• Understanding a prime contractor’s capabilities and potential needs
• Developing a targeted prime-engagement strategy
• Preparing for focused matchmaking conversations

Participants may develop or improve materials such as a capability statement, elevator pitch, procurement profile, target-market worksheet, opportunity-research worksheet, and initial prime-engagement strategy.

APPLY FOR THE INTERMEDIATE COHORT

Phase 5: Advanced Contracting Cohort

The Advanced Contracting Cohort will build on the Intermediate Cohort and address more sophisticated strategies for experienced businesses preparing to pursue targeted transportation opportunities.

Potential topics include:

• Advanced opportunity research
• Strategic use of industry codes and keywords
• Leveraging certifications effectively
• Pricing and competitive positioning
• Evaluating solicitations and subcontracting opportunities
• Developing targeted pursuit strategies
• Strengthening relationships with buyers and prime contractors

Additional information about eligibility, schedule, and application requirements will be announced as it becomes available.

Phase 6: Individual Technical Assistance

Individual technical assistance will allow participating businesses to apply program concepts to their specific circumstances.

Assistance may address:

• Procurement strategy
• Capability statements and marketing materials
• Vendor-registration profiles
• Prime and project research
• Opportunity evaluation
• Pricing and estimating preparation
• Certifications and compliance requirements
• Matchmaking preparation
• Follow-up strategies

The type and amount of assistance provided may depend on the participant’s needs, readiness, program placement, and available resources.

SCHEDULE A TECHNICAL ASSISTANCE APPOINTMENT

Phase 7: Matchmaking Preparation and Prime Coordination

Effective matchmaking requires preparation by both DBEs and prime contractors.

Prime contractors will be invited to identify:

• Upcoming projects and subcontracting opportunities
• Priority trades, professional services, products, and industry codes
• Geographic and operational requirements
• Minimum qualifications and experience
• Licensing, insurance, bonding, and safety requirements
• Vendor-registration and prequalification procedures
• Appropriate procurement, estimating, project-management, subcontracting, and supplier-diversity contacts

Participating DBEs will research relevant primes, evaluate how their capabilities align with identified needs, refine their business materials, practice their introductions, and prepare appropriate questions and follow-up strategies.

Phase 8: Structured Matchmaking

Structured matchmaking appointments will be considered when there is a reasonable potential fit between a DBE and a participating prime contractor.

Potential alignment may be based on:

• Products, services, or trade specialties
• Project and scope requirements
• Relevant business experience
• Qualifications and certifications
• Geographic coverage
• Operational capacity and availability
• Licensing, insurance, bonding, and safety requirements
• Prime-contractor needs and interests
• Completion of applicable preparation activities

Not every participating business will meet with every prime contractor. The objective is to facilitate fewer, more focused conversations where there is a reasonable basis for continued engagement

Participation in cohort training and other program activities may be limited. Applications may be evaluated using factors such as:

• DBE status and business-development category
• Time in business and revenue history
• Transportation-industry or public-sector experience
• Products, services, trade specialties, and industry alignment
• Geographic service area
• Current capacity and qualifications
• Contracting goals
• Identified development needs
• Alignment with anticipated transportation opportunities
• Ability to attend required sessions
• Commitment to completing program assignments

New and Emerging DBEs must complete the introductory webinar before participating in subsequent program activities.

Submitting an application does not guarantee acceptance into a cohort, access to individual technical assistance, or participation in a matchmaking appointment.

APPLY FOR THE INTERMEDIATE COHORT

A Targeted Approach to Matchmaking

This program is designed to create meaningful business conversations—not simply increase the number of introductions.

Before a matchmaking appointment is scheduled:

• Prime contractors will be asked to identify relevant needs and requirements.
• DBEs will be assessed and prepared for prime engagement.
• Potential matches will be evaluated based on capabilities, readiness, capacity, and opportunity alignment.
• Participants will receive guidance on conducting research and preparing for the conversation.

A matchmaking appointment does not guarantee a contract. A productive meeting may lead to:

• Registration in a prime contractor’s vendor system
• Completion of a prequalification process
• Introduction to an estimator, project manager, or procurement representative
• A request for additional qualifications or information
• An invitation to quote or bid
• Consideration for a future project
• A follow-up meeting
• Referral to another contact or opportunity
• Identification of additional development needs

Businesses that are not yet aligned with a participating prime’s requirements may be referred to additional training, technical assistance, or future opportunities.

Information for Prime Contractors

Transportation prime contractors are invited to help ADOT create a more focused and productive matchmaking process.

Prime participation may include:

• Identifying upcoming projects and subcontracting needs
• Sharing minimum subcontractor qualifications
• Explaining vendor registration and prequalification requirements
• Identifying priority trades, services, products, and geographic areas
• Participating in preliminary program discussions
• Reviewing potential DBE matches
• Participating in structured matchmaking appointments
• Providing appropriate next steps following an introduction

Providing this information will help prepare participating businesses more effectively and avoid scheduling meetings where there is limited potential alignment.

PRIME-CONTRACTOR INTEREST MEETING LINK

PRIME CONTRACTOR ONBOARDING FORM

Is there a cost to participate?

There is no cost to eligible participants. The program is offered through ADOT’s Small Business Services Program.

Is the introductory webinar required?

Completion of the introductory webinar is required for New and Emerging DBEs seeking to continue into subsequent program activities. Pacesetter and Master DBEs are strongly encouraged to participate.

What if I cannot attend the webinar live?

The webinar will be recorded. Registered businesses will receive instructions for accessing the recording and documenting completion.

Does completing the webinar guarantee acceptance into a cohort?

No. The webinar introduces the program and its expectations. Cohort applications will be reviewed separately based on program fit and the applicable selection criteria.

Does participating in the program guarantee a matchmaking appointment?

No. Matchmaking appointments will be based on business readiness, relevant capabilities, capacity, prime-contractor needs, and potential alignment.

Does a matchmaking appointment guarantee a contract?

No. Matchmaking is intended to facilitate focused introductions and appropriate next steps. Contracting decisions remain subject to each prime contractor’s requirements and procurement processes.

What happens if my business is not yet ready for matchmaking?

Your business may be directed to training, technical assistance, or other development activities that can help you prepare for future opportunities.

For New and Emerging DBEs

Begin by completing the introductory webinar to understand the program, the readiness requirements, and ADOT’s new matchmaking approach.

REGISTER FOR THE INTRODUCTORY WEBINAR

For DBEs Ready to Strengthen Their Procurement Capabilities

Review the Intermediate Procurement Readiness Cohort requirements and submit an application.

APPLY FOR THE INTERMEDIATE COHORT

For Transportation Prime Contractors

Help ADOT identify relevant opportunities, clarify subcontractor requirements, and create more productive connections with qualified DBEs.

EXPRESS INTEREST AS A PRIME CONTRACTOR