How Women Business Owners Win Corporate Contracts with Makeda Matthews EP 10

Check out resources and events here In this episode of Business of Belonging, host Ekima Smith, VP of DEIB for NAWBO Columbus, sits down with her longtime friend and powerhouse procurement leader Makeda Matthews, Senior Manager of Supplier Diversity at Delta Air Lines. Together, they unpack what women business owners need to know about procurement, sourcing, supplier diversity, and how to win, and keep corporate contracts. Makeda offers a behind-the-scenes look at how sourcing teams are structured, how decisions are made, and the most effective ways for diverse suppliers to build relationships that lead to opportunity. Key Points Procurement structures vary widely: centralized vs. decentralized teams, category managers, business partners, and supplier diversity all play different roles. Supplier diversity advocates influence the process but are not the final decision-makers, the business writes the check. Engagement matters before and after the RFP, suppliers who stay connected, share ideas, and demonstrate ongoing value rise to the top of the list. Research is essential, read the 10K, listen to earnings calls, understand the company’s priorities, so you can be proactive when talking with the procurement team. Cold outreach must be specific and strategic: include metrics, relevant experience, and show you understand the company’s needs. Supplier professionals are juggling a lot, emails, internal meetings, metrics, conferences, pipeline development, so make sure your communication provide value and is respectful of the supplier’s time.  Choose an industry and specialize, understanding one industry deeply (e.g., transportation) is more effective than trying to target many at once and can give you an advantage when you are up against larger companies.  This conversation demystifies corporate procurement and gives women entrepreneurs the clarity, strategy, and confidence to better navigate supplier diversity, build meaningful relationships, and position themselves for long-term partnership, not just a one-time contract. Connect with Ekima LinkedIn The Five Collective   Connect with Makeda LinkedIn Delta Supplier Diversity Information