Siletz news /, January 01, 2003, Page 7, Image 7

TRIBAL PROGRAM NEWS
Working with Tribal Casinos
by Lisa Norton, Business Information Counselor
I recently attended a conference
sponsored by ONABEN (Oregon
Native American Business and
Entrepreneurial Network) called
“Trading at the River.” This was an
opportunity for Native business owners,
tribes, and other entities interested in
working with Native businesses to
come together.
There were many sessions, but the
one I found particularly useful was
called “How To Do Business With
Tribes.” It featured a panel of speakers
in key positions throughout tribes and
gave each of them time to explain what
they look for when doing business with
Native-owned businesses.
One of the speakers was Gary E.
George, chief operating officer, for the
Wildhorse Resort & Casino. He
provided a comprehensive list of things
he looks for when working with Native-
owned businesses. This was such a great
presentation that I thought I would
Don’t put all of your eggs in one
basket - Branch out to other
companies and don’t depend on just
the casino’s business to make your
business succeed.
Work with non-Indian entities -
Diversify your client base so you
have more options.
Establish credibility - Maybe that
means starting small to establish
yourself with us and then gradually
building a relationship.
Contact the appropriate agencies -
Take the time to research and know
who you need to talk to before you
come into the casino to do business.
Be prepared to work the licensing
process - Sometimes this is
cumbersome, but we’re required by
law to follow this process, so you
must be prepared to do this as well.
Abide by your agreement - Deliver
on what we agree to in order to do
business with us.
share it with tribal members. Many have
questioned me on how they could start
working with tribal casinos and this
information gives all of us something
to think about.
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Be competitive-Don’t just assume
that because you’re a tribal
member, you don’t have to compete
with other non-tribal entities.
Quality service-Again, don’t just
assume that because you’re a tribal
member, that we shouldn’t expect
quality service.
Know your business - This means
that you know what services you
can provide to us.
Be professional - Casinos are a
business and we expect pro­
fessional service.
Commit only to what you are
capable of - Don’t commit to
something you can’t do just to do
business with us.
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State you are Indian-owned, but
don’t overemphasize it - This is
important, but it isn’t everything.
Sell your business - Be prepared
to market your business and
yourself so that you are attractive
to us, your potential clients.
Be patient - You may not get
the contract every time, but if
you’re persistent, something will
come along.
Don’t front for other organizations
- Many companies try to do
business with casinos and try to use
tribal member-owned businesses as
an easy way to get their foot in the
door. Don’t fall for that because it
may backfire on you.
If you’re interested in starting a
business, currently own a business, or
just have questions, please contact me.
I usually work Mondays, Tuesdays, and
Wednesdays from 8:15 a.m. to 3 p.m.
More Tips from Gary E. George
(reprinted with permission)
At the Wildhorse Resort & Casino (WRC), we have a casino, hotel, golf
course, RV park, and a museum. We have a budget of approximately $47 million.
Last year, the WRC spent approximately:
$ 1 million - goods, arts, and crafts (bought from local artists and sold to public)
$3 million - office goods and services
$500,000 - consultants and contractors
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As an entrepreneur, you have to be competitive and offer an economical price,
location, service (before, during, after), and provide a quality product/work.
What You Should Focus On
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Study, learn, and know your business and your competitors. Be professional.
Know your customers or what you propose to sell.
Commit to only what you’re capable of doing well. Do not over-commit.
Do not focus all your energy on tribes as your only customer. Branch out and
work with non-Indian entities. Establish credibility - be willing to take on
smaller projects.
Contact appropriate tribal, state, and federal agencies and register as a certified
minority-owned business. Obtain SBA minority designations or other state/
local/tribal business certification, a gaming license if you want to work with
tribal casinos, and a business registration form.
Recognize areas where your business is weak and be willing to get help
to improve.
State Indian ownership as a fact.
Sell your business by emphasizing experience and success.
Be patient. A rejected bid or opportunity is not the end of the world. Improve
your position by asking why your bid was rejected, make improvements, and
be ready to submit your next bid, which may be just around the corner.
Be a certified Indian-owned business. Represent who you really are - don’t
be a front! Be prepared to do approximately 80 percent of the work. In some
cases, this is a requirement.
Pitfalls
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Tribal Expectations
Because you’re an Indian-owned business, don’t expect special treatment just
because we’re a tribe. Approach a tribe as you would any other opportunity
by selling your business and what you can do for us.
Know tribal laws. If a contract or agreement is breached, know where to get
it resolved and in what legal forum. Tribes are sovereigns and if they didn’t
consent to suit, you could be tied up in a legal system. You may want a simple
form of arbitration - it’s cheaper and faster.
Don’t expect any special treatment because we’re a sovereign. Become certified
as a business.
Make sure you have enough cash or capital to carry the business for 60 days.
Learn how the tribe will process the payment of your invoice.*
★ Suggestion from another panel member, but very important!
We expect that you will:
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Abide by any agreements or contracts, and make sure that you can deliver
what you agreed to.
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Success doesn’t come to any business.
You have to go out and get it!
January 2003 □
Siletz News
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