Albuquerque, NM - - Payne Consulting, Inc. was established by Bettye Payne in March of 1997. The firm is an 8(a), SDB, Minority, Service-Disabled Veteran, Woman-Owned Business.  It provides services that include Risk Management, courseware development and training and OSHA Program management, training and audits.  The firm became 8(a) Business Development Program certified in October of 2007.  Payne Consulting, Inc. had established a solid customer base when it experienced first-hand the economic crisis that began in 2008.  Prior to that, the firm had built a solid reputation working with the Department of Defense, Department of Transportation, Defense contractors such as Lockheed, Northrop Grumman and Pratt & Whitney and various institutions of higher learning.  Bettye states that, “Although everyone stated we were small and business friendly, we were totally discouraged by the lack of contracts during this period.  There was no training work to be awarded anywhere.”

During the 6-month period from January to June 2009, New Mexico District Office (NMDO) of the U.S. Small Business Administration assisted Bettye in securing permission for her to work part-time as a federal employee so that she could pay the bills and keep the doors open. Ms. Payne decided it was time to re-invent the company.  She eventually found a construction company to work with Payne Consulting, Inc. and teach them the business.  SBA further assisted Bettye to obtain approval to engage in a joint venture.  This proved to be a very successful arrangement and resulted in four iterations.  These were Joint Ventures approved by the NMDO which involved the same partners that performed 12 contracts under the Systems Approach to Training (SAT) with the U.S. Army Corps of Engineers (USACE), Albuquerque District, for the purpose of building past performance.  A fifth, non-8(a) joint venture was set up in anticipation of receiving additional contracts from the USACE.  The USACE now awards contracts directly to Payne Consulting, Inc. without the joint-venture vehicle.  By the end of 2010, Payne Consulting, Inc. had been awarded over 20 contracts.

The NMDO has provided counseling and has assisted Payne Consulting in implementing business development strategies using the joint venture, a teaming approach.  SBA has also provided advocacy and engaged in discussions with the USACE primarily focusing on obtaining an Indefinite Delivery Indefinite Quantity (IDIQ) for Payne Consulting.  The firm was also introduced to SBA resource partners: the Procurement Technical Assistance Program (PTAP); the Small Business Development Center (SBDC) and the New Mexico Department of Veterans’ Services (NMDVS).

This assistance increased Payne’s total revenues from $7,445 non-8(a) in 2008 to over $1.0 million in nearly all 8(a) contracts awarded in 2010.

Without the encouragement and assistance from SBA, Payne Consulting, Inc. would have closed its doors.  Ms. Payne added, “We would have been just another statistic. The joint venture agreements we entered into have turned our business around. Payne Consulting, Inc. now has a General Contractor License and over $1 million in contracts as of FY2011.