Why Being a DVBE isn’t a Business Strategy

There is a common misconception among new Veteran-Owned Small Businesses (VOSB) that certification is a “Golden Ticket.” Many people think that once you are verified as a DVBE or SDVOSB, you will automatically receive work from the government. They believe it leads to automatic government contracts. Nonetheless, this is not the case.

This is a dangerous fallacy that leads to complacency.

What the Government actually Buys

A Contracting Officer (CO) or a Prime Contractor does not buy a certification. They buy a solution to a problem. If a Prime Contractor needs an HVAC partner for a Naval Base project, their primary concerns are risk and performance. Do you have the bonding capacity? Do you have the safety record? Can you handle the logistics of base access?

The Tie-Breaker, Not the Leader

Your status as a disabled veteran business is a powerful differentiator. It can serve as a tie-breaker or a door-opener. It gets you the meeting. But technical competence closes the deal. The most successful veteran-owned firms in San Diego don’t lead their pitch with their status; they lead with their capability.

Rex Yiannis Analysis: Review your capability statement. If a potential partner first sees your certification logo, not your core competencies, you are pitching as a quota filler. You should pitch as a strategic partner. Flip the script: Lead with excellence, close with certification.