Photo note: To download a photo of Burton, see end of the release.

By SCOTT RAGLAND
UNC News Services

CHAPEL HILL -- It helps to know the business.

Garland Burton used to own a construction company specializing in public utility work. Now, he helps firms like his old one find work at the University of North Carolina at Chapel Hill.

"My ability to attract them has a lot to do with being able to speak their language," said Burton, director of the Historically Underutilized Businesses (HUB) Office at Carolina.

Burton is so good at his job that minority contractors working on Carolina’s share of the 2000 Higher Education Bond Referendum projects bid out last quarter received almost 31 percent of all dollars awarded. That total was up from 4.7 percent in the quarter before the HUB Office opened in the spring of 2002.

And just as remarkable, as of early November the dollars awarded to African American-owned firms working on Carolina’s portion of the bond projects approved by North Carolina voters accounted for roughly half of all such funds being spent across the 16-campus UNC system.

Overall, minority firms — which include those owned by Hispanics, Asian Americans and women as well as African Americans — working at Carolina received more than 30 percent of dollars awarded to minority firms involved with UNC system bond projects. That’s the case even though just 20 percent of the total bond referendum funds are allotted to the university.

Minority contractors are working here on every bond project. For instance, at the Carolina Physical Science Complex they’re doing everything from installing ceramic tile to working in partnership with the construction manager as part of the management team.

Kevin MacNaughton, special assistant for capital projects, credited the high numbers to Burton’s "true conviction and helping contractors in a way that they ‘learn how to fish’ rather than ‘just giving them a fish for one day.’"

"Garland spends countless hours teaching contractors how to assemble cost estimates, how to network with other contractors and alerting them to opportunities that fit their firm," MacNaughton said. "Because he was once a contractor out there seeking opportunities, he truly empathizes and understands how to help these firms to navigate the process.

"The university is blessed to have him."

Burton stays in touch with contractors via telephone, e-mail and fax, as well as by sending critical information through the U.S. mail. He also holds monthly seminars to show them the ins and outs of landing a job here.

"Many of these contractors are capable of dramatically increasing their bottom line," he said, "but because they’re so busy managing their daily operations, they often don’t have time to attend pre-bid conferences and other informational sessions. One thing that’s really critical to a small firm’s success is access to information."

Along with providing information to minority firms, Burton works closely with prime bidders — the companies to which the university ultimately awards construction contracts. They contract with the sub-contractors such as plumbers, electricians and other trade contractors that perform the majority of the construction work.

Burton works with these prime bidders and construction managers to help them craft bid packages that match the talents and capabilities of minority trade firms. Indeed, many of the prime contractors that Burton is currently working with are themselves minority-owned firms.

Regardless of who bids, state law dictates that contracts must be awarded to the lowest qualified bidder.

"Clearly, the more minority contractors participating in the bid process, the greater the likelihood that minority firms will come out as winners," Burton said. "One big reason for our success is that we’ve been able to bring more firms to the table."

As for why Carolina should strive to involve minority companies in construction projects, Burton said it reflects the university’s overall commitment to diversity.

But just as important, attracting as many bidders as possible leads to more competitive prices.

"It makes economic sense, and it’s the right thing to do," he said.

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Photo URL: http://www.unc.edu/news/pics/staff/burton_garland.jpg

Contact: Mike McFarland at 919-962-8593