Diversity in the workforce is admirable, but a diverse wireless contractor’s customer base is essential to survive the recent business turndown and access the country’s $42.5 billion in broadband funding, the majority of it going to fiber installations. NATE’s new customer diversification workshops at NATE UNITE 2024 will highlight new opportunities “for contractor companies and vendors in order to survive and thrive in today’s uncertain and sometimes volatile telecom landscape,” said NATE President and CEO Todd Schlekeway.
With severe carrier capex cuts resulting in depressed earnings for many industry companies because they are too reliant on just a few customers, diversification becomes a critical strategy for sustainability and growth.
NATE: The Communications Infrastructure Contractors Association, aware that many of its members are dependent on a limited client base, wants to assist them by presenting the organization’s 1st Annual Customer Diversification Workshops, which will take place at NATE UNITE 2024 on Tuesday, February 20, at the Memphis Renasant Convention Center.
To assist in weathering the economic downturn, which one major manufacturer believes might last through Q4, the three workshops, free for attendees, will highlight how to position their companies to secure new work opportunities with the federal government, fiber deployment, and electric vehicle infrastructure sectors.
The workshops for Tuesday, February 20, are:
WORKSHOP 1: Onboarding with the Federal Aviation Administration: A Small Business Workshop
Description:
Join Jeri Bird for this informative workshop designed to assist NATE Members in identifying opportunities to diversify and expand their customer base. Ms. Bird currently serves as a Small Business Advocate for the Federal Aviation Administration’s Small Business Office. Prior to this assignment Ms. Bird served as a Contracting Officer for the FAA where she managed multiple construction and service contracts across the agency. Ms. Bird has also held several positions within the Department of Defense and General Services Administration during her 30+ year federal career. She will be providing an overview of onboarding, qualifications, and a briefing of potential future contract opportunities with the FAA. Additional opportunities for one-on-one meetings with Jeri, including expanded question and answer time will be available to all NATE UNITE 2024 attendees by visiting the FAA booth on the Exhibit Hall Floor during standard Exhibit Hall Hours. This workshop is an excellent opportunity to establish a relationship with one of the industry’s most qualified subject matter experts on Federal Contracting.
WORKSHOP 2: How Rural Broadband (BEAD.), 5G, and Other Fiber Applications are Changing and Creating Opportunity
Description:
Join Sean Kelly, RCDD, CFHP and Technical Director of Light Brigade for this insightful workshop designed to assist NATE Members in identifying opportunities to diversify and expand their customer base. Sean is a fiber cable and connectivity professional with over 25 years of experience working in technical, engineering, and business roles. This workshop will explore current OSP fiber applications and training requirements that are creating a high demand for skilled workers. The big four are the Rural Broadband Initiative (B.E.A.D.), 5G Rollout, Fiber Optic Sensing, and Utilities and Co-Ops. While all are fiber rich, each are distinct in requirements and opportunities created. In addition to exploring the adjacent opportunities, this workshop will also discuss air blown fiber (ABF) as an alternative installation method.
Learning Objectives:
• Technician Challenges – Dealing with demand and properly trained workers.
• Rural Broadband – What it is and what you need to be compliant?
• Rural Broadband – There is a lot of money to be allocated – How and where it will be spent?
• Rural Broadband – New opportunities everywhere, maybe hiding in plain sight!
• 5G Rollout – Where and how much fiber is required?
• 5G Rollout – Adjacent opportunities.
• Fiber Sensing – How telecom fiber optic cable can serve a dual market purpose.
• Utilities and Co-Op – Expanding services and creating new revenue.
• Reporting – The importance of reporting what you lay and calling before you dig.
WORKSHOP 3: Examining Trends and Business Opportunities in the Electric Vehicle Infrastructure Deployment Sector.
Description:
Electrical Vehicle (EV) Infrastructure is a business vertical that traditional telecom contractors are migrating to because of the commonality of deployment processes and skill sets and the growing marketplace demand for qualified contractors. This workshop session will explore the burgeoning EV Infrastructure Charging Station marketplace through the lens of subject matter experts whose companies are currently on the front lines of deploying this technology. Join this dynamic group of presenters for a breakdown on how to enter the EV market and diversify or expand your customer base. The workshop will explore current EV trends and use cases that are creating a high demand for skilled workers, highlight the natural “cross-over” opportunities for communications infrastructure contractors; and provide an overview of relevant charging applications, funding sources, and prominent customers operating in the sector.
Speakers include: Jeffrey Rome, Vice President at Motive Energy; Jose Correa, Electric Vehicle Charging Practice Leader at Kimley-Horn; Lynn Whitcher, General Counsel at MD7; Rick Azer, Associate Vice President, Solution Growth Lead, Clean Transportation at Black & Veatch; and Seth Christ, Ehief Project Implementation Officer at Francis Energy.