federal govt contracting - strategies for partnering & sub-contracting

Strategies for Partnering

&Sub-ContractingUS Federal Government Contracting

Presented By:Jennifer Schaus, WASHINGTON DC

June 16, 2016

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AGENDA:

• Introductions• Company Introduction

•The Basics• SBA Scorecard•Best Practices

•Conclusions• Q & A

Strategies for Partnering & Sub-Contracting

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COMPANY INTRODUCTION



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Jennifer Schaus, Schaus & Associates

•Washington DC Based

•20 Yrs Govt Contracting

•GSA Scheds, Gov Con Services & Events

•Product & Service Clients

•Large & Small Biz Customers

www.JenniferSchaus.com


http://www.jenniferschaus.com/


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THE BASICS



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THE BASICSFederal Government Contracting

* The Largest Buyer in THE WORLD!

* Billions of Dollars Spent - $500B

* Govt is risk adverse – prefers known and “certified” / vetted entities





•Long Sales CyclesInfluenced By:

Price – Trusted Entities / Relationships – Solve Problem – Ease of Purchase

•LPTA, Lowest Price Tech Accept.Most purchases incumbents

LPTA allows companies w limited or no past performance to enter market.

•Federal Govt abides by The FAR.FAR (Federal Acquisition Regulation) defines Small Business &

Purchasing Guidelineswww.Acquisition.gov


http://www.acquisition.gov/




SBA – Small Business

Identify your industry/NAICS Codes

Varies by industry. Based on:# of Employees

$$$ Annual Revenues

Reference: https://www.sba.gov/sites/default/files/files/Size_Standards_Table.pdf




THE SBA SCORECARD



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THE SBA SCORECARDEvaluation Tool for Grading Agencies

Small Business Set-Asides =

23% Small Biz (Direct award from FED GOV to

Small Biz)

34.06% Small Biz Sub-Contractor (Indirect award via Prime Contractor to Small Biz)





Small Business Set-Asides =

The Breakdown….

Women Owned = 5% Disadvantaged = 5%

SDVO = 3%HUBZone = 3%





The SBA Scorecard

Dpt of Commerce defines goals and SBA monitors.

Agencies receive a grade80% based on Prime/Direct

10% based on Sub10% based on Plan

Reference: https://www.sba.gov/sites/default/files/files/FY14_Scorecard_Summary_by_Prime_Spend_Subk_and_Plan

_Progress_Scores_2015-05-04.pdf




BEST PRACTICES



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BEST PRACTICES

•Dun & Bradstreet – DUNS# www.DNB.com

•Register in SAMwww.SAM.gov

•Register & Find Partners in SBA Dynamic Database

http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm

•*Secure appropriate Small Biz Certs•Prepare Capability Statement

•Review SBA Scorecard

•Prepare a Strategy based on this info


http://www.dnb.com/

http://www.sam.gov/

http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm



SMALL BUSINESS CERTIFICATIONS

Women Owned = 5% 4 Organizations formal Cert, 3rd Party

https://www.sba.gov/sites/default/files/forms/SBA_Form_2413_comp_0.pdf

Disadvantaged = 5%SDVO = 3%

Service Disabled Veteran Owned www.va.gov

HUBZone = 3%Historically Under Utlized Business Zone

http://map.sba.gov/hubzone/maps


http://www.va.gov/

http://map.sba.gov/hubzone/maps



REMINDER!!!

Govt Agencies DIRECT to Small Business= 23%

Primes DIRECT to Small Business(= Sub-Contracting)

= 34.06%

23% < 34.06%




BEST PRACTICES

DIRECT CONTRACTING – 23%




BEST PRACTICESDIRECT CONTRACTING – 23%

•Contact each Agency OSDBUOffice of Small & Disadvantage Business

Utilization

•Submit Capability Statement or Unsolicited Proposal through their portal

•Attend Industry Days (Open House for Small Businesses) or events where they will be

present* Typically listed on www.FBO.gov


http://www.fbo.gov/



BEST PRACTICES

SUB-CONTRACTING – 34.06%




BEST PRACTICESSUB-CONTRACTING – 34.06%

•Download from FPDS the Top FED GOV Contractors

(can sort by agency)Reference: https://www.fpds.gov/fpdsng_cms/index.php/en/reports/62-top-100-contractors-report3.html

•Register on Primes website as a Small Business

•Find contracts (on FPDS) Prime has worked on w/in your industry/NAICS Codes

•Attend Industry Days or events where they will be present




BEST PRACTICESSUB-CONTRACTING – 34.06%

•Identify Prime Contractors holding GSA Schedules w/in your industry (GSA E-Library)

Reference: http://www.gsaelibrary.gsa.gov/ElibMain/home.do;jsessionid=5C27A5C57F7DF2C1E8345B21E3AB4308.prd1cweb

•Designation is “O” for Other = Large Biz

•Register on Primes website as a Small Business

•Find contracts (on FPDS) Prime has worked on

•Attend Industry Days or events where they will be present




BEST PRACTICES Continued

•Attend Industry Events and Join Organizations related to Small Business

Designations

Examples:

WIPP – Women Impacting Public PolicyHUBZone Council

National 8a AssociationSDVO Council

SECAFThe ASBC

NCMAAFCEA

PSCChambers of Commerce




BEST PRACTICES Continued

•Look for Match-Making Events put on by PTAP/PTAC, SCORE, Chambers of Commerce,

SBDC’s, Incubators.

•Look for Gov Con events on www.GovEvents.com


http://www.govevents.com/



CONCLUSIONS



CONCLUSIONS• Competitive Market• Relationships Matter

• What is your value & value-add?• SIZE MATTERS, but….

Lead w your Capabilities, Not Size!• Get Certified = more serious

• Competitor – Collaborate!• Have a plan based on facts/data/intel



RESOURCESwww.Acquisition.gov THE FAR

https://www.sba.gov/sites/default/files/files/Size_Standards_Table.pdf SIZE STANDARDS

https://www.sba.gov/sites/default/files/files/FY14_Scorecard_Summary_by_Prime_Spend_Subk_and_Plan_Progress_Scores_2015-05-04.pdf SBA SCORECARD

http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm SBA DYNAMIC DATABASE

https://www.sba.gov/sites/default/files/forms/SBA_Form_2413_comp_0.pdf WOMEN CERT

http://map.sba.gov/hubzone/maps HUBZone MAP

https://www.fpds.gov/fpdsng_cms/index.php/en/reports/62-top-100-contractors-report3.html TOP 100http://www.gsaelibrary.gsa.gov GSA PRIME CONTRACTORS

http://www.govevents.com GOV EVENTS

http://www.fbo.gov FED BIZ OPPS – Search Set-Asides & Industry Days

OSDBU – Office Small Disadvantage Business Utilization


http://www.acquisition.gov/

https://www.sba.gov/sites/default/files/files/Size_Standards_Table.pdf

https://www.sba.gov/sites/default/files/files/FY14_Scorecard_Summary_by_Prime_Spend_Subk_and_Plan_Progress_Scores_2015-05-04.pdf


Ms. Jennifer L. SchausWashington DC

+ 1 - 2 0 2 – 3 6 5 – 0 5 9 [email protected]

www.JenniferSchaus.com

OUR SERVICES INCLUDE:* GSA Schedules

* SBA 8a Certification* Proposal Writing

* Federal Sales* Capability Statements

* Government Analysis Rpt / Mktng Plan

mailto:[email protected]

http://www.jenniferschaus.com/


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federal govt contracting - strategies for partnering & sub-contracting

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