Doing Business With DOD & The Intel Community - 2020

1. Doing Business With DOD & The INTEL Community Tuesday, December 1, 2020 8am – 1pm

2. About Us: Consulting Services for Federal Government Contractors > GSA Schedule > Market Analysis Reports > Proposal Writing & Pricing Support > Contract Administration https://www.jenniferschaus.com hello@JenniferSchaus.com 202-365-0598

3. 2021 Webinar Notes: Every WEDNESDAY 12pm eastern DFAR Defense Federal Acquisition Regulations Complimentary Webinar Series Learn about the rules in DOD contracting. Register or Sponsor https://www.jenniferschaus.com/dfar

4. 2021 Webinar Notes: 2nd FRIDAY - Monthly 12pm eastern Gov Con LIVE Q&A Cafe Webinar Series Get answers to your LIVE questions from a panel of 4 experts on various topics. Register or Sponsor https://www.jenniferschaus.com/q-a-cafe

5. Doing Business With DOD & The INTEL Community THANK YOU TO OUR SPONSORS

6. POC – Eric Schiowitz: Eric@ExpertFSO.com Outsource your FACILITY SECURITY OFFICER (FSO) responsibilities to Expert FSO. On a contract basis, we will provide FSO support services for both day-to-day tasks and DCSA Continuous Monitoring Engagements.

7. POC – Tom Johnson: Tjohnso@SetAsideAlert.com Set-Aside Alert is the premier federal government contract information service, focused on small businesses, minority-owned and women-owned businesses, veteran- and SDV-owned businesses, SBA 8(a)-certified companies and HUBzone businesses.

8. C3 Integrated Solutions is a full-service IT provider, helping DoD contractors achieve CMMC compliance through cloud-based solutions including Microsoft 365 GCC and GCC High. No matter where you are on your journey to CMMC compliance, C3 can help. C3’s unique, step-by-step CMMC Readiness Program helps companies comply with NIST 800-171 and CMMC. Learn more at https://C3isit.com/cmmc POC: Bill Wootton bwootton@c3isit.com

9. POC – Joshua Duvall: jduvall@matrossedwards.com Matross Edwards LLC is a business, government contracts, and cybersecurity law firm in Washington, DC. Matross handles bid protests, debriefings, disputes, teaming and joint ventures, SBA matters, cybersecurity, and compliance. Matross serves government contractors and others by providing counsel at critical junctures business opportunities and pressing problems so they can focus on growth.

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11. Dempsey Fontana LLP is a specialized law firm focused on helping federal contractors world-wide. Big firm experience. Small firm value. Advice you can trust. Expertise includes mergers and acquisitions, business alliance and joint venture formation, internal investigations, corporate governance matters, employment and other regulatory matters. POC – David Dempsey ddempsey@deftlaw.com

12. Doing Business With DOD & The INTEL Community – December 1, 2020 8-8:10am WELCOME REMARKS - Lisa Wood, VA PTAC 8:10am - 8:55am BLOCKCHAIN, AI & MACHINE LEARNING IN DEFENSE & INTEL APPLICATIONS MODERATOR Katie Crotty - PRAESCIENT ANALYTICS PANELIST Gerard Dasche - GOVERNMENT BLOCKCHAIN ASSN PANELIST Robert Stasio - DUPONT PANELIST Ben Conklin - ESRI 8:55am – 9:40am CMMC AND IMPACT TO DEFENSE CONTRACTORS MODERATOR Jenny Clark - SOLVABILITY PANELIST Bhavesh Vadhani - COHEN REZNICK PANELIST John Weiler - CMMC CENTER OF EXCELLENCE PANELIST Joshua Duvall - MATROSS EDWARDS 9:40am-10:15am EVOLUTION OF CYBER SECURITY IN INTEL AGENCIES SPEAKER Tammy Griffith – NSA 10:15am-11am WORKING WITH PRIMES AND INTEGRATORS TO PENETRATE DOD & INTEL MARKETS MODERATOR Tan Wilson - ENTELLECT PANELIST Ludmilla Parnell - GDIT PANELIST Mary Hellem - IBM PANELIST Karen Williams - SCORE 11-11:45am UNCOVERING OPPORTUNITIES IN DEFENSE & INTEL AGENCIES MODERATOR Alice Williams - AMW ACQUISITION & CONSULTING GROUP PANELIST Carlos Duran - NAVAL SURFACE WARFARE CENTER (NAVY - NSWC) PANELIST Brian Shay - NATIONAL SECURITY AGENCY (NSA) PANELIST Kim Buehler – US ARMY 11:45am-12:30pm THE STATUS OF M&A IN DEFENSE CONTRACTING MODERATOR Elma Levy - ELDOV GROUP PANELIST Mitch Martin - MCLEAN GROUP PANELIST Erin Andrew - LIVE OAK BANK CLOSING REMARKS – Jennifer Schaus

13. Doing Business With DOD & The INTEL Community – December 1, 2020 8:10am - 8:55am BLOCKCHAIN, AI & MACHINE LEARNING IN DEFENSE & INTEL APPLICATIONS MODERATOR Katie Crotty - PRAESCIENT ANALYTICS PANELIST Gerard Dasche - GOVERNMENT BLOCKCHAIN ASSN PANELIST Robert Stasio - DUPONT PANELIST Ben Conklin - ESRI

14. Doing Business With DOD & The INTEL Community – December 1, 2020 MODERATOR: Katie Crotty Praescient Analytics katie@praescientanalytics.com Katie Crotty is CEO of WOSB, Praescient Analytics in Alexandria, VA.. Founded by a group of former intelligence analysts, software engineers, and entrepreneurs, the firm aims to revolutionize how the world understands information by empowering our customers with the latest analytic tools and methodologies. Praescient provides several critical services to our government and commercial clients including: training, embedded analysis, platform integration, and custom development. Katie oversees operations within the company, with special attention to nurturing client/partner relationships and implementing innovative technologies and analytical methods to help solve corporate and government challenges.

15. Doing Business With DOD & The INTEL Community – December 1, 2020 PANELIST: Ben Conklin esri bconklin@esri.com 202.697.1174 Ben Conklin is the Director for Defense and Intelligence Solutions at Esri. Esri is the world leader in GIS and Ben has been working to advance the role of GIS in the DOD and Intel Community for 25 years.

16. Doing Business With DOD & The INTEL Community – December 1, 2020 PANELIST: Gerard Dasche Government Blockchain Association (GBA) gerard.dache@governmentblockchain.org 703-474-7939 Gerard Dache has over 30 years of experience with quality, reliability, metrics-based process improvement and blockchain. Mr. Dache has conducted Business Process Re-engineering (BPR) for large enterprise with complex organizational and technical interfaces. He has trained, consulted with, audited, assessed and appraised over a hundred organizations around the world. Mr. Dache has used industry standards including ISO, CMMI, ITIL, COBIT and several others to diagnose organizational bottlenecks to optimized processes. Mr. Dache uses statistical techniques to measure performance and he uses root cause analysis and other process improvement models including CMMI and the IDEAL Model.

17. Doing Business With DOD & The INTEL Community – December 1, 2020 PANELIST: Robert Stasio Dupont robert.g.stasio@dupont.com 917.455.2994 Robert Stasio is the Cyber Threat Leader at Dupont. Over 20 years in cyber security in both public and private sector. In private sector experience at Dupont, IBM, Bloomberg. Ten years of experience in government: US Army and NSA, specializing in offensive cyber and intelligence operations.

18. Doing Business With DOD & The INTEL Community – December 1, 2020

21. Doing Business With DOD & The INTEL Community – December 1, 2020 8-8:10am WELCOME REMARKS - Lisa Wood, VA PTAC 8:10am - 8:55am BLOCKCHAIN, AI & MACHINE LEARNING IN DEFENSE & INTEL APPLICATIONS MODERATOR Katie Crotty - PRAESCIENT ANALYTICS PANELIST Gerard Dasche - GOVERNMENT BLOCKCHAIN ASSN PANELIST Robert Stasio - DUPONT PANELIST Ben Conklin - ESRI 8:55am - 9.40am CMMC AND IMPACT TO DEFENSE CONTRACTORS MODERATOR Jenny Clark - SOLVABILITY PANELIST Bhavesh Vadhani - COHEN REZNICK PANELIST John Weiler - CMMC CENTER OF EXCELLENCE PANELIST Joshua Duvall - MATROSS EDWARDS 9.40am-10.15am EVOLUTION OF CYBER SECURITY IN INTEL AGENCIES SPEAKER Tammy Griffith – NSA 10.15am-11am WORKING WITH PRIMES AND INTEGRATORS TO PENETRATE DOD & INTEL MARKETS MODERATOR Tan Wilson - ENTELLECT PANELIST Ludmilla Parnell - GDIT PANELIST Mary Hellem - IBM PANELIST Karen Williams - SCORE 11-11.45am UNCOVERING OPPORTUNITIES IN DEFENSE & INTEL AGENCIES MODERATOR Alice Williams - AMW ACQUISITION & CONSULTING GROUP PANELIST Carlos Duran - NAVAL SURFACE WARFARE CENTER (NAVY - NSWC) PANELIST Brian Shay - NATIONAL SECURITY AGENCY (NSA) PANELIST Kimberly Buehler – US ARMY 11.45am-12:30pm THE STATUS OF M&A IN DEFENSE CONTRACTING MODERATOR Elma Levy - ELDOV GROUP PANELIST Mitch Martin - MCLEAN GROUP PANELIST Erin Andrew - LIVE OAK BANK CLOSING REMARKS – Jennifer Schaus

22. Doing Business With DOD & The INTEL Community – December 1, 2020 8:55am - 9.40am CMMC AND IMPACT TO DEFENSE CONTRACTORS MODERATOR Jenny Clark - SOLVABILITY PANELIST Bhavesh Vadhani - COHEN REZNICK PANELIST John Weiler - CMMC CENTER OF EXCELLENCE PANELIST Joshua Duvall - MATROSS EDWARDS

23. Doing Business With DOD & The INTEL Community – December 1, 2020 MODERATOR: Jenny Clark Solvability, LLC jwclark@solvability.com 256 882 6276 Jenny Clark is the founder of Solvability and creator of GovConSummit, a virtual accelerator network for veteran entrepreneurs in federal contracting. Jenny celebrates the top small businesses in federal contracting each year, based on her benchmarking of the professional services organizations listed on the INC 5000 list. A fierce veterans advocate, Jenny’s goal is to help more veteran entrepreneurs succeed in federal contracting, so they can hire more veterans.

24. Doing Business With DOD & The INTEL Community – December 1, 2020 PANELIST: Bhavesh Vadhani CohnReznick bhavesh.vadhani@cohnreznick.com 703-847-4418 Bhavesh Vadhani serves as CohnReznick's Cybersecurity, Privacy, and Technology Risk practice leader. Bhavesh Vadhani helps organizations adopt industry best practices and frameworks to improve efficiencies in day-to-day processes and identifies IT governance initiatives that help corporations and organizations enhance their existing IT environment, IT strategy, and information security initiatives. Bhavesh is intimately familiar with regulatory requirements and standards, including CMMC. He has successfully completed the CMMC training requirements, passed the examination, and is awaiting the Registered Practitioner designation.

25. Doing Business With DOD & The INTEL Community – December 1, 2020 PANELIST: John Weiler CMMC Center Of Excellence info@cmmc-coe.org 703-768-0400 John Weiler is currently the CEO and Chief Information Officer of a congressionally charted IT “do tank” called IT-AAC. He has forged partnerships with two dozen leading non-profits and federal agencies committed to the Digital Transformation of the Federal IT Sector. Mr. Weiler has 40 years of Information Technology Management, Solution Engineering and Architecture experiences covering both private and public sectors. His expertise has taken him from senior leadership roles in fortune 1000 companies.

26. Doing Business With DOD & The INTEL Community – December 1, 2020 PANELIST: Joshua Duvall Matross Edwards, LLP jduvall@matrossedwards.com 202.854.9959 Joshua Duvall is an attorney and managing partner at Matross Edwards LLC. Josh regularly counsels and represents small and mid-size businesses on a broad range of government contracting issues, including bid protests, SBA matters, contract drafting and review, disputes, cybersecurity, and compliance. Josh is a Certified Information Systems Security Professional (CISSP), blogs at GovConJudicata.com, and enjoys all things coffee and golf.

40. Doing Business With DOD & The INTEL Community – December 1, 2020 9.40am-10.15am EVOLUTION OF CYBER SECURITY IN INTEL AGENCIES SPEAKER Tammy Griffith – NSA Cyber Security Directorate Portfolio Manager

41. VISIT OUR WEBSITE NSA.GOV/CYBERSECURITY FOLLOW US @NSACyber ON TWITTER

42. Doing Business With DOD & The INTEL Community – December 1, 2020 SLIDES REMOVED PER NSA GUIDELINES

46. Doing Business With DOD & The INTEL Community – December 1, 2020 8-8:10am WELCOME REMARKS - Lori Wood, VA PTAC 8:10am - 8:55am BLOCKCHAIN, AI & MACHINE LEARNING IN DEFENSE & INTEL APPLICATIONS MODERATOR Katie Crotty - PRAESCIENT ANALYTICS PANELIST Gerard Dasche - GOVERNMENT BLOCKCHAIN ASSN PANELIST Robert Stasio - DUPONT PANELIST Ben Conklin - ESRI 8:55am – 9:40am CMMC AND IMPACT TO DEFENSE CONTRACTORS MODERATOR Jenny Clark - SOLVABILITY PANELIST Bhavesh Vadhani - COHEN REZNICK PANELIST John Weiler - CMMC CENTER OF EXCELLENCE PANELIST Joshua Duvall - MATROSS EDWARDS 9:40am-10:15am EVOLUTION OF CYBER SECURITY IN INTEL AGENCIES SPEAKER Tammy Griffith – NSA 10:15am-11am WORKING WITH PRIMES AND INTEGRATORS TO PENETRATE DOD & INTEL MARKETS MODERATOR Tan Wilson - ENTELLECT PANELIST Ludmilla Parnell - GDIT PANELIST Mary Hellem - IBM PANELIST Karen Williams - SCORE 11-11:45am UNCOVERING OPPORTUNITIES IN DEFENSE & INTEL AGENCIES MODERATOR Alice Williams - AMW ACQUISITION & CONSULTING GROUP PANELIST Carlos Duran - NAVAL SURFACE WARFARE CENTER (NAVY - NSWC) PANELIST Brian Shay - NATIONAL SECURITY AGENCY (NSA) PANELIST Kimberly Buehler – US ARMY 11:45am-12:30pm THE STATUS OF M&A IN DEFENSE CONTRACTING MODERATOR Elma Levy - ELDOV GROUP PANELIST Mitch Martin - MCLEAN GROUP PANELIST Erin Andrew - LIVE OAK BANK CLOSING REMARKS – Jennifer Schaus

47. Doing Business With DOD & The INTEL Community – December 1, 2020 10:15am-11am WORKING WITH PRIMES AND INTEGRATORS TO PENETRATE DOD & INTEL MARKETS MODERATOR Tan Wilson - ENTELLECT PANELIST Ludmilla Parnell - GDIT PANELIST Mary Hellem - IBM PANELIST Karen Williams - SCORE

48. Doing Business With DOD & The INTEL Community – December 1, 2020 MODERATOR: Tan Wilson Entellect, LLC tanwilson@entellectllc.com 703-489-1947 Tan Wilson serves as the CEO of Entellect, LLC providing full-lifecycle business support to primarily small businesses. She is an experienced and successful entrepreneur with more than 20 years’ experience in business development and program management across federal and commercial IT business sectors. Tan supports the small business community, by aiding in strategic planning, business development, capture management, proposal management, partnership development, operations support, and leadership coaching. She is the 2021 Chair of AFCEA’s Small Business Committee.

50. Doing Business With DOD & The INTEL Community – December 1, 2020 PANELIST: Ludmilla Parnell Director, Small Business Partnerships - General Dynamics Information Technology, Inc. ludmilla.parnell@gdit.com 703-995-5148 Ludmilla Parnell leads the GDIT small business office to include compliance oversight, outreach and Mentor-Protégé programs. For over 20 years, has led the development of long-term teaming relationships between small businesses and General Dynamics, in a variety of technical and customer-focused areas that support GDIT growth initiatives. Promoted a business development and “Total Company Approach” to small business outreach. BSc (Hons) Queen’s University, MBA Saint Mary’s University (Canada), former Canadian Naval Reserve Officer and scientist with the Royal Canadian Mounted Police.

52. Doing Business With DOD & The INTEL Community – December 1, 2020 PANELIST: Karen Williams SCORE karen.williams@scorevolunteer.org 240-460-3753 Karen Williams retired from Northrop Grumman Corporation as the vice president of corporate contracts, pricing & supply chain. As a certified SCORE mentor, she helps small businesses in the DC metro area do business with the Federal Government and understand the Federal procurement process. She is a proud alum of the University of Delaware and American University. Speaker Company Logo HERE

54. Doing Business With DOD & The INTEL Community – December 1, 2020 PANELIST: Mary Mahoney Hellem US Federal Small Business Liaison Officer - IBM mmhellem@us.ibm.com 240-460-3753 Mary Hellem has been with IBM for over 30 years and serves as the US Federal Small Business Liaison Officer. She is responsible for outreach to small business companies to support IBM's goals of contracting with small business in performance of US Government contracts. Small businesses may be viewed by IBM Buyers by adding their company profile at www.supplier-connection.net

55. Doing Business With DOD & The INTEL Community – December 1, 2020 Artificial Intelligence and Analytics For learning, decision making and customization Cloud Enables the ecosystem to move beyond legacy Cybersecurity Embeds safeguards into systems and surfaces threats Mobile Connects people with insights where they are Blockchain Increases confidence in the system Hyperlocal Geolocation Provides a lens into micro-moments in proximity APIs and Microservices Enables ecosystem partners to collectively innovate Internet of Things Equips physical assets with digital data Automation and Advanced Robotics Executes routine physical and knowledge tasks Serving Government Missions Transforming Government Defense & Intelligence •Army •Air Force •Navy •Classified Federal Civilian & Healthcare •Commerce •GSA •Treasury •USDA •USPS Homeland Security, Justice & Foreign Affairs •DHS •DoJ •State •USAID How to register - diverse-owned companies register at www.ibm.com/procurement/SupplierDiversity Any small business can contact Mary Hellem (mmhellem@us.ibm.com for a follow-up conversation.

56. Doing Business With DOD & The INTEL Community – December 1, 2020 1. What is the first steps in approaching a Prime Contractor? a. Why is Market Research Important and what does a Prime look for? b. Marketing tool 2. Networking: how does this support BD efforts and how should a company develop a good networking approach? a. Why is it important? Where to network? b. The right and wrong conferences 2. Procurement Readiness: what does this mean and provide examples? a. Quals and PP b. Timesheet, cost accounting, etc. c. Security clearances and CMMC 3. Don’t shoot in the dark: know who to speak to, why, and how

60. Doing Business With DOD & The INTEL Community – December 1, 2020 8-8:10am WELCOME REMARKS - Jennifer Schaus 8:10am - 8:55am BLOCKCHAIN, AI & MACHINE LEARNING IN DEFENSE & INTEL APPLICATIONS MODERATOR Katie Crotty - PRAESCIENT ANALYTICS PANELIST Gerard Dasche - GOVERNMENT BLOCKCHAIN ASSN PANELIST Robert Stasio - DUPONT PANELIST Ben Conklin - ESRI 8:55am - 9.40am CMMC AND IMPACT TO DEFENSE CONTRACTORS MODERATOR Jenny Clark - SOLVABILITY PANELIST Bhavesh Vadhani - COHEN REZNICK PANELIST John Weiler - CMMC CENTER OF EXCELLENCE PANELIST Joshua Duvall - MATROSS EDWARDS 9.40am-10.15am EVOLUTION OF CYBER SECURITY IN INTEL AGENCIES SPEAKER Tammy Griffith – NSA 10.15am-11am WORKING WITH PRIMES AND INTEGRATORS TO PENETRATE DOD & INTEL MARKETS MODERATOR Tan Wilson - ENTELLECT PANELIST Ludmilla Parnell - GDIT PANELIST Mary Hellem - IBM PANELIST Karen Williams - SCORE 11-11.45am UNCOVERING OPPORTUNITIES IN DEFENSE & INTEL AGENCIES MODERATOR Alice Williams - AMW ACQUISITION & CONSULTING GROUP PANELIST Carlos Duran - NAVAL SURFACE WARFARE CENTER (NAVY - NSWC) PANELIST Brian Shay - NATIONAL SECURITY AGENCY (NSA) PANELIST Kimberly Buehler – US ARMY 11.45am-12:30pm THE STATUS OF M&A IN DEFENSE CONTRACTING MODERATOR Elma Levy - ELDOV GROUP PANELIST Mitch Martin - MCLEAN GROUP PANELIST Erin Andrew - LIVE OAK BANK CLOSING REMARKS - Lisa Wood - VA PTAC

61. Doing Business With DOD & The INTEL Community – December 1, 2020 11-11.45am UNCOVERING OPPORTUNITIES IN DEFENSE & INTEL AGENCIES MODERATOR Alice Williams - AMW ACQUISITION & CONSULTING GROUP PANELIST Carlos Duran - NAVAL SURFACE WARFARE CENTER (NAVY - NSWC) PANELIST Brian Shay - NATIONAL SECURITY AGENCY (NSA) PANELIST Kimberly Buehler – US ARMY

62. Doing Business With DOD & The INTEL Community – December 1, 2020 MODERATOR: Alice Williams AMW Acquisition And Consulting Group alice.williams@amwacg.com 301.788.9856 Alice Williams is the CEO of AMW Acquisition And Consulting Group and was previously the Acting Director Department of Defense Office Of Secretary Of Defense, Office Of Small Business Programs. She lead and managed DoD OSBP’s workforce initiatives, socioeconomic programs and multi-million-dollar Rapid Innovation Fund (RIF) program. Prior to that role, Alice served as Director of the CECOM OSBP. In this capacity, she was the principal advisor to the CECOM Commander (Major General), the Army Secretariat-level OSBP Senior Executive and the Small Business Administration (SBA) on all small business matters related to CECOM and C4ISR multi-billion-dollar acquisition program.

63. Doing Business With DOD & The INTEL Community – December 1, 2020 PANELIST: Carlos J. Duran NAVSEA, Naval Surface Warfare Center Carderock Division carlos.j.duran@navy.mil 301-221-3061 Mr. Carlos J. Duran serves as the Small Business Deputy at NSWC Carderock Division where one of his main roles is to foster opportunities for Small Business concerns to enhance fair competition in government contracts. He is a retired Marine who while in uniform, served as contracting officer. Before his current position he was a Policy Supervisor for the USMC Regional Contracting Officer at Quantico, VA. Speaker Company Logo HERE

64. Doing Business With DOD & The INTEL Community – December 1, 2020 National Security Agency smallbusiness@nsa.gov

65. Doing Business With DOD & The INTEL Community – December 1, 2020 PANELIST: Kim Buehler Director, Office Of Small Business Programs, US ARMY kimberly.d.buehler.civ@mail.mil 703-607-2868 Ms. Kimberly Buehler serves as the Army’s Director for Small Business Programs, where she provides executive leadership for all aspects of the Army's small business mission, including: advocacy and outreach for all small business programs, development and dissemination of policies and procedures for execution of small business functions, and oversight over the execution of the small business program at the Army’s contracting activities, equating to over $20 billion dollars of annual spend.

79. Doing Business With DOD & The INTEL Community – December 1, 2020 11.45am-12:30pm THE STATUS OF M&A IN DEFENSE CONTRACTING MODERATOR Elma Levy - ELDOV GROUP PANELIST Mitch Martin - MCLEAN GROUP PANELIST Erin Andrew - LIVE OAK BANK

80. Doing Business With DOD & The INTEL Community – December 1, 2020 MODERATOR: Elma Levy The Eldov Group, LLC elma.levy@eldovgroup.com 301 520 9091 Elma Levy is the Co-Founder of Dovel Technologies, a Government IT company located in McLean VA. She sold her company to a PE firm in 2019 and started The Eldov Group, a company that invests in early seed-level start-ups that have a mission to bring cutting-edge biomedical technology to market.

81. Doing Business With DOD & The INTEL Community – December 1, 2020 PANELIST: Mitch Martin The McLean Group, LLC mmartin@mcleanllc.com 703-752-9009 Mitch Martin is the co-head of McLean Groups M&A Practice. He is regularly quoted as an industry expert in publications such as the Washington Post, Wall Street Journal, Washington Technology and others. Mitch is formally an infantry officer in the U.S. Army; Airborne and Ranger qualified. He is a gaduate of the United States Military Academy; MBA from the Massachusetts Institute of Technology and MPA from Harvard University.

82. Doing Business With DOD & The INTEL Community – December 1, 2020 PANELIST: Erin Andrew Managing Director, SVP, Government Contracts M&A - Live Oak Bank erin.andrew@liveoak.bank 910.777.5738 Erin Andrew is the Managing Director, SVP Government Contracts M&A at Live Oak Bank. She previously served as the Associate Administrator at The SBA for The Office Of Capital Access and also The Office of Women’s Business Ownership. She was the Acting Executive Director at The National Women’s Business Council. She holds a BA and MS from Carnegie Mellon University.

89. Doing Business With DOD & The INTEL Community – December 1, 2020 Past performance is key to winning work and incumbents win the majority of the work According to Grant Thornton study, 73% of incumbents win re-compete The data from this slide are referencing information provided in the Grant Thornton Government Contractors Survey 2016 https://www.grantthornton.com/library/survey- reports/public-sector/2017/2016-government-contractors-survey.aspx Awards go to the incumbent nearly: 80% of the time at SBA 90% of the time at USDA 94% of the time at HHS Incumbency has increased in the time of COVID

90. Doing Business With DOD & The INTEL Community – December 1, 2020 1 2 3 existing revenues use to grow All sources for the data on this slide are from the public databases SAM and FPDS. The System for Award Management (SAM) is a Federal Government owned and operated free web site that consolidates the capabilities in Central Contractor Registration (CCR)/FedReg, Online Representations and Certifications Applications (ORCA) and the Excluded Parties List System (EPLS) https://www.sam.gov/SAM/ Federal Procurement Data System (FPDS) is a single source for US government-wide procurement data https://www.fpds.gov/ Access ongoing and and cash you can Decrease the amount of money and time you spend on business development and acquire a strong team Access to new agencies Acquisition leads to expansion and can help a small business:

91. Doing Business With DOD & The INTEL Community – December 1, 2020 • Determine your timing for an exit and a price range you would be happy with • Identify a wealth manager and talk through tax implications, retirement, etc • Identify a sell side advisor and an attorney When is the Best Time to Sell? • When the questions above are answered • When you just won contracts or a new vehicle • When anyone can buy your company or there is a good understanding that there will be multiple buyers Should I Sell My Company?

92. Doing Business With DOD & The INTEL Community – December 1, 2020 Valuation will be determined based on your EBITDA as well as other factors. What is EBITDA? EBITDA – or earnings before interest, tax, depreciation and amortization – is an indicator commonly used by prospective buyers or investors to measure a company’s financial performance. In its simplest form, EBITDA is calculated by adding the non-cash expenses of depreciation and amortization back to a company’s operating income. Below is the basic formula: Identify add backs that the company has such as officer comp, etc How Can I Estimate Valuation?

93. Doing Business With DOD & The INTEL Community – December 1, 2020 Highly Confidential & Trade Secret What Multiple Might I Expect? 2x – 3x Multiple 4x – 5x Multiple 6x+ Multiple • • 2+ capabilities Cleared work and mostly prime work BIC vehicles Strong pipeline and 5 years left on contracts Higher margins and NAICs with high SB limits • • Strong margins Full and open contracts Large prime awards and long-term contracts Cleared work • Small business set aside work Lower end 8(a) work Not much cleared work and focus on civilian agencies One or two capabilities Subcontract work • • • • • • •• • SMALL BUSINESSES

96. 2021 Webinar Notes: Every WEDNESDAY 12pm eastern DFAR Defense Federal Acquisition Regulations Complimentary Webinar Series Learn about the rules in DOD contracting. Register or Sponsor https://www.jenniferschaus.com/dfar

97. 2021 Webinar Notes: 2nd FRIDAY - Monthly 12pm eastern Gov Con LIVE Q&A Cafe Webinar Series Get answers to your LIVE questions from a panel of 4 experts on various topics. Register or Sponsor https://www.jenniferschaus.com/q-a-cafe

98. 5th Annual Doing Business With DOD & The INTEL Community December 1, 2020 THANK YOU FOR ATTENDING! hello@JenniferSchaus.com 202-365-0598

Doing Business With DOD & The Intel Community - 2020

Doing Business With DOD & The Intel Community - 2020

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