FED GOV CON - Strategies For Partnering & Sub-Contracting
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Jennifer Schaus & Associates presents this session on US Federal Government Contracting. TOPIC: Strategies For Partnering & Sub-Contracting. ASSOCIATED AUDIO FILE: coming soon EMAIL: JSchaus@JenniferSchaus.com PHONE: 202-365-0598 LINKEDIN: https://www.Linkedin.com/in/jenniferschaus ABOUT US: http://www.JenniferSchaus.com SERVICES: Proposal Writing, Marketing, Sales, Biz Dev, SBA 8a Cert, GSA Schedules and more.
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FED GOV CON - Strategies For Partnering & Sub-Contracting
- 1. Strategies for Partnering & Sub-Contracting US Federal Government Contracting Presented By: Jennifer Schaus, WASHINGTON DC June 16, 2016
- 2. AGENDA: • Introductions • Company Introduction •The Basics • SBA Scorecard •Best Practices •Conclusions • Q & A Strategies for Partnering & Sub- Contracting
- 3. COMPANY INTRODUCTION Strategies for Partnering & Sub- Contracting
- 4. 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 Strategies for Partnering & Sub- Contracting
- 5. THE BASICS Strategies for Partnering & Sub-Contracting
- 6. THE BASICS Federal Government Contracting * The Largest Buyer in THE WORLD! * Billions of Dollars Spent - $500B * Govt is risk adverse – prefers known and “certified” / vetted entities Strategies for Partnering & Sub- Contracting
- 7. THE BASICS Federal Government Contracting •Long Sales Cycles Influenced 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 Guidelines www.Acquisition.gov Strategies for Partnering & Sub- Contracting
- 8. THE BASICS Federal Government Contracting 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 Strategies for Partnering & Sub- Contracting
- 9. THE SBA SCORECARD Strategies for Partnering & Sub- Contracting
- 10. THE SBA SCORECARD Evaluation 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) Strategies for Partnering & Sub- Contracting
- 11. THE SBA SCORECARD Evaluation Tool for Grading Agencies Small Business Set-Asides = The Breakdown…. Women Owned = 5% Disadvantaged = 5% SDVO = 3% HUBZone = 3% Strategies for Partnering & Sub- Contracting
- 12. THE SBA SCORECARD Evaluation Tool for Grading Agencies The SBA Scorecard Dpt of Commerce defines goals and SBA monitors. Agencies receive a grade 80% based on Prime/Direct 10% based on Sub 10% 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 Strategies for Partnering & Sub- Contracting
- 13. BEST PRACTICES Strategies for Partnering & Sub- Contracting
- 14. BEST PRACTICES •Dun & Bradstreet – DUNS# www.DNB.com •Register in SAM www.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 Strategies for Partnering & Sub-Contracting
- 15. 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 Strategies for Partnering & Sub- Contracting
- 16. REMINDER!!! Govt Agencies DIRECT to Small Business = 23% Primes DIRECT to Small Business (= Sub-Contracting) = 34.06% 23% < 34.06% Strategies for Partnering & Sub-Contracting
- 17. BEST PRACTICES DIRECT CONTRACTING – 23% Strategies for Partnering & Sub-Contracting
- 18. BEST PRACTICES DIRECT CONTRACTING – 23% •Contact each Agency OSDBU Office 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 Strategies for Partnering & Sub-Contracting
- 19. BEST PRACTICES SUB-CONTRACTING – 34.06% Strategies for Partnering & Sub-Contracting
- 20. BEST PRACTICES SUB-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 Strategies for Partnering & Sub-Contracting
- 21. BEST PRACTICES SUB-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 Strategies for Partnering & Sub-Contracting
- 22. BEST PRACTICES Continued •Attend Industry Events and Join Organizations related to Small Business Designations Examples: WIPP – Women Impacting Public Policy HUBZone Council National 8a Association SDVO Council SECAF The ASBC NCMA AFCEA PSC Chambers of Commerce Strategies for Partnering & Sub-Contracting
- 23. 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 Strategies for Partnering & Sub-Contracting
- 24. CONCLUSIONS Strategies for Partnering & Sub- Contracting
- 25. 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 Strategies for Partnering & Sub- Contracting
- 26. RESOURCES www.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 100 http://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 Strategies for Partnering & Sub- Contracting
- 27. Ms. Jennifer L. Schaus Washington DC + 1 - 2 0 2 – 3 6 5 – 0 5 9 8 jschaus@jenniferschaus.com www.JenniferSchaus.com OUR SERVICES INCLUDE: * GSA Schedules * SBA 8a Certification * Proposal Writing * Federal Sales * Capability Statements * Government Analysis Rpt / Mktng Plan