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2. Before we begin … just a few notes: • During the presentation lines will be muted so only presenters can be heard. • If having trouble viewing the presentation – please close out and log in using a different browser • If your slides are not moving please refresh or log out & then log back in • If you have any questions during the presentation, please feel free to enter them into the discussion box on the bottom left of your screen

3. Call to Action • Sole Source Authority is being considered by the U.S. Senate after passing the House • S. 2481 would bring sole source authority to the WOSB Procurement Program • S. 2693 would also add sole source authority as part of a broader women’s entrepreneur package • Go to the WIPP Action Center to get involved (www.wipp.org)

4. Small Business Success: Leveraging 8(A) and WOSB Certifications into Contracts Presented by: Nancy Aber Goshow, AIA, LEEDAP BD+C GoshowArchitects

5. WIPP is a national nonpartisan public policy organization, advocating on behalf of nearly 4.7 million businesses women representing 78 business organizations. WIPP provides timely economic policy information and identifies important trends and opportunities to its membership. www.WIPP.org

6. Give Me 5 • National program from WIPP & American Express OPEN designed to educate women business owners on how to apply for and secure federal procurement opportunities. • Give Me 5 works to increase the representation of Women Business Owners that win government contracts. We provide accessible business education tools to assist both new and experienced federal contractors. • Women Business Owners could gain more than $4 billion in annual revenues if the 5% contracting goal set by Congress was reached.

7. Small Business Success: Leveraging 8(A) and WOSB Certifications into Contracts Presented by: Nancy Aber Goshow, AIA, LEEDAP BD+C GoshowArchitects

8. 1 INTRODUCTION About Nancy & Goshow Architects 2 8(A) & WOSB ESSENTIALS 3 PLANNING & RESEARCH 4 HOW AGENCIES PROCURE

9. INTRODUCTION • Founding Partner of Goshow Architects • Leader in numerous professional, civic and small business organizations: • Women Impacting Public Policy (WIPP) • National AIA Women's Leadership Development Summit • AIA New York Women in Architecture • Women Builders Council • Women Presidents Organization (WPO) • Women Construction Owners & Executives (WCOE)

10. INTRODUCTION • Established in 1978 • Largest WOSB Architectural Firm in NYC; Graduated from 8(A) in 2011. • 30-person practice • Leader in green design for the public sector • Federal Clients: • GSA, US Department of State, US Department of Labor, US Army Corps of Engineers • Sustainable Design and LEED Certification; Multi-family and affordable housing developments; Airports

11. 1 INTRODUCTION 2 • 8(A) & WOSB ESSENTIALS • You’re Certified…Now What?! 3 PLANNING & RESEARCH 4 HOW AGENCIES PROCURE

12. You are 8(A) & WOSB Certified—Now what?! • Must do marketing. Certification is nota guarantee for business. • Must do research. What agencies are buying your products/services? • Must stay competitive. Still competing with other 8(a) firms. • Must stay active. Attend federal agency Small Business Events and Office of Small and Disadvantaged Business Utilization (OSDBU) Industry Days. www.osdbu.gov • Must educate yourself. Attend outside events such as the ChallengeHER programs or OPEN For Government Contracts for updated information and networking opportunities.

13. The “Threes” • Identify THREE agencies to target. • Make a THREE year plan. • Meet with each agency every THREE months.

14. Mindset • What are the essential qualities to run a successful Federal Government Marketing and Sales Campaign? • Passion • Attitude • Willingness • Drive • Focus

15. Mindset • What are the essential qualities to run a successful Federal Government Marketing and Sales Campaign? • Comfortablewith promoting company. • Knowledge leader in yourfield. • Know your value proposition. • Practice elevator speech.

16. Skills • What are some of the most important skills in being an effective spokesperson for your company? • Prioritize • Be responsive to the needs of different agencies • Practice active listening • Be objective

17. Skills • What are some of the most important skills in being an effective spokesperson for your company? • Be reliable and accountable, engage and actively follow-up • Know how to delegate • Know when to use a Collaborative vs. Command-and-Control approach

18. 1 INTRODUCTION 2 8(A) & WOSB ESSENTIALS 3 PLANNING & RESEARCH Maximize your Marketing Efforts 4 HOW AGENCIES PROCURE

19. Strategy • What are some of your strategies to achieve your current position in the market place? • Visibility with each agency-put a face to the company name • Look for opportunities that can be leveraged from your current market position and past experience • Staff and manage this as its own project, as others produced by your firm. Make this a conscious effort

20. Strategy • What are some of your strategies to achieve your current position in the market place? • Identify your customers and research their requirements • Learn federal procurement regulations • Present your capabilities directly to the federal agencies and large prime contractors that buy your products or services • Show how your company is a good match for their needs and requirements

21. Strategy • What are some of your strategies to achieve your current position in the market place? • Attend procurement conferences and business expos • Attend Business Matchmaking events • Add details to your DSBS (Dynamic Small Business Search) profile • Develop a Capabilities Statement • Create a cohesive, recognizable brand

22. Prioritization • What are your specific goals? • You can’t be everything to everyone • First things first • Know which agencies buy your services • Use the multiple of three – three agencies at a time • Learn the procurement process & methods of each agency you target • Align your priorities with those of each agency under consideration

23. Research • Know your customers. Use agency websites to research • Know your competitors. Use SAM to identify your competitors and learn about them. • Know yourself! • What are your limitations? • Seek teaming agreements with companies whose expertise complements your own

24. Tools to Help • Know there are many tools out there to assist you: • www.GiveMe5.com – resource of approximately 80 webinars from industry experts to walk you through the procurement process from the most basic to most advanced • http://www.sba.gov/gcclassroom - resource of online contracting courses for existing businesses to understand the basics of working with the government.

25. Integration

26. Explore SBA Sub-contracting Opportunities • Prime consultants NEED you to fulfill their requirements • The SBA/GC Subcontracting Opportunities Directory lists by state the large business federal prime contractors with the contact information for each Small Business Liaison Officer (SBLO). View the directory at: • http://www.sba.gov/subcontracting-directory • SBA’s SUB-net: SUB-Net can be used to post solicitation and notices:http://web.sba.gov/subnet

27. OSDBU • Advocate for YOU. Want the maximum practicable use of small business within the Federal Acquisition process. • Tasked with ensuring that each Federal agency and their prime vendors comply with federal laws, regulations, and policies • www.osdbu.gov

28. Federal Procurement Data System • Spending patterns of the Federal government • Federal Procurement Report • Data can be used for geographical analysis, market analysis, and analysis of the impact of the congressional and presidential initiatives in socio - economic areas such as small business.

29. Other Tips • Consider being a GSA Schedule Holder • SAM.gov (System for Award Management) • Any additional socio-economic classification beyond Small Business is a plus.

30. Planning Your Strategy • Create a plan! • Implement the plan • Coordinate efforts • Track progress • Focus energies on the highest priority activities • Select staff members to involve • 3-6 month timeline – then RE-EVALUATE • Revise the plan • Implement the revised plan • On and on…

31. 1 INTRODUCTION 2 8(A) & WOSB ESSENTIALS 3 PLANNING & RESEARCH 4 HOW AGENCIES PROCURE Know Your Customer

32. How do Agencies Procure? • OSDBU Procurement Conference • Websites • FedBizOpps • Agency websites • Entrepreneurial sites • Talk to Officers • Small Business Utilization Officers • Agency Procurement Officers

33. Trade Organizations • Join organizations that go to Washington DC • Women Impacting Public Policy • Industry Associations • WCOE • AIA • Chambers of Commerce • Local, National, Ethnic • SBA offices and resources • Local agency offices

34. More “Three’s” • Show up, show up, show up • Be flexible, realistic, positive • Make your plan measurable, accountable, focused • Create a support system – staff, mentor, other WBE’s

35. Don’t • Feel entitled • Whine or complain • Become impatient • Lose focus – it’s a long process! • Not right for every business, • But it’s how I built my business.

37. Thank You For Participating Following this call you will receive links to the podcast of this session, along with a brief survey. Your feedback is important to us! Please take a moment to fill out the survey so that we can bring you the best training possible.

38. Get Involved! • Join a policy issue committee and learn how policy can impact your business growth • Make your voice heard - become a member of  our national Instant Impact Advocacy Team • Participate in our educational series – unlimited opportunities for you and your staff • Receive weekly policy updates and briefings • 1-888-488-WIPP • www.wipp.org • Questions? Contact WIPP Staff • Program & Education Coordinator: Lin Stuart▪ LStuart@wipp.org ▪ (415) 434-4314 • Membership Coordinator: Lynn Bunim ▪ Lbunim@wipp.org ▪ (415) 434-4314