Juárez & Associates, Inc.

1. Juárez & Associates, Inc. IMC Monthly Meeting Los Angeles, CA May 6, 2011 Providing research and management consulting services to the public and private sectors since 1971

2. Contracting for Services with Federal Government Departments and AgenciesA 100 Billion Dollar Market JUAREZ & ASSOCIATES 12139 National Blvd. Los Angeles, CA 90064 (310) 478-0826 www.juarezassociates.com

3. Introduction • J&A’s Corporate History • J&A’s International Experience • Contracting with the Federal Government • Current Trends in Federal Contracting • Government Performance with SBC • Challenges and Opportunities

4. J&A’s Corporate History • Founded by Nicandro Juárez, CMC, in 1971 • Corporate offices in Los Angeles and Washington DC. Project offices in Kingston, Jamaica, and Guatemala City. • Public (domestic and international) and private sector clients. • Focus on hard-to-reach and ethnic populations. • Expertise in research, program implementation, monitoring and evaluation, and data management for education, health, child labor, and other sectors in Latin America, Africa, South Asia and Eastern Europe • Federal clients include U.S. Dept. of Housing and Urban Development, Dept. of Health and Human Services, Dept. of Labor, and the U.S. Agency for International Development (USAID), a major client since 1973.

5. J&A’s International Experience

6. Contractingwith the Federal Government Contract Types (FAR PART 16) • Cost reimbursement • Cost reimbursement plus fixed fee • Firm fixed price • Grants Competition Requirements (FAR PART 6) • Full and open competition • Full & open competition after exclusion of set-aside sources: 8 (a) competition, HUBZone / SD-VOSB / small business set-asides • Other than full & open competition: Sole source, Urgency, Industrial mobilization, International agreement, Authorized or required by statute, National security Basic Small Business Program Small Business (SB); Woman-Owned Small Business (WOSB) ; Small Disadvantaged Business (SDB) ; Small Disadvantaged Business 8(a) Certified; Historically Underutilized Business Zone; Veteran- Owned Small Business, Service-Disabled Veteran Owned Small Business; Historically Black Colleges & Universities/Minority Institutions

7. Current Trends in Federal Contracting Small businesses won a record $96.8 billion in federal prime contracts in FY 2009, an increase of more than $3 billion from FY 2008. www.sba.gov US Small Business Administration

8. Federal goal for government-wide contracts with small business concerns (SBCs) = 23% of all prime contract dollars for 2010, in comparison to: • FY09 = 21.9% or 96.8B • FY08 = 21.5% or 93.2B • Federal goal for government-wide subcontracts with SBCs = 35.9% of all subcontract dollars in 2010, in comparison to: • FY09 = 31.8% or $68.8B • FY08 = 28.6% or $71.6B • 32.1% of the Recovery Act’s $800B in stimulus contract funds have been directed to SBCs FEDERAL PERFORMANCE GOAL INCREASE http://www.foley.com/files/tbl_s88EventMaterials/FileUpload587/2852/2010GCUpdate.pdf

9. GOVERNMENT WIDE PERFORMANCE 2009 Small Business Procurement Scorecard PRIME CONTRACTING ACHIEVEMENT 95.43 2008 Achievement 2009 Goal 2009 Achievement Small Business 21.50% 23.00% 21.89% ($96.834B) Women Owned Small Business 3.39% 5.00% 3.68% Small Disadvantaged Business (8a) 6.76% 5.00% 7.57% Service Disabled Veteran Owned Small Business 1.49% 3.00% 1.98% HUBZone 2.34% 3.00% 2.81% SUB-CONTRACTING ACHIEVEMENT 83.05 2008 Achievement 2009 Goal 2009 AchievementSmall Business 28.65% 35.90% 31.82% Women Owned Small Business 4.92% 5.00% 5.44% Small Disadvantaged Business (8a) 3.93% 5.00% 4.49% Service Disabled Veteran Owned Small Business 0.90% 3.00% 1.29% HUBZone 1.53% 3.00% 1.71%

10. CHALLENGES Contracting highly regulated and governed by statutes dictating, for example, -Methods and processes to solicit contracts -How to negotiate or award a contract -Reimbursable costs and contractor accountability for costs -Imposition, through contracting, of social obligations including affirmative action, subcontracting and minimum wage. OPPORTUNITIES “The Federal Government is the world's largest purchaser of goods and services, with purchases totaling over $500 billion per year.” “ Congress has given the Small Business Administration the responsibility of overseeing the government-wide small business goal setting program, intending 23 % of all contracts to go to small businesses.” “In FY 2010 small businesses were awarded 96.8 billion in federal prime contracts.” http://www.sbaonline.sba.gov/idc/groups/public/documents/sba_homepage/afr_2010_final.pdf , www.whitehouse.gov

11. U.S. Agency for International Development Mandate Headquarters and Missions Agency Budget Business Approach

12. Mandate The United States Agency for International Development is the federal agency responsible for administering foreign aid. USAID receives overall foreign policy guidance from the U.S. Secretary of State . USAID contributes to U.S. national interests by supporting developing and transitional countries in their efforts to achieve sustainable economic and social progress. Social and economic development contributes to stability, growth and democracy worldwide.

13. Headquarters and Missions • Geographical bureaus: • AFR—Sub-Saharan Africa • ASIA—Asia • LAC—Latin America & the Caribbean • E&E—Europe and Eurasia • ME—the Middle East • OAPA—Afghanistan and Pakistan • Functional bureaus: • GH—Global Health • EGAT—Economic Growth, Agriculture, and Trade • DCHA—Democracy, Conflict, and Humanitarian Assistance • BFS—Food Security

14. Agency Budget • Agency Budget: Approx. 55.3 Billion in FY 2011 • The State and USAID budget requests are critical components of the U.S. national security budget

15. Business Approach USAID enters into partnerships to implement programs through contracting with • American businesses • Colleges and universities • Non-profits • Local country organizations (non-governmental organizations) • Other international agencies (UNDP, World Bank, InterAmerican Development Bank) • Other governments (Ministries of Education, Health, etc) • Other U.S. government agencies (Dept. of Labor, Dept. of Agriculture)

16. Contracts from USAID FY2009www.fedspending.com Fiscal Year 2009 3rd Quarter * • Total dollars: $1,456,471,579 • Total number of contractors: 624 • Total number of transactions: 1,467 Top 10 Contractors • Bearingpoint, Inc. $433,346,551 • Development Alternatives $350,988,255 • Chemonics International $165,453,345 • Undisclosed (classified foreign contractor) $ 87,018,494 • Berger Louis Group $ 42,600,000 • John Snow Inc. $ 35,920,000 • Research Triangle Institute $ 27,357,983 • Casals and Associates $ 26,922,766 • ABT Associates $ 24,361,532 • Inst. For Public Private Partnerships $ 19,564,505

17. Getting Work with USAID • Mechanisms • Consultant profile • Preparing to work internationally • How to get work • Bidding opportunities • The proposal

18. MECHANISMS • As an independent contractor, directly with the agency (Central Office or Missions) • As a consultant to a firm (prime or sub) • As a consulting firm (Inc., LLC, Partnership) • Prime or subcontractor, full & open or set-aside • Indefinite quantity contract • MOBIS (General Services Administration)

19. International Consultant Profile • Has worked internationally or traveled widely • Is flexible with daily rates and project requirements • Is comfortable working in a developing country • Is familiar with principal areas of development and regions of interest • Is willing to develop additional skills to enrich résumé • May speak a second language

20. Preparing to Work Internationally • Education: professional degree, certification • Experience: area, region/country, subject • Fieldwork: technical vs. generalist • Ethics • Cultural Competence • Frame of mind, adaptability

21. How To Get Work Market Yourself • Referrals/References/Networking/Relationships with top consulting firms and other consultants who have the relationships. • Meet with major agency contractors, market your services to them develop relationships with contractor personnel. • Know your client: Educate yourself on the agency (www.usaid.gov), know USAID mission and goals, foreign political priorities, agency small business representatives, personnel within the Missions, the “who and the where.” • Become a known entity – Relationships!

22. BIDDING OPPORTUNITIES • Know the process to identify and bid on RFPs. www.fedbizopps.gov • Understand the political context under which the agency is working. What are the geographical and technical areas of focus for the agency. • Know your niche and company strengths • Contact prime contractors for potential teaming efforts • Get a foot in the door by teaming up with firms to write sections of proposals (volunteer or for fee). • Solicit and negotiate to have a role in a project.

23. The Proposal • Understand the Request for Proposal Process • Prepare the proposal: Technical section (expert area consultants) Management section Budget section Recruiting Proposal review and quality control

24. Keeping Up with the Industry • Industry specific events • International development news • Agency forecasts • Job boards for senior experts

25. Events and News Society for International Development www.sidint.org The Center for Global Development (CGD) www.cgdev.org Devex International Career Fair www.developmentx.org

26. Forecasts & Postings • USAID Forecasts www.usaid.gov/business/business_opportunities/forecast/forecast.html • USAID Postings www.fedbizopps.gov

27. JOB BOARDS Consulting Opportunities & Job Websites • http://www.devnetjobs.org • http://www.developmentworker.com • http://www.interaction.org/careers-international-development International Agencies • www.mcc.gov (Millenium Challenge Corporation) • www.iadb.org (InterAmerican Dev Bank) • www.worldbank.org (World Bank) • www.afdb.org (African Development Bank) • www.adb.org (Asian Development Bank) • www.ebrd.com (European Bank of Reconstruction and Development) • www.un.org (United Nations)

28. Now you are on your way to becoming a WFIC: World Famous International Consultant

29. Q & A