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Commission Perspective – Maximizing AbilityOne Opportunities

Commission Perspective – Maximizing AbilityOne Opportunities . Kimberly Zeich . Presentation Agenda . Commission Perspective Making a Strong Business Case Critical Steps in Procurement List (PL) Process Price Sensitive Environment Checklist for Success Takeaway. Commission Perspective.

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Commission Perspective – Maximizing AbilityOne Opportunities

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  1. Commission Perspective – Maximizing AbilityOne Opportunities Kimberly Zeich

  2. Presentation Agenda • Commission Perspective • Making a Strong Business Case • Critical Steps in Procurement List (PL) Process • Price Sensitive Environment • Checklist for Success • Takeaway

  3. Commission Perspective • Current business environment • Budget austerity • Protest mentality • Decisions: Defensible, documented • Procurement standards met • GAO: Ensure adequate oversight • Employment growth objectives • Engagement and advocacy

  4. “A rising tide lifts all boats … … a receding tide forces all boats to deeper waters.”

  5. Make a Strong Business Case • Understand customer/sponsor needs • Business line / market analysis • Suitability for the Procurement List • ETS: To claim, or not to claim • Document differentiating factors • Realistic market share & timeline

  6. Critical Steps in PL Process • Price Negotiation • Provide timely price or cost data • Expect to “Sharpen your pencil” • Addition Package Submission/Analysis • Know and meet timelines • Be prepared/available to demonstrate suitability and answer questions • Phase-in request justification • Subcontracting documentation

  7. Price Sensitive Environment • See slide 1: Budget austerity • LPTA vs. Fair Market Price vs. Mission Cost • Perception that AbilityOne is “too expensive” or negotiations too time-consuming • Submit price proposal on time • Explain how the price was developed • Demonstrate understanding of customer’s position during negotiations

  8. Checklist for Success • Business case: Do your homework; Plan strategic approach • PL process: Work with NIB to ensure timely inputs and responses • Price sensitivity: Hone your pricing, based on market data and analysis; support with documentation • Persevere!

  9. Takeaway “We can’t control the wind… but we can adjust our sails.” How do we adjust the sails? Let’s get those SALES!

  10. Contacts Kim Zeich Deputy Executive Director 703-603-2130 kzeich@abilityone.gov Barry Lineback Director, Business Operations 703-603-2118 blineback@abilityone.gov

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