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Transitioning from Subcontractor to a Prime Contractor May 3, 2012 Presented by: Hope A. Lane

Transitioning from Subcontractor to a Prime Contractor May 3, 2012 Presented by: Hope A. Lane. Top Reasons For Becoming a Prime Contractor. Privity of Contract Guaranteed Share of Work Direct Relationship with the Gov’t Future Opportunity Identification Greater Profitability

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Transitioning from Subcontractor to a Prime Contractor May 3, 2012 Presented by: Hope A. Lane

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  1. Transitioning from Subcontractor to a Prime Contractor May 3, 2012 Presented by: Hope A. Lane

  2. Top Reasons For Becoming a Prime Contractor • Privity of Contract • Guaranteed Share of Work • Direct Relationship with the Gov’t • Future Opportunity Identification • Greater Profitability • Control Your Own Destiny

  3. Marketing and Business Development

  4. Marketing and Business Development Sub Prime Strategic Relationships with Complementary/ Competitors Feet to the Street at Govt Opportunity Identification Short, Mid & Long-term Focus • Strategic Relationships with Primes • Prime Small Business Liaisons • “Meet the Primes” events • Short-term Focus

  5. Proposaling

  6. Proposaling Sub Prime Understand RFP FAR clauses Form Propsed Team SubK RFPs Mgmt, Project & QA Plans Admin, Technical & Pricing Volumes Proposal Production Significant $ Investment • Flowdown FAR clauses • Contribute to Technical Volume • Past Performance Reference • Key Person Resume • Pricing Spreadsheet • Minimal $ Investment

  7. Contracting

  8. Contracting Sub Prime Subs - Source Selection, RFPs, Cost /Price Analysis, Agreements, Funding, Invoice Review & Payment Negotiate Contract/Mods Resolve Disputes in Performance/Payment Combined Invoice to Gov’t • SubK agreement • Invoice to Prime

  9. Project Execution

  10. Project Execution Sub Prime Manage Project Team Interact with Gov’t Program Office Resolve Disputes Performance Measurement (PPIRS) • Provide Bodies • Respond to Prime Questions

  11. Client Relationship

  12. Client Relationship Sub Prime Primary Client = Government Customer Secondary Client = SubK Procurring Contract Officer (PCO) Administrative Contract Officer (ACO) Contracting Officer Representative (COR) • Primary Client = Prime Contractor • Secondary Client = Government Customer

  13. Reporting Requirements

  14. Reporting Requirements Sub Prime Periodic Status Reports Invoice to Govt SubContract Award VETS-100 Incurred Cost • Provide Input for Prime’s Project Status Report • Invoice to Prime

  15. Business Systems

  16. Business Systems Sub Prime Approved Accounting System Purchasing Estimating Code of Business Conduct Government Property Earned Value Mgmt • “Off the Shelf” QuickBooks • Excel Spreadsheets • Code of Business Conduct

  17. Top Impacts of Becoming a Prime Contractor • Increased Opportunity • Increased Risk – Truth in Negotiations Act (TINA), False Claims Act (FCA), Performance (PPIRS), Working at Risk • Increased Costs – BD, Proposals, Infrastructure, Back Office Personnel, Cost Overruns • Potential Increased Profitability • Control Your Own Destiny

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