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Overcoming Obstacles to Government Small Business Contracting

Overcoming Obstacles to Government Small Business Contracting. What ARE the obstacles?. 1. 2. 3. 4. 5. 6. Take Contrary Action!. Go Over, Go Under, Go Around, Go Through ……But NEVER GIVE UP!. The Question:.

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Overcoming Obstacles to Government Small Business Contracting

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  1. Overcoming Obstacles to Government Small Business Contracting

  2. What ARE the obstacles? • 1. • 2. • 3. • 4. • 5. • 6. March 6, 2007 Alliance Conference

  3. Take Contrary Action! • Go Over, Go Under, Go Around, Go Through ……But NEVER GIVE UP! March 6, 2007 Alliance Conference

  4. The Question: • If Small Business has the U. S. SBA, PCRs, PTAC, MBDA, Small Business Specialists, SBLOs, Legislative Preferential Programs, SB Conferences designed especially for Small Business, etc., then why does large business still have the bulk of the business? • What’s the disconnect? March 6, 2007 Alliance Conference

  5. The “Disconnect” • LB “Has” Contracts • SB “Wants” Contracts • Bridge the Gap • Work Together to get Both LB and SB Contracts March 6, 2007 Alliance Conference

  6. Three Primary Targets $C.O.$ Technical User SBLO If you don’t communicate with all 3---you Lose! March 6, 2007 Alliance Conference

  7. Customize the ApproachIdentify the “Pain” for… SBLOPolitical Buyer UserTechnical Buyer Contracting OfficerFinancial/Policy Buyer March 6, 2007 Alliance Conference

  8. Multiple Buyers Different Needs Different Presentations (1) Technical Buyer (2) Political Buyer (3) Contracting Buyer What are the “Right” Appointments? March 6, 2007 Alliance Conference

  9. Customizing the Approach:The Technical Buyer • Who is it? • What problem are they attempting to solve? • How does your product/service help to solve the problem? • Do you have an existing contract? IDIQ, GSA, etc. March 6, 2007 Alliance Conference

  10. Customizing the Approach:The SBLO • Fair Share to the Small Business • Keeps Track of SB Awards • Level of Influence Varies w/Experience • Ask for Technical User Contact Info March 6, 2007 Alliance Conference

  11. Customizing the Approach: The Contracting Officer • How do I Purchase? • Vehicles Available? • Easy to Use? • Are they Fast? • Are they Protestable? • Are they Politically Correct? March 6, 2007 Alliance Conference

  12. Talking to the Contracting Officer • When is the right time? • What is the right conversation? • What is the right approach? March 6, 2007 Alliance Conference

  13. Bridging the Gap(1+1 = PO) • COTR/COR (User) = Technical Details • Contracting Officers possess the procurement “Warrant”. • Both User and Contracting MUST understand your offer. • If “they” do not communicate YOU lose. March 6, 2007 Alliance Conference

  14. Sole-Source Opportunities vs. full an open competitive bids. Set-Aside Opportunities – Bid among 8(a) firms only—this narrows the competitive landscape. Agency Goals 8(a) Advantages March 6, 2007 Alliance Conference

  15. Tools of the Trade Offering Letter Acceptance Letter Search Letter March 6, 2007 Alliance Conference

  16. Request for Search Letter • From you • To your SBA BDS • Requesting a Specific Project • Be Specific in Identifying the Project • Include Name of the Technical User • Include Name, Address, Phone and e-mail address of the Contracting Officer March 6, 2007 Alliance Conference

  17. Offering Letter • From the government agency • To your SBA BDS • Offers a specific procurement to YOUR firm • Write a sample Offering Letter on plain letterhead and send to the Contracting Officer • Include the specifics of the project March 6, 2007 Alliance Conference

  18. Acceptance Letter • From the SBA BDS • To the Agency • Accepting the procurement, on your behalf into the 8(a) Program. March 6, 2007 Alliance Conference

  19. PL 109-461 • PL 109-461 • Effective June 20, 2007 • Applies ONLY to VA Prime and Subcontracts March 6, 2007 Alliance Conference

  20. SDVOSB Advantages • Secretary of VA Establishes Prime and Subk goals for VOSBs and SDVOSBs March 6, 2007 Alliance Conference

  21. SDVOSB Eligibility Requirements • Must be registered in VetBiz.gov Vendor Information Pages (VIP) • Businesses in the VIP database on 12/22/2006 are presumed eligible for one year • Surviving spouses are eligible for 10 years, unless they remarry or sell their ownership interest. March 6, 2007 Alliance Conference

  22. Cos Can Award Sole-Source to SDVOSBs: • (1) The CO determines that you are a responsible contractor • (2) The award price will not exceed $5MM for manufacturing or $3MM for other NAICS and • (3) The price is fair and reasonable March 6, 2007 Alliance Conference

  23. Subcontracting Changes • VA will establish a review mechanism to ensure subcontracts awarded by VA prime contractors go to eligible VOSB and SDVOSB concerns March 6, 2007 Alliance Conference

  24. What Happens Next? • Understand the legislation • Ask questions • Research the VA and how they purchase March 6, 2007 Alliance Conference

  25. Going to Market • Identify and Study Targets in Local Area • Know SBLO, CO and User • Enter via SBLOs and/or User • Schedule the “Right” Appointments • Make the Sales Calls • Listen to Needs • Customize and Offer the Right Solution March 6, 2007 Alliance Conference

  26. Seeking a Mentor?:Case Study: A process that works • Incremental Increase in Market Share • ROI March 6, 2007 Alliance Conference

  27. Submittals Assistance Joint Sales Calls Small Business Spec. Project Oversight Bonding Assistance Quarterly Webinars Training Classes Federal Road Shows Agency Meet and Greets Appointments Sample Developmental Assistance March 6, 2007 Alliance Conference

  28. Work with a Large Business And Gain • Years of Experience and a stellar reputation in the industry. • National Reach • Technical Experience • Expanded Capabilities March 6, 2007 Alliance Conference

  29. How Do We Gain Sole Source Opportunities • Relationships • Consultative Opportunities • Solution-Oriented Approach • Understanding the Federal Customers Needs March 6, 2007 Alliance Conference

  30. GSA Sole-Source Limited-Source Station Contracts Full and Open Competition J&A for Proprietary Department of Treasury FedSource Create a Variety of Procurement Options March 6, 2007 Alliance Conference

  31. Next Steps • Build Contact Database (FBO+more) • Identify Geographic Federal Targets • Engage in Face-to-Face Meetings with Key Pre-identified Targets • Offer Customer Driven Solutions March 6, 2007 Alliance Conference

  32. Questions?

  33. Contact Information Beverly Kuykendall Federal and Commercial Contracts, Inc. www.fccicorp.com (310) 674.7452 Beverly@fccicorp.com March 6, 2007 Alliance Conference

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