Winning and Implementing Government Contracts By Lamont Hames LMH Strategies, Inc. National Sponsored Programs Administr

1. Winning and Implementing Government Contracts By Lamont Hames LMH Strategies, Inc. National Sponsored Programs Administrators Alliance Conference June 6, 2013

2. LMH Strategies, Inc. • Mission:LHM Strategies, Inc. a management consulting firm, leverages Federal government management, industry, and higher education relationships to provide business development services that increase Federal and Commercialrevenue streams to HBCUs. • Build the immediate and long term capacity of HBCUsto participate in Federally funded programs • Procure and sustain lucrative Federal funding that strengthens the institutions resources and ability to attract, retain, and graduate outstanding students • Diversify institutions’ revenue streams and increase their share of Federal dollars which may increase unrestricted revenue • Increase institutional competitiveness in a highly competitive higher education environment

3. Declining Federal HBCU Investments LMH Strategies, Inc.

4. LMH Strategies, Inc. • Total Higher Education Federal Funding: • 2009 saw the highest levels of funding to HBCUs by the Federal government; since 2009 funding has decreased to all HBCU’s by 47% • According to the most recent Department of Education report, funding for scholarships and tuition assistance account for 70.9% of all HBCU support • In 2009, 2.7% ($4.7B) of IHE funding awarded to HBCUs. • Once you remove Title III and Pell Grants approximately $1.4B awarded to HBCUs in grants and contracts • .23% ($407M) of IHE funding awarded to UNCF member institutions • Once you remove Title III and Pell Grants approximately $118M awarded to UNCF member institutions in grants and contracts

5. LMH Strategies, Inc. What Is Need Now….to reverse the trends • Advocate Federal Agencies • Monitor & Oversight of Federal Laws and Executive Orders enacting HBCU/MSI programs in the Federal Government • Federal Agency Memorandum of Agreement(s) • White House Initiative on HBCU’s • Technical Assistance • Establish HBCU National Contracting Center and presence in Washington, DC • Support and augment Inst. Sponsored Programs Offices (40% of UNCF Institutions do NOT have SPO’s) • GSA Schedule Mission Oriented Business Integrated Services (MOBIS) Contract • Establish HBCU Consortium(s) • Developing national CRM and HBCU/MSI Capabilities Database • Project Management • Procurement Policy & Initiatives • Develop Institutional Pipeline of Federal Grants • Develop HBCU/MSI Contracting & Subcontracting Reports • Pursue Cooperative Agreements • Pursue Mentor-Protégé Programs • Pursue SBIR/STTR

6. LMH Strategies, Inc. Federal Marketplace for HBCU/MSI’s Opportunities (Q1) 2013: Source: Grants.gov & Govwin.com Federal Marketplace for HBCU/MSI’s Opportunities (Q2) 2013: $131,000,000

7. LMH Strategies, Inc. • In Reach to Schools - Identification of HBCU Core Capabilities • Consolidate information on existing capabilities, labs, resources and partnerships • Conduct and capture outreach to sponsored program offices, faculty and administration • FEDERAL BUSINES DEVELOPMENT TRAINING FOR HBCU’S

8. LMH Strategies, Inc. • Opportunity Identification, Announcement, Training • Prioritize procurement opportunity PIPELINEwith Federal project-ready institutions • Identify and distribute opportunities and announcements for Federal awards • Launching a Federal Training Program for HBCU’s: Federal Business Development and Proposal Writing

9. LMH Strategies, Inc. • Teaming Partner Identification and Relationship Building • Consortium Management • Identifies, recruits and organizes clusters of IHE’s with aligned skills, resources and expertise for targeted Federal solutions • Multiple partnerships and agreements with large, medium and small federal contracting primes to utilize IDIQ Vehicles • GSA MOBIS (prime) • Seaport-e • CIOSP • PMSS3 • Others

10. HBCU R&D Consortium Established to conduct research and development activities that advance scientific, technology, engineering and mathematical (STEM) skills to develop solutions for national defense, homeland security, medicine, energy and space Sampling of research and technical capabilities for over 40 leading HBCUs/MIs

11. LMH Strategies, Inc. HBCU Federal Government Implementation Strategy Federal Opportunities Institution Acquisition & Procurement “Deal Flow” Post Award Mgmt. Support HBCU & STEM Oversight Federal Agency Outreach Proposal & Technical Support Program Management Monitor Laws, Regulations, E.O, and Policy Impacts Assist with RFP & Proposal Strategy Federal Compliance Reviews Department of Defense; ARMY; NAVY; AIR FORCE (PM’s) Customer Communications Identify, Market and Advocate HBCU Capabilities to Federal Decision Makers Homeland Sec. & Intel (PM’s) Direct Proposal Process and provide technical support Records & File Keeping Support Civilian Agencies (PM’s) Coordinate strategy with White House Initiative/HBCU’s Assist with Cost Proposals Progress Reports Federal Prime Contractors Research Consortium Confirm Federal STEM Objectives Program Expansion Most Fed. CTR’shave NO formal relationship with HBCU’s Manage Consortium Members Gather Federal STEM Req. Ad Hoc Service and Support Business Development Support HBCU Vendor/Supplier Mgmt. Identify Federal Funding Programs & “Target” Opps. Proposal Writing Training Fed. SBIR & STTR Programs Contract Vehicle Management Research Federal Grant & Ctr’s Program Kick Off Support STEM Knowledge Forums Secure Contracts & Grants using Agency or GSA Vehicles Cluster Marketing (i.e. HBCU Cyber Security Working Group and Energy Consortium) Align HBCU Capabilities with Federal Interests NSPAA* Assist with Contract Mgmt. on behalf of HBCU’s Knowledge Management (In-Reach) Joint Marketing: (i.e. NSF, HHS, NASA, Northrup Grumman Corp) Federal Agency MOA’s (i.e. FEMA, SBA, MBDA, Others Assist with Workflow and Business Process for HBCU’s Comm. With HBCU’s 3rd Party Professional Services and Consulting as needed HBCU Start-up Initiative Update HBCU CRM Operations Compliance NSPAA* Higher Education Business Events (i.e. Nat’l Academies of Science) Pipeline Report to HBCU’s HBCU National Contracting Center / Federal Project Management Support

12. NAVIGATING THE DEPARTMENT OF DEFENSE: AN ILLUSTRATION Influencing Dept. of Defense STEM & HBCURevenueStream Strategy External Influencers: ASEE, Nat’l Academies of Science, Bus.& Higher Education Forum, Nat’l Defense Industries Assoc. Congressional Committees: House Armed Services Committee Staff Tim McClese Kevin Gates National Defense Authorization Act DoD: Procurement Policy DoD: STEM Strategic Plans & Policy $ Defense Budget Andre Gudger, Director,Office of Small Business Programs Joseph Misanin, Deputy Director, SBIR & STTR Farooq Mitha, Staff HBCU HBCU NEW STEM CLAUSE IN RFP’s FEDERAL REGISTER HBCU HBCU Victoria Bowens, Col, USAF Senior Military Advisor, Diversity Management & Equal Opportunity Department of Defense, Pentagon $100M IHE Budget Sean Crean, Director,NAVY Small Business Programs Installation Small Business Specialists Karen Harper STEM Program Manager National Defense Education Programs Charmane Collins, Program Manager, Minority Serving Institutions Joseph McDade Jr., Director,Air Force Small Business Programs Installation Small Business Specialists White House Initiatives Office: Historically Black Colleges & Universities HBCU External Organizations $ MSI Budget $ 85% of ARMY Budget Tracey Pinson, Director,ARMY Small Business Programs Cynthia Lee, HBCU/MI Program Manager Installation Small Business Specialists Gary Strack, Director of Air Force STEM Outreach Coordination Office Dennis Via, Commanding General ARMY Materiel Command, Huntsville, AL Nancy Small, Associate Director Small Business Specialist and HBCU/MI programs Enjoli Ramsey Air Force STEM Diversity Outreach Program Manager Oakwood University well positioned RFP’s, Grants, Cooperative Agreements Ed Lee, U.S. Air Force Office of Scientific Research HBCU/MI Program Manager $ MSI Budget Djuana Lea, Ph.D Program Element Monitor, Basic Research AF Science & Technology Division Office of Naval Research HBCU/MI Program Manager $ MSI Budget HBCU Centers of Excellence and UNCF Consortia Pressure Points where UNCF must exert STEM input Intuitions on “RFP” ALERT LMH Strategies, Inc. External Community, Associations, an Influencers Internal Advocate, Policy, and Stakeholder

13. LMH Strategies, Inc. • SMALL BUSINESS • Commercial • Access to HBCU/MI market • Qualified Staff • Federal Contractors • Access to decision-makers • Capability marketing • Competitive Teaming Partners • Bid & Proposal support • Back-end office support • Qualified staff • PRIVATE INDUSTRY • Commercial • Access to HBCU/MI market • Qualified Staff • Federal Contractors • Competitive advantages • Competitive Teaming Partners • Meet set-aside requirements • Qualified staff “Eco-System” For Success • HBCUs/MIs • Access to funding sources • Capacity Building • Capability Marketing • Competitive Teaming Partners • Bid & Proposal Support • Back-end office Support • Access to business support systems • Cost/operational efficiencies • FOUNDATIONS • Fulfillment of minority focused philanthropy goals • GOVERNMENT • Mission support (STEM) • Socio-economic Business • Minority Higher Education • Diverse human capital • NEXT GENERATION WORKFORCE • Career Development • Opportunity • Employment

14. LMH Strategies, Inc. Save the Date Tele-Seminar on Federal Business Development for HBCU’s – Friday, June 14, 2013 2 - 3 pm EST Point of Contact: LMH Strategies, Inc. Lamont HamesPresident & CEO lhames@lmhsi.com301-655-0608