Purpose

1. U.S. General Services Administration. Federal Acquisition Service.Initiating Partnering Opportunities Christy L. JackiewiczOffice of Small Business UtilizationMay 2011

2. Purpose • Identify 3 Different Types of Partnering Agreements and their Benefits • Determine How to Locate Opportunities • Determine How to initiate partnering relationships • Identify Tools for successful partnering • Provide Helpful Guidance

3. Benefits and Challenges

4. Locate Partnering Opportunities • Industry Matchmaking Events – Both government and private industry host • Government and Commercial Industry Days – focus on your specific area of business • Small Business Conferences – Often includes matchmaking • Follow Websites, Social Media and Newsletters • Show support for other small business groups and actively participate in events that celebrate their achievements. www.gsa.gov/events www.Twitter.com/gsaosbu

5. Locate Partnering Opportunities • Select Reputable Business Development Database Services • Review Awarded Contractors on Fedbizoppswww.fbo.gov • Reach out to GSA MAS contractors through the Schedules eLibrary Database – Large businesses have a subcontracting requirements www.gsa.gov/elibrary

6. 11 Easy Steps to Initiate New and Lasting Partnerships • Introduce - Use every opportunity to meet new potential partners • Exchange Information – Never leave home without your business cards and a pen • Go to breakfast/lunch/dinner– Set up a time within the first two weeks • Go to other things together– meet at events of mutual interest • Determine value add – both sides should benefit from the partnership

7. 11 Easy Steps to Initiate New and Lasting Partnerships • Propose a collaboration – Once you find an opportunity invite them to the table • Develop the terms/promises – If both sides see the potential, determine the rules to the game • Sign an agreement/contract – put everything in writing • Begin the Journey – work hard and enjoy the success • Implement short and long term goals – Determine if there is a real future and if so, make plans of attack • Check in often to make sure both sides are experiencing success– re-evaluate the partnership every 6 months to a year to make sure you continue to grow and prosper.

8. Partnership Value-Add Checklist(plan to assess in at least the first 2-3 meetings) • Positive Reputations • Successful Contracts • Accessible Location (services more than products) • Appealing Niche • Certifications • Memberships • Past Performance • Steady Growth

9. Tools for Successful Partnering • Social Media – join special groups looking for the same kind of business opportunities • Subcontracting Registry Sources- • Most Federal Agencies have an updated directory • Many large business have registration for their directory • Prime Contractor list • Most Federal Agencies have an updated directory

10. Tools for Successful Partnering • Small Business Incubators • Designed to support small business by providing business support and other helpful resources • OSDBU – Every Federal Agency has one. www.osdbu.gov • Consulting, Project information • Mentor Protégé Programs (GSA, DOD, SBA, etc.) • Bringing business together • Sharing knowledge and opportunities • Give and Take

11. Helpful Guidance • Put everything in writing • Consider • Rotating Prime Representation • Length of Commitment • Terms and Conditions for Exiting the Partnership • Track FBO for Government Trends • Sustainability • Women Owned Small Business Set-Asides

12. Helpful Guidance • Look for Synopsis without a Solicitation • Build with Government Rep • Learn about Agency Goals • Support the development of the procurement • Develop social connections with potential partners • Consider providing samples of your capabilities through small projects • Be prepared to sum up your capabilities and past performance in less than a minute.

13. Small Business Solutions Christy Jackiewicz Outreach Program Manager Office of Small Business Utilization www.gsa.gov/osbu 1-855-OSBUGSA