Overcoming Obstacles to Government Small Business Contracting

Overcoming Obstacles to

Government Small Business Contracting

March 6, 2007 Alliance Conference

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:

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?


The “Disconnect”

LB “Has” ContractsSB “Wants” ContractsBridge the GapWork Together to get

Both LB and SB Contracts


Three Primary Targets

Technical User

If you don’t communicate with all 3---you Lose!

$C.O.$

SBLO


Customize the ApproachIdentify the “Pain” for…

SBLOSBLOPolitical BuyerPolitical Buyer

UserUserTechnical BuyerTechnical Buyer

Contracting OfficerContracting OfficerFinancial/Policy BuyerFinancial/Policy Buyer


What are the “Right” Appointments?

Multiple Buyers

Different Needs

Different Presentations

(1) Technical Buyer

(2) Political Buyer

(3) Contracting Buyer


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.


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


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?


Talking to the Contracting Officer

When is the right time? What is the right

conversation? What is the right

approach?


Bridging the Gap(1+1 = PO)

COTR/COR (User) = Technical DetailsContracting Officers possess the procurement

“Warrant”.Both User and Contracting MUST understand

your offer. If “they” do not communicate YOU lose.


8(a) Advantages

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


Tools of the Trade

Search LetterSearch Letter

Offering LetterOffering Letter

Acceptance LetterAcceptance Letter


Request for Search Letter

From youTo your SBA BDSRequesting a Specific ProjectBe Specific in Identifying the Project Include Name of the Technical User Include Name, Address, Phone and e-mail address

of the Contracting Officer


Offering Letter

From the government agencyTo your SBA BDSOffers a specific procurement to YOUR firmWrite a sample Offering Letter on plain

letterhead and send to the Contracting Officer Include the specifics of the project


Acceptance Letter

From the SBA BDSTo the AgencyAccepting the procurement, on your behalf

into the 8(a) Program.


PL 109-461

PL 109-461

Effective June 20, 2007

Applies ONLY to VA Prime and Subcontracts


SDVOSB Advantages

Secretary of VA Establishes Prime and Subk goals for VOSBs and SDVOSBs


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.


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


Subcontracting Changes

VA will establish a review mechanism to ensure subcontracts awarded by VA prime contractors go to eligible VOSB and SDVOSB concerns


What Happens Next?

Understand the legislation

Ask questions

Research the VA and how they purchase


Going to Market

Identify and Study Targets in Local AreaKnow SBLO, CO and UserEnter via SBLOs and/or UserSchedule the “Right” AppointmentsMake the Sales CallsListen to NeedsCustomize and Offer the Right Solution


Seeking a Mentor?:Case Study: A process that works

Incremental Increase in Market Share

ROI


Sample Developmental Assistance

Submittals Assistance Joint Sales Calls Small Business Spec. Project Oversight Bonding Assistance

Quarterly Webinars Training Classes Federal Road Shows Agency Meet and

Greets Appointments


Work with a Large Business And Gain

Years of Experience and a stellar reputation in the industry.

National ReachTechnical ExperienceExpanded Capabilities


How Do We Gain Sole Source Opportunities

RelationshipsConsultative

OpportunitiesSolution-Oriented

ApproachUnderstanding the

Federal Customers Needs


Create a Variety of Procurement Options

GSA Sole-Source Limited-Source Station Contracts

Full and Open Competition

J&A for Proprietary Department of Treasury FedSource


Next Steps

Build Contact Database (FBO+more) Identify Geographic Federal TargetsEngage in Face-to-Face Meetings with Key

Pre-identified TargetsOffer Customer Driven Solutions

Questions?


Contact Information

Beverly Kuykendall

Federal and Commercial Contracts, Inc. www.fccicorp.com

(310) 674.7452

[email protected]

Documents

Overcoming Obstacles to Government Small Business Contracting