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OxleyConsulting, LLC
• Government Business Development• Management Consulting• Capital Partners
Agenda
1. Why do business with the Federal Government?
2. Partnering strategy3. NFIB member examples4. Keys to Success
Copyright 2016, Oxley Consulting, LLC
Set-aside Goals
• Small Business 23%• Small Disadvantaged Business (SDB) 5%• Woman-owned Small Business (WOSB) 5%• HUBZone 3%• Veteran-owned Small Business (VOSB) 3%• Service Disabled VOSB (SDVOSB) 3%~ Native American & Alaska Native
FAR Part 19, Public Laws, Code of Federal Regulations
Copyright 2016, Oxley Consulting, LLC
Contract Goal Grades
Small Biz BenefitsCompetitive 8(a) Award
• Expectation that at least two eligible and responsible 8(a) firms will submit offers and award can be made at a fair market price;
• Acquisition will exceed $3.5 M for most NAICS
SDVOSB Sole Source• Only one SDVOSB can satisfy the requirement;• The anticipated award price of the contract (including
options) will not exceed $3M for most NAICS;• The SDVOSB has been determined to be a
responsible contractor with respect to performance; AND
• Award can be made at a fair and reasonable priceCopyright 2016, Oxley Consulting, LLC
Naics codes561311: Employment Placement Agencies: nurse registries
$29M (FY14)
621610: Home Health Care Services: home nursing services, nurse associations (visiting), nursing agencies
$246M (FY14)
621399: Offices of All Other Miscellaneous Health Practitioners: home nursing services, Licensed practical nurses (e.g., offices, centers, clinics), nurses’, licensed practical or registered, practical nurses’ offices, registered nurses’ offices
$1.4B (FY14)
813920: Professional Organizations: nurses’ associations$445M (FY14)
Copyright 2016, Oxley Consulting, LLCTotals sourced from Govtribe.com
Leaders in NAICS 561320 (Temporary Help Services)
Sourcing B 2 B sales
Next Steps
• Federal Supply Chain Schedule (FSS)• Also known as “GSA Schedules”• Apply at $10k Federal sales mark• Useful but not the end all/be all
• Govt. credit card limits at $3500
Copyright 2016, Oxley Consulting, LLC
GSA eLibrary: Nurse AssistantSchedule 621-040
GSA Schedule 621- I
Professional & Allied Healthcare Staffing Services:
Physicians, Dentists, Nurses, Pharmacists, Orthos, PTs, etc.
Fiscal Year VA Sales Other GovtAgencies
State & Local Sales
Total Sales
2015 $277,801,320 $159,127,777 $333,207 $437,262,304
2014 $270,944,012 $161,881,476 $611,796 $433,437,284
2013 $262,734,718 $164,995,007 $403,591 $428,133,317
http://www.va.gov/oal/business/fss/schedulesales.asp
Mentor Protégé Program
Benefits:• Large companies can form Joint Ventures with Protégé
in order to attack Small Business set-aside RFPs.• Large companies can teach, vet and optimize Protégé.
What better way to make an acquisition?• A small business with a large prime partner is less
risky to the Government.• Small businesses benefit from learning the minutia
from the Mentor: contract administration, finance, etc.
Copyright 2016, Oxley Consulting, LLC
NFIB Member Snapshot
Master Marine, Bayou La Batre, AL• Small Business, $69M revs, 205 employeesRIGHT: • Great location on Gulf coast; right govt certifications, strong
past performance• Wins RFPs and IDIQs (new $45m CG MATOC); accepts
credit cards• “Land and expand” strategy – started with ship repairs and
levered skills into full shipboard metal fabricationSuggestions:• GSA Schedule 84 SIN 260 13 Marine Craft Repair• More outreach to Pensacola and Pascagoula bases• Branch into services – esp towing and dredging
Copyright 2016, Oxley Consulting, LLC
NFIB Member Snapshot
Strategic HR Solutions, Linton, IN• CVE Certified Veteran Owned Small Business RIGHT: • VOSB is significantly advantaged now at VA as a result of
Kingdomware decision last Friday (Rule of Two).• Compliant govt softwareSuggestions:• VA FSS Schedule 736 “TAPS” $1.1B recompete soon• Narrow focus: staffing to govt agencies and outsourced
back office for other small govt contractors (to meet subcontractor goals)
• Regularly update FPDS profile to rise to the top.Copyright 2016, Oxley Consulting, LLC
Keys To Success1. Create relationships with the entire contracting
food chain
2. Do your research
3. Start early: use Rule of Two @ RFI stage
4. Mitigate risk
5. TenacityCopyright 2016, Oxley Consulting, LLC
What did he just say???
CCR - Central Contracting RegistrySAM - System for Award ManagementSBA - Small Business AdministrationNAICS - North Amer. Industry Classification SystemOSDBU - Office of Small & Disadvantaged Business
Utilization DUNS - Dun & Bradstreet #FBO - www.FedBizOpps.govFAR - Federal Acquisition Regulation
Copyright 2016, Oxley Consulting, LLC
Thank You
Copyright 2016, Oxley Consulting, LLC
Elvis Oxley, President(202) 251 – 1866
GovernmentContracting.net
