Selling to the U.S. Government The Small Business Solution

Government and Large Prime Approach  Go Over, Go Under, Go Around, Go Through ……But NEVER GIVE UP!

The Questions:  If Small Business has advocates, SBLOs, Outreach, SBA, Preferential Programs…and Large Business still has the bulk of the business…where is the disconnect?  What is Large Business doing that Small Businesses are not?

The “Disconnect”  Limited Resources  Limited Understanding of the Opportunity  Lack of Understanding of How it Works

Size of the Government Market  Federal Acquisition Spending  $3 Trillion  Small Business Market Share  Small Business Goal 23%  SDB8%  SDVOSB3%  WOB Goal5%  DVBE Business goal3%  HUBZone3%

Procurement Challenges  $25,000 = Competition  EXCEPT 8(a)

Federal Purchases by Category

Three Primary Targets Technical User If you don’t communicate with all 3---you Lose! $C.O.$ SBLO

Customize the Approach Identify the “Pain” for… SBLO Political Buyer User Technical Buyer Contracting Officer Financial/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?

Customizing the Approach: The SBLO  Fair Share to the Small Business  Keeps Track of SB Awards  Level of Influence Varies w/Experience

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?

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.

8(a) Advantages 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

SDVOSB & HUBZONE Advantages  Set-Aside Opportunities vs. Full and Open  Sole-Source for Proprietary Only  Limited Source: Few SDVOSB’s Meet Fed Requirements for Gov’t Requirements

Tools of the Trade Search Letter Offering Letter Acceptance Letter

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 address of the Contracting Officer

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

Acceptance Letter  From the SBA BDS  To the Agency  Accepting the procurement, on your behalf into the 8(a) Program.

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

Tremco Developmental Assistance  Submittals Assistance  Joint Sales Calls  Small Business Spec.  Project Oversight  Bonding Assistance  Quarterly Webinars  Training Classes  Federal Road Shows  FAA Meet and Greets  Appointments

Meeting the Buyers  Make Appointments  Joint Presentations  Attend Conferences & Expos  SBA Calendar of Events   Attend Orientation Sessions  Attend Pre-Bid Meetings

Work with a Large Business And Gain  Years of Experience and a stellar reputation in the industry.  National Reach  Technical Experience  Expanded Capabilities

How Do We Gain Sole Source Opportunities  Relationships  Consultative Opportunities  Solution-Oriented Approach  Understanding the Federal Customers Needs

How do Federal Agencies Contract?  Credit Cards  Purchase Orders (PO)  Basic Ordering Agreements (BOA)  Indefinite Delivery/Indefinite Quantity (IDIQ)  Fixed Price Contracts  Federal Supply Schedules (FSS) Methods of Contracting

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 Targets  Engage in Face-to-Face Meetings with Key Pre-identified Targets  Offer Customer Driven Solutions

Contact Information Beverly Kuykendall Federal and Commercial Contracts, Inc. (310)