Contracting Officer Podcast Slides Knowledge & Insights From Contracting Officers

Episode 057 Original Air Date: December 13, 2015 What is an Industry Day? Original Air Date: December 13, 2015 Hosts: Kevin Jans & Paul Schauer

Formatting notes Hyperlinks: Blue font indicates hyperlinks – presentation must be in ‘Slide Show’ mode to activate the link Red bold font indicates a point of emphasis Green bold font indicates CO’s personal comment or perspective

Introduction Industry Day is often used to kick off a competition. They are also called Pre-proposal conferences. Lets talk about: What they are What they are NOT How both sides can make the most of them

When does the Industry Day happen? Acquisition Time Zones (from Podcast Episode 003) Requirements Zone Market Research Zone RFP Zone Source Selection Zone (or sole source)

Industry Day, per FAR Supplements Defense Information Systems Agency (DISA) Acquisition Regulation Supplement (DARS) Part 10 (S-93): The contracting officer shall notify the Office of Small Business Programs of all industry days, including date, time and location of event using the following title “Industry Day Notification” and send a notification to the following email account: disa.meade.osbp.mbx.ditco-small-business-office@mail.mil NMCARS: BCM: 2(d): Describe any Requests for Information issued or Industry Days held as part of market research (FAR 10.002(b)(2)) and the industry response in terms of potential for competition.

Industry Day is…. Research seems to imply it’s a DoD “thing” – common to DoD, but not exclusively Meeting to discuss current or future requirements (usually an upcoming RFP) Intent is usually 2-way communication – tends to be 90/10 from Government Can be hours or days in length For major systems might be a multiple day event Typically: Open forum group session, followed by one-on-one interviews Industry Days are usually announced on FedBizOpps (FBO)

Industry Day can be: Good opportunity for Government to get feedback on proposed strategy Good opportunity for industry to get a better understanding of what Government needs Good method for industry to shape an RFP towards their offering

Typical Industry Day Goals To encourage synergy between Government and industry Incorporate Industry comments into the RFP development process Communicate program requirements and ‘notional’ schedule Provide updates to Industry on future program developments and acquisitions

Beware – Industry Day can also be: A time vampire (for both sides) A resource drain (for both sides) A very expensive PowerPoint presentation, OR A networking bonanza! A great way to refine the “how” of an acquisition A great place to get industry buy in

Why are Industry Days important? It’s one of the Gold Standard items in the pre-award process However, without defined goals it can be a waste of time for both sides It’s a great way to open dialogue, or close it! There is an art to having Industry Day Too early: before requirement is done. Too confusing for industry to plan Too late: no chance to change requirements (or incorporate Industry input)

Why Should Government Care? You’ll get better companies when the goals are clear Companies who are not a fit will self-eliminate Be sure you thoroughly explain the way ahead Don’t make it a waste of money for industry (it all shows up in your rates) Don't just read a bunch of charts. (You could just send out or post them) Share meaningful information with the intent of starting a dialogue (even though that won't happen during the Industry Day) Don’t be too early or too late – Ask!

Why Should Industry Care? Why are you there? What’s your ROI (Return on Investment)? Have a plan and a purpose Shaping? Teaming? Learning? RUN THE RFP Score FIRST!!! This is not a sales call…it’s a networking and RECON mission.

Summary Government team: explain what it is so they show up ready Industry team: show up ready Make these worthwhile for both sides by being INTENTIONAL. Don’t just check a box!

Contact us We are on LinkedIn, Twitter and Facebook We also started the Government Contracting Network Group on Facebook. Join us there! Send your topics to paul@Contractingofficerpodcast.com For Community support, contact Shelley Hall at shelley.hall@skywayacquisition.com