Welcome to “Why you? A Large Business Perspective” Speaker: Debra Humbert, PMP Senior Vice President, Tetra Tech, Inc. University of Pittsburgh, 1980, Chemical Engineering With Tetra Tech for 37+ years Program Manager for $375 million in DoD Contracts Relationship Manager for one of Tetra Tech’s SBA-approved Mentor/Protégé Agreements with an 8(a) firm Member of our Small Business and Partnership Council

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Presentation Topics Who’s the Boss? Large Business as the Prime Small Business as the Prime Commons Traits and Different Perspectives Ideal Goal – Create “Valued” Partner Relationships Helpful Hints when Working with Large Businesses Questions

Who’s the Boss? Set-aside opportunities and 8(a) Direct Awards Government Contract focus Unrestricted opportunities The Large Business is the Prime Large businesses have SB subcontracting goals to achieve Typically we name key subcontractors in our proposal/SF330 Set-aside opportunities and 8(a) Direct Awards You are the Prime You develop your team Large Businesses want to work for you!

LB as the Prime – What do we look for in our Subs? Niche experience/geographic coverage to fill gaps in our services Socio-economic status to support Subcontracting Plan Good past performance (e.g. CPARs, award fee ratings) Good safety record (e.g., better than industry average) Good reputation for quality work Past performance with the potential client (same geography, incumbency) Past experience working with us successfully Management systems such as finance and accounting Relationships/Trust – with the LB and/or with the client

SB as the Prime – What do LBs look for in you? Financial stability Track record of paying subs Can you prepare/lead the proposal? Do you have a majority of the projects for experience? Resumes? Do you share our values of safety, ethics and risk management? Good past performance (e.g. CPARs, award fee ratings) Good safety record Good reputation for quality work Past performance with the potential client (same geography, incumbency) Past experience working with us successfully Management systems such as finance and accounting Relationships/Trust – with the LB and/or with the client

Common Traits We all Seek in Business Partners Whether you are the Prime or a Sub, large or small, we all want our partners to bring: Good past performance (e.g. CPARs, award fee ratings, etc.) Good safety record (e.g., better than industry average) Good reputation for quality work Past performance with the potential client (same geography, incumbency) Past experience working together successfully Management systems such as finance and accounting Financial stability Relationships/Trust – with the potential partner and with the client

Irrelevant of the business size, much of what we look for when teaming should be the same. Common Ground

Ideal Goal – Create “Valued” Partner Relationships Develop successful, multi-year/multi-million dollar relationships Develop a specialized/niche capability than enhances your service offerings Jointly position for strategic pursuits Produce quality work on time and within budget A relationship with respect, integrity, working to achieve mutual benefit Benefits our clients Benefits our employees

Start to Connect the Dots Are you and your potential partner a match? Is it a potential long-term or as-needed relationship? Either is okay, just adjust your expectations Perform so well that they want to work with you again You can’t go after everything Honestly evaluate each opportunity “No-go” decisions have to be made – it’s a business decision “Go” decisions for the wrong reasons can be very expensive – a bad submittal can hurt your reputation

Helpful Hints – Where to begin? With a focus on the services you offer, do your homework What opportunities are upcoming? Which large businesses hold contracts where your services are needed? Identify several large businesses that you believe would be good partners – do your homework How are they organized? Who are the key players? Will they be a good partner? Identify opportunities to work together Be realistic about what you can offer Focus on your strengths

Helpful Hints – Where to begin? (continued) Set up a meeting with the large business to discuss your capabilities and how you can help them If you don’t already know someone to contact, you may have to make a few calls until you find the right person or attend relevant industry events to meet people Address the common traits we all seek in a good partner (past performance, H&S, have you worked together, client relationships, etc.) Discuss the potential opportunities – come prepared. Longer term -- Identify a champion within each of the target large business partners Build the relationship/trust You need them to speak up for your company and guide you to the right people within their organization Become a valued partner or perhaps even an SBA-approved Mentor/Protégé!

Helpful Hints - Business Development Have a written strategy – create a brand identity Maintain your website – include socio-economic status Establish core competencies -- don’t shoehorn your company Guard your company’s reputation Plan prior to the opportunity being posted Be prepared for proposals/SF330 – organize project descriptions, resumes, awards, etc. Build trusted relationships

Helpful Hints – Legal and Contractual Important to keep legal and contractual considerations in mind throughout the project life-cycle Cost proposals (OH, G&A) Compliance with contract terms, HR, systems Registrations/licenses Teaming agreements

Helpful Hints - Speaking of Teaming Agreements… If you are “on the team” there should be a Teaming Agreement (team sub versus named sub) If you are the Prime, you should initiate the Teaming Agreement Exclusivity Prime contractor usually want subs to be exclusive Subs often want non-exclusive teaming agreements Know your position and discuss openly – no surprises

Have Patience

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