National 8(a) Association Information and Observations on the SBA All Small Mentor Protégé Program Presented by: Fritz Meyer, P.E., Senior VP Director of Federal Programs for EA Engineering, Science, and Technology, Inc., PBC (Small Business Protégé) Alan Fillip Army National Account Manager for Amec Foster Wheeler Environment & Infrastructure (Large Business Mentor) National 8(a) Association 2018 Small Business Association Nashville, TN | January 31, 2018

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses Agenda What is the All Small Mentor Protégé Program (ASMPP) and How do you Apply Expected Timeline for SBA Review and Approval Selecting the Protégé: Large Business Perspective Selecting the Mentor: Small Business Perspective How We are Making it Work for Us Our Observations Questions

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses How Did This Happen? The Small Business Jobs Act of 2010 (Jobs Act) was one of the few things passed without major turmoil. It appears that our elected officials, regardless of party affiliation, like SB. One of the provisions in the Jobs Act allowed the Small Business Administration (SBA) to create Mentor-Protégé (M-P) programs for economically or socially disadvantaged SBs. The National Defense Authorization Act (NDAA) for Fiscal Year 2013 specifically authorized the SBA to establish a M-P Program for all SB concerns. Who is Affected? SBA now has a single, Government-wide M-P program for ALL SB concerns. This means there is now one M-P program for ALL NAICS codes and disadvantaged categories [8(a), WOSB, SDVOSB, HUBZone] and SBs—the ASMPP.

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses What is the All Small Mentor-Protégé Program? Single, all-inclusive Small Business program—intended to protect the interests of SB and increase their opportunities in the Federal marketplace. Modeled on the successful 8(a) Mentor-Protégé program. Rule became effective August 24, 2016; SBA began accepting applications on October 1, 2016. Allows a SB Protégé and a LB Mentor to enter into a M-P Agreement. Agreement effective for 3 years, and potentially renewable for an additional 3 years. Permits Protégé and Mentor to form integrated, unpopulated Joint Ventures (JVs) to propose as a SB on Federal Procurements under NAICS codes for which the Protégé qualifies as small.

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses What are some of the Rules of the All Small Mentor Protégé Program? See 13 CFR 124.520 for a complete listing. The SB Protégé can claim the assets (including performance experience) of the LB Mentor as if they owned them. In return, the LB Mentor may perform 60% of the work on a SB set-aside contract awarded to the JV. The rules allow for a 40% ownership interest in the Protégé by the Mentor. Mentor may have 3 Protégés and the Protégé may have 2 Mentors. But none of the above can compete against each other. The SB partner is in administrative control of the M-P JV. The SB partner must employ the Project Manager for each contract. Either member can terminate the M-P with 30 days notice.

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses Requirements to Apply: Active registrations in the System for Award Management (SAM). Both firms must be for-profit. Protégé must be considered small for the NAICS code(s) in which it is seeking assistance. How to Apply: SBA ASMPP Website: https://www.sba.gov/contracting/government-contracting-programs/all-small-mentor-protege-program Available Resources: https://www.sba.gov/contracting/government-contracting-programs/all-small-mentor-protege-program/resources

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses Steps to Complete/Submit Application: 1. Complete online training module (Protégé and Mentor; <30 minutes; Easy). 2. Create written Mentor-Protégé Agreement (Protégé and Mentor; <1 week; Easy). Use template on SBA Website. Agreement must be in NAICS code identified in SAM.gov as the Protégé’s primary or secondary code. Work together to set goals in each of the 6 Assistance categories—Management, Technical, Financial, Contracting, Trade Education, Business Development, Administrative Identify/describe each company’s existing/active M-P agreements, if applicable Requires signatures of the Protégé and Mentor officers who are authorized to bind the companies. 3. Create Business Plan (Protégé with Mentor review; <1 week; Easy). 4. Complete online application at certify.sba.gov. (Protégé; <30 minutes; Easy). Enter Protégé’s Contact/Business Information, including DUNS number. Enter Mentor’s DUNS number. Answer questions regarding eligibility requirements. Identify Assistance goals. Upload copies of written M-P Agreement and Business Plan. Upload certificates of completion for the training module (Protégé and Mentor). Upload copies of active M-P Agreements or SBA size redetermination letter(s), if applicable (Protégé). Certify, sign, and submit.

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses Timeline to Obtain our Approval from SBA November 23, 2016: Submitted our application. November 30, 2016: SBA requested EA and Amec Foster Wheeler Organizational Charts. December 11, 2016: SBA requested additional financial statements. December 14, 2016: SBA approved our application.

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses Amec Foster Wheeler’s Process to Select a Protégé: We asked ourselves why enter into an ASMPP Partnership? Necessity—increasing number of large dollar SB set-asides Being prime in a JV is better than being a sub Formalize a strategic relationship Develop a long-term plan Greater “investment” in relationship: marketing, client focus Continuity to strengthen proposals Working together on projects Sharing personnel resources Joint past performance

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses Selecting a Protégé: Large Business Process, cont. Long term relationship, want to get it right. De-selection: From many candidates to top 3; considered past relationships/available info. Extensive interview with top 3; two primary criteria for evaluation. First Criteria: Facts and Figures NAICS codes – drives what you can bid on Number of people, disciplines, offices, locations Safety record Finances, bonding Clients- diversity CPARS – any skeletons? Organizational structure

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses Selecting a Protégé: Large Business Process, cont. Second Criteria: Ideas/Discussion Why do you want to be a protégé, what do you hope to achieve? As the Protégé, what do you bring to the relationship? What are your strong service areas How are go/no go and other decisions made in your company? What are your 1- and 5-year growth plans? What areas of developmental assistance does your company need? What is your bidding posture: Aggressive? Risk adverse?

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses EA’s Process to Select a Mentor: It wasn’t very scientific Asked our senior leaders (operations/client program managers) to pick the three LBs they liked the most, for whatever reason. Engaged in discussions with the five LBs with the highest number of votes. We defined our key goals Help us win work with clients we don’t have and that they have existing relationships. Help ensure that we continue to win with our existing clients. Help us to expand into new geographies, including International, using their office space as a starter. Help us to expand into new environmental service lines. Secondary goal of help with technical, administrative, business development, policy/practice implementation, bonding, marketing, proposal writing, costing or financial support.

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses EA’s Process to Select a Mentor: We contacted each of the five candidates Two were already committed to continuing their existing 8(a) M-P relationships. One was not certain that they wanted to jump into a M-P relationship. We conducted interviews with the remaining two/focused on: Clearly understanding each others goals Sharing near- and long-term Federal contract targets to identify synergies or conflicts Examining past experiences to identify the potential for issues

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses Making it Work Identify dedicated ASMPP Points of Contact (POCs) from EA and Amec Foster Wheeler Senior Officer (“The Hammer”) and a Proposal Development Coordinator Develop POC list—matchup managers on each side (Service Line/Client, Contracts, F&A, QC, H&S, HR, etc.) Conduct a Program Kickoff Meeting with those that are “voluntold” to support ASMPP goals Promote the relationship internally Conduct regular communication Standing telecom with set agenda (weekly to get program off the ground; changed to biweekly) Face-to-face meetings

SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses Making it Work Develop pursuit strategy—M-P JV isn’t right for every opportunity, do what makes sense. Identify list of targeted opportunities Plan ahead; prioritize targets and activities Develop slick sheets Plan and attend joint client marketing and conferences Document mentoring moments Annual reports are required from both Protégé and Mentor—due within 30 days of the anniversary of SBA’s approval. Be open and honest—say what works and what doesn’t.

Our Observations on the ASMPP Questions? SBA’s All Small Mentor-Protégé Program: A Win-Win for both Small and Large Businesses Our Observations on the ASMPP Questions?