Increasing Small Business Access to VA Procurements Tom Leney, Executive Director, Small and Veteran Business Programs Office of Small and Disadvantaged Business Utilization (OSDBU) U.S. Department of Veterans Affairs National 8(a) Association 2015 Winter Conference February 4, 2015

Increased Opportunity Through Access VA Small Business Goal Achievement Where Are VA Buyers Located? Areas of Opportunity at VA Path to Success Procurement Readiness VA’s Direct Access Program 2

VA Small Business Achievement VA is committed to providing opportunities for all Small Business. 3

Where Are VA Buyers Located? 4

Primary Opportunities at VA 3-Digit NAICSNAICS Description Average Annual Total VA SB Spend FY12-FY14 Average Annual Total VA Spend FY12-FY14 Average Annual SB Percentage FY12-FY14 238Specialty Trade Contractors $ 233.1M $ 251.4M92.7% 237Heavy and Civil Engineering Construction $ 128.9M $ 160.1M80.5% 485Transit and Ground Passenger Transportation $ 83.6M $ 109.1M76.6% 812Personal and Laundry Services $ 55.3M $ 72.9M75.8% 337Furniture and Related Product Manufacturing $ 98.9M $ 134.2M73.6% 327Nonmetallic Mineral Product Manufacturing $ 34.6M $ 47.6M72.8% 236Construction of Buildings $ 1.3B $ 1.9B66.4% 541Professional, Scientific, and Technical Services $ 1.9B $ 3.2B60.6% 443Electronics and Appliance Stores $ 28.0M $ 48.5M57.7% 333Machinery Manufacturing $ 113.5M $ 199.2M57.0% 561Administrative and Support Services $ 293.9M $ 523.8M56.1% 339Miscellaneous Manufacturing $ 545.0M $ 1.3B42.0% 532Rental and Leasing Services $ 47.8M $ 118.1M40.5% 423Merchant Wholesalers, Durable Goods $ 299.9M $ 749.6M40.0% Total $ 5.2B $ 8.8B58.6% 5

Top 5 Buying Areas in VA Source: Federal Procurement Data System (FPDS) Data for Fiscal Year 2014 (October 1, 2013 to September 30, 2014). 6

8(a) Procurements FY 2014: – VA spend toward 8(a) Vendors: $338 Million  71% ($239 Million) of the $338 Million went to Veteran Owned Businesses (VOBs)  87%($207 Million) of that $239 Million went to Verified Veteran Owned Businesses (VOB). Data as of 1/20/2015 7

Compatibility Scoring Used to define the percentage quotient of successful contracting opportunities between government procurement decision makers (buyers) and small business entities (sellers) by using criteria such as those listed below. – Business Opportunity (i.e., NAICS, Title, Opportunity Value, Description, etc.) – VOSB Verification Status – Federal Supply Schedule (i.e., BPA, 00Corp, 03FAC, etc.) – Defense Contract Audit Agency (DCAA) Compliant – Business Certification (i.e., CPA, CGFM, ITIL, etc.) – Socioeconomic Category – Past Performance – Revenue 8

VA Small Business Resources Veteran Entrepreneur Portal (VEP): VA Small Business Liaisons: VA Forecast of Contracting Opportunities (FCO): VA Federal Supply Schedule (FSS): 9

VA FSS 1.65 I B—Drugs, Pharmaceuticals, & Hematology Related Products65 I B 2.65 II A—Medical Equipment & Supplies65 II A 3.65 II C—Dental Equipment & Supplies65 II C 4.65 II F—Patient Mobility Devices65 II F 5.65 V A—X-Ray Equipment & Supplies65 V A 6.65 VII—Invitro Diagnostics, Reagents, Test Kits, — Test Sets65 VII 7.66 III—Cost-Per-Test, Clinical Laboratory Analyzer66 III I—Professional & Allied Healthcare Staffing Services621 I II—Medical Laboratory Testing & Analysis Services621 II 10

Path to Success 11

What Is Procurement Readiness? Demonstrated ability to win and to successfully perform contracts “In the eye of the beholder” 12

Basic Elements of Procurement Readiness Registration in SAM Industry Specific Licenses and Requirements Web Site/Capabilities Statement Experience Knowledge of Federal Procurement Readiness and Process Knowledge of Customer Verified Be present 13

How to Achieve Procurement Readiness Partner with procurement ready businesses Obtain Non-Government Contracts to gain experience Compete for Small Contracts (SAT) Seek help from programs that promote procurement readiness. 14

Help Is Available 8(a) Business Development Program SBA Business Development Programs “Boots to Business” Procurement Technical Acquisition Centers (PTACs) Veterans Business Opportunity Centers Minority Business Development Agency (MBDA) SCORE (Service Corps of Retired Executives) Mentor Protégé Programs Federal Contracting Certification 15

VA Focus: Direct Access Provides access for Procurement Ready Small Businesses to Procurement Decision Makers (PDMs) Partner Opportunity Showcases, Commercial Opportunity Showcases, and Communities of Interest (COIN) 16

Plan for 2015 Upcoming Events Direct Access Program (DAP) Upcoming Schedule – VA Medical Center (VAMC)/The American Legion Opportunity Showcase in Washington, DC – Government Procurement Conference in Washington, DC – Utah Procurement Conference: Salt Lake City, UT Currently Planning – Pennsylvania PTAC Event – VA OSDBU/Women As Veteran Entrepreneurs (WAVE) Opportunity Showcase – National Acquisition Center Industry Day – VA Office of Information and Technology Cloud Services Direct Access Event Full Calendar of Upcoming Events at:

Important Contacts OSDBU: Verification: Helpdesk: (866)