2. 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

3. Please take note of the exits in case of an emergency.
SAFETY FIRST!
Please take note of the exits in case of an emergency.

4. Thank You to Our Sponsors!
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5. CREDITS & PRESENTATIONS
Earn 1 PDH credit for attending this session. Where are the forms ? Presentations?

6. Q&A & FEEDBACK
Please walk up to the mic for questions. Questions will be addressed during the allotted time. Rate our session in the SBC App.

7. 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

8. 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!

9. 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

10. 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

11. 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

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

13. 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

14. 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

15. 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

16. 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!

17. 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

18. 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

19. 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

20. Have Patience

21. Q&A & FEEDBACK
Please walk up to the mic for questions. Rate our session in the SBC App.