1. 10/16/2015 Alliance Great Lakes - McCormack Place 1 Making It Happen! Sole Source Contracting SDVOSB, 8(a) and Justifications Beverly Kuykendall Director, SB Programs Tremco, Inc.

2. 10/16/2015 Alliance Great Lakes - McCormack Place 2 Vision Statement Peter Drucker

3. 10/16/2015 Alliance Great Lakes - McCormack Place 3 U. S. SBA Statistic: Only 44% of Small Businesses make it through the first four years. Make certain you are one of the success stories! What are you willing to do to make your business successful?

4. 10/16/2015 Alliance Great Lakes - McCormack Place 4 Making It Happen! Understand the legislation Document the legislation Articulate the legislation Act on the legislation Build business based on the legislation

5. 10/16/2015 Alliance Great Lakes - McCormack Place 5 Understand: VA’s Order of Priority  Source First for:  SDVOSBs, then  Veteran Owned Small Businesses  8(a)  HUBZone  Other Small Businesses  Other Businesses

6. 10/16/2015 Alliance Great Lakes - McCormack Place 6 Legal Foundation  Public Law 109-461  Enacted December 22, 2006  Effective June 20, 2007  Applies ONLY to U. S. Department of Veterans Affairs’ Prime and SubK

7. 10/16/2015 Alliance Great Lakes - McCormack Place 7 SDVOSB Prime Procurement Goals Secretary of Veterans Affairs shall establish prime and subk goals for VOSBs and SDVOSBs SDVOSB goal cannot be less than 3% of total dollars, as required by PL 106-50

8. 10/16/2015 Alliance Great Lakes - McCormack Place 8 Reporting Requirements Misrepresentations = debarred from VA contracting. Yearly report to Congress The FPDS official repository GAO annual assessment Comptroller Gen’l will report to Congress

9. 10/16/2015 Alliance Great Lakes - McCormack Place 9 Eligibility Requirements Providing ownership and control info is optional. Veterans may continue to sell to VA without verifying their status HOWEVER… Participation in the set-aside and subk programs is limited to eligible businesses registered in VetBiz.gov VIP

10. 10/16/2015 Alliance Great Lakes - McCormack Place 10 Eligibility Requirement Businesses must be registered in VetBiz.gov Vendor Information Pages (VIP) Businesses in the VIP database on 12/22/2006 are presumed eligible for one year Surviving spouses are eligible for 10 years, unless they remarry or sell their ownership interest

11. 10/16/2015 Alliance Great Lakes - McCormack Place 11 Subcontracting Changes VA will establish a review mechanism to ensure subcontracts awarded by VA prime contractors go to eligible VOSB and SDVOSB concerns

12. 10/16/2015 Alliance Great Lakes - McCormack Place 12 SDVOSB Case Studies Turning Concept into Profitability! Hurley Construction Netsis, LLC

13. 10/16/2015 Alliance Great Lakes - McCormack Place 13 What Happens Next? Understand the Legislation Ask Questions Copies Provided with Handout Highlight Key Points, Right Now!

14. 10/16/2015 Alliance Great Lakes - McCormack Place 14 Document the Legislation Create your own “Fact Sheet” to use with Contracting Officers and Prospective Mentors

15. 10/16/2015 Alliance Great Lakes - McCormack Place 15 Articulate the Legislation Study and be prepared to discuss how the Contracting Officer can procure a specific requirement from your firm Know what to say! SDVOSB is a procurement mechanism

16. 10/16/2015 Alliance Great Lakes - McCormack Place 16 Act on the Legislation Obtain a list of Contracting Officers (Telemarketing, E-mail Campaign, etc.) Identify and locate Contracting Officer Technical Representatives (COTR) – to uncover requirements/projects Set up appointments Make Sales Calls

17. 10/16/2015 Alliance Great Lakes - McCormack Place 17 What’s Next? Contact: VA Contracting Officers VA Technical Users VA Small Business Specialists SBA District Office

18. 10/16/2015 Alliance Great Lakes - McCormack Place 18 Build Business Based on Legislation Obtain a contract Successfully execute the contract Manage the contract Control the contract Satisfactory performance builds customer confidence

19. 10/16/2015 Alliance Great Lakes - McCormack Place 19 Going to Vegas? Are you prepared? What agencies are attending? Ask the right questions! Make the most of the conference!

20. 10/16/2015 Alliance Great Lakes - McCormack Place 20 Conclusion Peter Drucker

21. 10/16/2015 Alliance Great Lakes - McCormack Place 21 Contact Information Beverly Kuykendall Director, SB Programs Tremco, Inc. (310) 674.7452 Bkuykendall@tremcoinc.com