1. Ethical Business Practices – Engagement with Prime Contractors Diane G. Dempsey BAE Systems, Inc. Intelligence & Security Sector

2. Overview Inaccurate Capabilities Statement Deceptive Pricing Employee Prostelization Size Standard Misrepresentation Gratuities Incorrect Invoicing Practices

3. Size Standards Understand how size standards apply and use them correctly. Stating your company is small when it is actually large in the NAICS Code under which the work is being performing is grounds for suspension/debarment. Primes rely on self certification from SBs. If the size is misrepresented the result is TD.

4. Inaccurate Capabilities Statement Overstating capabilities is misleading. Correctly state relationship – prime or sub – both are of interest. Listing agencies or primes as customers when no work has been awarded.

5. Deceptive Pricing Services focused – providing rates but cannot provide resumes or staff to support the position. Buying In. Offering to fill slots at higher rates. Products – upselling by offering ECNs or other modifications that increase pricing. A higher priced product or service in lieu of what was initially proposed.

6. Employee Prostrolization Refer to your subcontract agreement: Both parties agree not to prostrolize – offer employment to the other parties employees (seduce/steal). Government/LB/SB are all guilty of this practice. It undermines trust in the relationship.

7. Gratuities Understand the government and prime contractors policy related to gratuities. Prime contractors vary in their policy’s; however, it is important that a SB understand and abide by the policies. Not observing government or company policy can place a contractor on a suspended/debarred list.

8. Incorrect Invoices Understand and abide by your customer’s invoicing policies: – Review invoices for accuracy. – Only invoice for work performed or product received. – Invoice in accordance with required format. – Submit invoices in a timely manner.

9. Summary Customers continue to do business with ethical company’s that provide quality products/services at competitive prices. A trusted subcontractor is a valued resource. Ethical small businesses are the recipients of good references. WE TALK !!!!!!!