2. Overcoming Obstacles to Government Small Business Contracting

3. March 6, 2007 Alliance Conference What ARE the obstacles?  1.  2.  3.  4.  5.  6.

4. March 6, 2007 Alliance Conference Take Contrary Action!  Go Over, Go Under, Go Around, Go Through ……But NEVER GIVE UP!

5. March 6, 2007 Alliance Conference The Question:  If Small Business has the U. S. SBA, PCRs, PTAC, MBDA, Small Business Specialists, SBLOs, Legislative Preferential Programs, SB Conferences designed especially for Small Business, etc., then why does large business still have the bulk of the business?  What’s the disconnect?

6. March 6, 2007 Alliance Conference The “Disconnect”  LB “Has” Contracts  SB “Wants” Contracts  Bridge the Gap  Work Together to get Both LB and SB Contracts

7. March 6, 2007 Alliance Conference Three Primary Targets Technical User If you don’t communicate with all 3---you Lose! $C.O.$ SBLO

8. March 6, 2007 Alliance Conference Customize the Approach Identify the “Pain” for… SBLO Political Buyer User Technical Buyer Contracting Officer Financial/Policy Buyer

9. March 6, 2007 Alliance Conference What are the “Right” Appointments?  Multiple Buyers  Different Needs  Different Presentations  (1) Technical Buyer  (2) Political Buyer  (3) Contracting Buyer

10. March 6, 2007 Alliance Conference Customizing the Approach: The Technical Buyer  Who is it?  What problem are they attempting to solve?  How does your product/service help to solve the problem?  Do you have an existing contract? IDIQ, GSA, etc.

11. March 6, 2007 Alliance Conference Customizing the Approach: The SBLO  Fair Share to the Small Business  Keeps Track of SB Awards  Level of Influence Varies w/Experience  Ask for Technical User Contact Info

12. March 6, 2007 Alliance Conference Customizing the Approach: The Contracting Officer  How do I Purchase?  Vehicles Available?  Easy to Use?  Are they Fast?  Are they Protestable?  Are they Politically Correct?

13. March 6, 2007 Alliance Conference Talking to the Contracting Officer  When is the right time?  What is the right conversation?  What is the right approach?

14. March 6, 2007 Alliance Conference Bridging the Gap (1+1 = PO)  COTR/COR (User) = Technical Details  Contracting Officers possess the procurement “Warrant”.  Both User and Contracting MUST understand your offer.  If “they” do not communicate YOU lose.

15. March 6, 2007 Alliance Conference 8(a) Advantages  Sole-Source Opportunities vs. full an open competitive bids.  Set-Aside Opportunities – Bid among 8(a) firms only—this narrows the competitive landscape.  Agency Goals

16. March 6, 2007 Alliance Conference Tools of the Trade Search Letter Offering Letter Acceptance Letter

17. March 6, 2007 Alliance Conference Request for Search Letter  From you  To your SBA BDS  Requesting a Specific Project  Be Specific in Identifying the Project  Include Name of the Technical User  Include Name, Address, Phone and e-mail address of the Contracting Officer

18. March 6, 2007 Alliance Conference Offering Letter  From the government agency  To your SBA BDS  Offers a specific procurement to YOUR firm  Write a sample Offering Letter on plain letterhead and send to the Contracting Officer  Include the specifics of the project

19. March 6, 2007 Alliance Conference Acceptance Letter  From the SBA BDS  To the Agency  Accepting the procurement, on your behalf into the 8(a) Program.

20. March 6, 2007 Alliance Conference PL 109-461  PL 109-461  Effective June 20, 2007  Applies ONLY to VA Prime and Subcontracts

21. March 6, 2007 Alliance Conference SDVOSB Advantages  Secretary of VA Establishes Prime and Subk goals for VOSBs and SDVOSBs

22. March 6, 2007 Alliance Conference SDVOSB Eligibility Requirements  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.

23. March 6, 2007 Alliance Conference Cos Can Award Sole-Source to SDVOSBs:  (1) The CO determines that you are a responsible contractor  (2) The award price will not exceed $5MM for manufacturing or $3MM for other NAICS and  (3) The price is fair and reasonable

24. March 6, 2007 Alliance Conference Subcontracting Changes  VA will establish a review mechanism to ensure subcontracts awarded by VA prime contractors go to eligible VOSB and SDVOSB concerns

25. March 6, 2007 Alliance Conference What Happens Next?  Understand the legislation  Ask questions  Research the VA and how they purchase

26. March 6, 2007 Alliance Conference Going to Market  Identify and Study Targets in Local Area  Know SBLO, CO and User  Enter via SBLOs and/or User  Schedule the “Right” Appointments  Make the Sales Calls  Listen to Needs  Customize and Offer the Right Solution

27. March 6, 2007 Alliance Conference Seeking a Mentor?: Case Study: A process that works  Incremental Increase in Market Share  ROI

28. March 6, 2007 Alliance Conference Sample Developmental Assistance  Submittals Assistance  Joint Sales Calls  Small Business Spec.  Project Oversight  Bonding Assistance  Quarterly Webinars  Training Classes  Federal Road Shows  Agency Meet and Greets  Appointments

29. March 6, 2007 Alliance Conference Work with a Large Business And Gain  Years of Experience and a stellar reputation in the industry.  National Reach  Technical Experience  Expanded Capabilities

30. March 6, 2007 Alliance Conference How Do We Gain Sole Source Opportunities  Relationships  Consultative Opportunities  Solution-Oriented Approach  Understanding the Federal Customers Needs

31. March 6, 2007 Alliance Conference Create a Variety of Procurement Options  GSA  Sole-Source  Limited-Source  Station Contracts  Full and Open Competition  J&A for Proprietary  Department of Treasury  FedSource

32. March 6, 2007 Alliance Conference Next Steps  Build Contact Database (FBO+more)  Identify Geographic Federal Targets  Engage in Face-to-Face Meetings with Key Pre-identified Targets  Offer Customer Driven Solutions

33. Questions?

34. March 6, 2007 Alliance Conference Contact Information Beverly Kuykendall Federal and Commercial Contracts, Inc. www.fccicorp.com (310) 674.7452 Beverly@fccicorp.com