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Selling to the U.S. Government

Selling to the U.S. Government. The Small Business Solution . Government and Large Prime Approach. Go Over, Go Under, Go Around, Go Through ……But NEVER GIVE UP!. The Question:.

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Selling to the U.S. Government

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  1. Selling to the U.S. Government The Small Business Solution

  2. Government and Large Prime Approach • Go Over, Go Under, Go Around, Go Through ……But NEVER GIVE UP! Alliance Express May 20, 2010

  3. 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? Alliance Express May 20, 2010

  4. The “Disconnect” • LB “Has” Contracts • SB “Wants” Contracts • Bridge the Gap • Work Together to get Both LB and SB Contracts Alliance Express May 20, 2010

  5. Size of the Government Market • Federal Acquisition Spending • $3 Trillion • Small Business Market Share • Small Business Goal 23% • SDB 8% • SDVOSB 3% • WOB Goal 5% • DVBE Business goal 3% • HUBZone 3% Alliance Express May 20, 2010

  6. Federal Purchases by Category Alliance Express May 20, 2010

  7. Three Primary Targets $C.O.$ Technical User SBLO If you don’t communicate with all 3---you Lose! Alliance Express May 20, 2010

  8. Customize the ApproachIdentify the “Pain” for… SBLOPolitical Buyer UserTechnical Buyer Contracting OfficerFinancial/Policy Buyer Alliance Express May 20, 2010

  9. What are the “Right” Appointments? • Multiple Buyers • Different Needs • Different Presentations • (1) Technical Buyer • (2) Political Buyer • (3) Contracting Buyer Alliance Express May 20, 2010

  10. 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. Alliance Express May 20, 2010

  11. 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 Alliance Express May 20, 2010

  12. 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? Alliance Express May 20, 2010

  13. Talking to the Contracting Officer • When is the right time? • What is the right conversation? • What is the right approach? Alliance Express May 20, 2010

  14. 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. Alliance Express May 20, 2010

  15. 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 Alliance Express May 20, 2010

  16. SDVOSB Advantages • PL 106-50 Veterans Entrepreneurship and SB Development Act. • Purpose: “to expand existing and establish new assistance programs for veterans who own or operate small businesses” Alliance Express May 20, 2010

  17. SDVOSB Advantages • Government-wide goal: Not less that 3% of the total value of all prime contract/subcontract awards for each fiscal year Alliance Express May 20, 2010

  18. SDVOSB Advantages in Dollars Real Life: Federal agencies have contracted with SDVOSBs for approximately 2/10 percent of total federal contracts since 108-183 was implemented. Why? There was no legislated procurement mechanism Alliance Express May 20, 2010

  19. Section 308 • Procurement Program for Small Business Concerns Owned and Controlled by Service-Disabled Veterans – two KEY elements • Sole Source Contracts • Restricted Competition Alliance Express May 20, 2010

  20. SDVOSB Advantages: Section 308, Paragraph ‘a’ • Sole Source Contracts – In accordance with this section, a contracting officer may award a sole-source contract to any small business concern owned and controlled by service disable veterans IF… Alliance Express May 20, 2010

  21. Cos Can Award Sole-Source to SDVOSBs IF: • (1) The CO determines that you are a responsible contractor and that it is unlikely that 2 or more SDVOSBs would submit on the contract: • (2) The award price will not exceed $5MM for manufacturing or $3MM for other NAICS and • (3) The price is fair and reasonable Alliance Express May 20, 2010

  22. Tools of the Trade Offering Letter Acceptance Letter Search Letter Alliance Express May 20, 2010

  23. 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 Alliance Express May 20, 2010

  24. 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 Alliance Express May 20, 2010

  25. Acceptance Letter • From the SBA BDS • To the Agency • Accepting the procurement, on your behalf into the 8(a) Program. Alliance Express May 20, 2010

  26. 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 Alliance Express May 20, 2010

  27. Submittals Assistance Joint Sales Calls Small Business Spec. Project Oversight Bonding Assistance Quarterly Webinars Training Classes Federal Road Shows Agency Meet and Greets Appointments Sample Developmental Assistance Alliance Express May 20, 2010

  28. Meeting the Buyers • Make Appointments • Joint Presentations • Attend Conferences & Expos • SBA Calendar of Events • http://www.sba.gov/calendar • Attend Orientation Sessions • Attend Pre-Bid Meetings Alliance Express May 20, 2010

  29. Work with a Large Business And Gain • Years of Experience and a stellar reputation in the industry. • National Reach • Technical Experience • Expanded Capabilities Alliance Express May 20, 2010

  30. How Do We Gain Sole Source Opportunities • Relationships • Consultative Opportunities • Solution-Oriented Approach • Understanding the Federal Customers Needs Alliance Express May 20, 2010

  31. How do Federal Agencies Contract? • Credit Cards • Purchase Orders (PO) • Basic Ordering Agreements (BOA) • Indefinite Delivery/Indefinite Quantity (IDIQ) • Fixed Price Contracts • Federal Supply Schedules (FSS) Methods of Contracting Alliance Express May 20, 2010

  32. GSA Sole-Source Limited-Source Station Contracts Full and Open Competition J&A for Proprietary Department of Treasury FedSource Create a Variety of Procurement Options Alliance Express May 20, 2010

  33. 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 Alliance Express May 20, 2010

  34. What’s New Formation of Interagency Task Force on Small Business Woman-Owned Small Business Alliance Express May 20, 2010

  35. Working with Large Business • Strategic Market Advantage • Incremental Increase in Market Share • Return on Investment Alliance Express May 20, 2010

  36. Contact Information Beverly Kuykendall Federal and Commercial Contracts, Inc. www.fccicorp.com (310) 674.7452 Beverly@fccicorp.com Alliance Express May 20, 2010

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