No Shortcuts to Success: You Must Do Your Homework

1. No Shortcuts to Success: You Must Do Your Homework U.S. Department of the Treasury/Internal Revenue Service Jodie Paustian IRS Small Business Specialist April 16, 2009 Treasury Vendor Outreach Event

2. U.S. Department of the Treasury Mission The mission of the Department of the Treasury is to promote the conditions for prosperity and stability in the United States and encourage prosperity and stability in the rest of the world.

3. Organization • OSDBU is located at Treasury Headquarters • Treasury is divided into 10 bureaus • Each bureau has procurement authority, however Bureau of the Public Debt has assumed contracting responsibility for several bureaus and partial responsibility for one bureau

4. Organization • Each Bureau Chief Procurement Officer has appointed a Bureau Small Business Specialist (in accordance with Treasury guidelines) to serve in an operational capacity • Bureau procurement activities are performed in a decentralized environment

5. Organization • 10 Bureaus: • Financial - OCC, FMS, IRS, OTS, BPD, TTB, FinCen • Manufacturing - BEP, Mint • Headquarters - Office of the Secretary Go to http://www.treas.gov/bureaus for a description of each Bureau’s responsibilities.

6. Treasury SB Goals • Two Types of Goals assigned to each Federal Agency by the Small Business Administration • Prime Goals; those dollars awarded directly to small business concerns • Subcontract Goals; those dollars awarded indirectly to small business concerns through large business prime contractors with subcontract plan requirements in their contracts • Each bureau negotiates their goals based on their individual procurement requirements with main Treasury. • Goals for each Federal Agency can be found athttp://www.sba.gov/GC/goals.

7. FY09 for Treasury Prime Goals: SB = 29.4% 8(a) = 5.0% SDB = 6.0% W/O = 6.0% HUB = 3.0% SDVOSB = 3.0% Subcontract Goals: SB = 40.0% SDB = 5.0% W/O = 6.0% HUB = 3.0% SDVOSB = 3.0% Treasury SB Goals (Continued)

8. FY09 for IRS Prime Goals: SB = 29.4% 8(a) = 2.5% SDB = 5.0% W/O = 5.0% HUB = 3.0% SDVOSB = 3.0% Subcontract Goals: SB = 41.0% SDB = 5.0% W/O = 5.0% HUB = 3.0% SDVOSB = 3.0% IRS SB Goals

9. Major Themes • Information Dissemination • Forecast of Procurement Opportunities • Outreach • Training • IRS 8(a) Seminar – next scheduled for July 28, 2009 • Mentor-Protégé Program

10. Best Practices • Vendor Outreach Sessions held in Oxon Hill, MD, featuring pre-arranged 15 minute appointments with: • Treasury Bureau Small Business Specialists • Monthly • Treasury large business prime contractors • Semi-annually • Treasury IT Program Managers • Semi-annually

11. Best Practices (continued) • Targeted VOS: • for HUBZones typically in February & May • for WOSBs in March • for Service Disabled Veteran Owned and Veteran Owned typically in October & May • Annual OSDBU Directors Conference; April 22, 2009, Dulles Expo Center, Chantilly, VA, www.osdbu.gov

12. Selecting SB Concerns • Mandatory CCR Registration • Include information for Dynamic Small Business Search within your CCR Registration. • Be sure to keep information current, especially e:mail and websites. Ensure that the Capabilities Narrative and the Keywords under the SBA Profile information contain all the applicable products and services your company provides. Use complete sentences in the Capabilities Narrative. • We use the CCR database to find new sources. • Some bureaus maintain vendor databases – not mandatory to be included to be a vendor within Treasury, but helpful to enable the Small Business Specialist to find you amongst all the companies who market to the bureau. • IRS has 8(a), HUBZone & SDVOSB At-a-Glance listings

13. DOING BUSINESS WITH THE IRS

14. Director, Research, Analysis, and Statistics, Mark Mazur Chief, Communications and Liaison, Frank Keith Chief Counsel, Clarissa Potter * Chief, EEO and Diversity, Dora Trevino (Act.) Director, Office of Privacy, Information Protection & Data Security Deborah Wolf Director, Whistleblower Office Steve Whitlock Commissioner, Small Business / Self-Employed, Chris Wagner Chief Technology Officer, Terry Milholland Chief Financial Officer, Alison Doone Chief Human Capital Officer, Jim Falcone, Acting Chief, Agency-Wide Shared Services, Dave Grant, Acting Commissioner, Wage and Investment, Richard Byrd Commissioner, Large and Mid-Sized Business, Frank Ng Commissioner, Tax Exempt and Government Entities, Steve Miller Chief, Criminal Investigation, Eileen Mayer Director, Office of Professional Responsibility, Carolyn Gray * Commissioner Doug Shulman Chief of Staff, Jonathan Davis Deputy Chief of Staff, Ruth Perez Deputy Commissioner Services and Enforcement, Linda E. Stiff Deputy Commissioner Operations Support, Mark Ernst DEPARTMENT OF THE TREASURY INTERNAL REVENUE SERVICE Organization and Top Officials Chief, Appeals, Sarah Hall Ingram National Taxpayer Advocate, Nina Olson

15. Small Business Office • TIPSS 3 is Treasury’s main IT services contract (managed by IRS) • Treasury Commercial Vehicle (TCV) main product contract Understand Acquisition Strategy UnderstandTop Issues • Understand following: President’s Management Agenda, Lines Of Business, HSPD 12, Earned Value Management • IG Audit, need focus on physical security, HSPD-12, IPv6, COOP, data security • Congressional scrutiny of programs Understand Internal & External Drivers Guidance for Success with the IRS • Address the tax gap by applying a mix of both customer service and tax enforcement • Budget deficit driving tax policy • Compliance vs. Customer service

16. Understanding the IRS

17. Understanding the IRS

18. Understanding the IRS • Schedule meeting with IRS Small Business Specialist • Discuss Company Capabilities • Ask about future opportunities • Do your homework prior to coming to meeting & ask specific questions ahead of time • Follow Advice given in meeting • Follow-up with Small Business Specialist every 3-4 months or when there is a new development regarding the company • Market to the Program Manager Community • Look at Subcontracting and Prime Opportunities

19. GENERAL TIPS --DOING BUSINESS WITH ANY AGENCY

20. The “Model” Small Business Firm Working in the Federal Marketplace Understands: • Core Competencies • Marketing and Relationship building • Schedules/Multiple Award Contracts • Open Market Procurement (FEDBIZOPPS) • Prime Contracting • Subcontracting

21. The “Model” Small Business Firm Equipped to do Business with the Government: • Accepts the Government Purchase Card • Has Good Marketing Materials • Has a Niche (What’s Yours?) • Has Resources (People, Equipment) • Is Web Savvy • Is registered in Government pre-existing databases (CCR)

22. Relationships Networking Multiple Contracting Vehicles Continuous Marketing Being Prepared Get Involved Past Performance Share Information Patience Persistence In SummaryWhat Really Works... Homework always comes before success in the dictionary & Small Business Procurement!

23. Points of Contact • Teresa Lewis, OSDBU Director, (202) 622-2826, teresa.lewis@do.treas.gov • Jodie Paustian, IRS Small Business Specialist, (202) 283-1199, Jodie.L.Paustian@irs.gov • www.treas.gov/sba and www.irs.gov Scroll down and click on Contract Opportunities, then on IRS Procurement