Upcoming Multiple Award Contracts and Capture Strategies

OST Global Solutions, Inc. Copyright © 2011

www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected] Page 1

Webinar

Upcoming Multiple Award

Contracts and Capture

Strategies

OST Global Solutions, Inc. and Bloomberg

Government Copyright 2012

(301) 384-3350 • www.ostglobalsolutions.com

(202) 416-3265 • www.bgov.com



Who We Are

Bloomberg Government

- Single source for data and

analysis on the business of

government, including

legislation, regulation, budgets,

spending and directories

- Subscription-based web service

launched in January 2011

- Draws on 30 years of business

data and analysis by Bloomberg

LP, leader in the worldwide

financial data market

OST Global Solutions, Inc.

- Helping businesses win

government contracts ($18

billion won since 2005 not

counting MACs)

- Services include federal

business development, capture

and proposal consulting,

process improvement, and

training

- Supported 18 out of the top 20

Federal contractors

Experts in federal government contracting



About the Instructors

Started working on IDIQs 10 years ago

Did Task Orders exclusively for five years managing a $450 Million/year IDIQ

Won a few dozen IDIQs and Task Orders over the course of her career

Olessia Smotrova-

Taylor, AF.APMP

President/CEO, OST

Global Solutions, Inc.

President of the APMP NCA chapter, speaker, and author

Developed and taught a graduate course in proposal development for the Stevens Institute of Technology

Prior to founding OST, won business for Raytheon and Lockheed Martin, and wrote for the Financial Times of London

16 years of writing about government business

Co-authored “Big MACs: The Rapid Growth of Multiple-Award Contracts” and “Big MACs in 2011: Continued Growth, Tougher Competition”

Analyzed more than 1200 vehicles

Launched GovernmentExecutive.com in 1996 and turned the magazine’s website into a daily news operation with 100,000 subscribers

Reported for Government Executive, PlanetGov.com, National Journal, and Congressional Quarterly

Brian Friel, Federal

Business Analyst,

Bloomberg

Government



MAC Trends

427

575

731

902

1063

1182

0

200

400

600

800

1000

1200

1400

2006 2007 2008 2009 2010 2011

Nu

mb

er

of

MA

Cs

The number of MACs has nearly tripled over the past six years

Download the Full Presentation at

http://www.ostglobalsolutions.com/training/webinars/



MAC Trends

Single-award to multiple-award shift– Required by Congress:

- Defense Information Analysis Centers

- Homeland Security SETA Blanket Purchase Agreement

Agency-level consolidation – Increased use of mega-MACs:

- Navy’s Seaport-e

- Air Force’s NetCents-2

- Veterans Affairs’ T4

- Centers for Medicare and Medicaid Services’ ESD

Small-business set-asides – Policy and practice:

- Small Business Jobs Act; SBA and OMB policy and guidance

- Small business only MACs –WEBS; 8(a) STARS; FirstSource

- Small business companions – CIO-SP3; OASIS; ITS-SB; Alliant SB

- Pools and order thresholds – TABSS; NetCents-2; Pillars; Army EAGLE

Trends show MAC use is growing





Capture Techniques to Legally “Wire” the Scope to You

Become a trusted advisor via multiple interface opportunities

- Myth-busters memo, and now Myth-busters 2:

http://www.fai.gov/drupal/sites/default/files/Myth-Busting%202.pdf

- FAR Part 15 encourages exchanges of information with vendors

- Prior to issuance of the solicitation, OK to meet with vendors to exchange

general information and conduct market research related to an acquisition

- OK for vendors to draft specifications for a future acquisition

- Industry days, public meetings, small business conferences, vendor outreach

sessions, and interactive web technology should be communication

opportunities (Vendor Collaboration Event Listing on FBO)

- Getting feedback on terms and conditions, pricing structure, performance

metrics, evaluation criteria, and contract administration matters will improve

the award and implementation process

- Bring SMEs to meetings

- Respond to RFIs with recommendations



http://www.fai.gov/drupal/sites/default/files/Myth-Busting 2.pdf






How to Shape Procurement Strategies to Maximize Task Order Awards to Your Company

Scope is portable from other contracts

and from MAC to MAC

- Unless mandated by agency to be issued

under certain vehicles

Agencies compete with each other

and will help drive business towards

their MACs

Drive the work to the MACs most

advantageous to you

- Maximum awards and past performance

- Great customer relationships

- Limited competition

Business development and capture perspectives are even more important in MACs

where outcome is often determined before a task order RFP hits the street





What MACs Should Your Company Have?

Which MACs are the agencies you want

to work with using?

Which companies are winning task

orders or delivery orders on those

MACs?

What are the orders for?

What are the limitations on those MACs?

Situational awareness: What are other

MACs in your space?

It is key to have the right MAC portfolio for maximum growth and flexibility





Resources

Preparing Winning Multiple Award and Task

Order Proposals Training http://www.ostglobalsolutions.com/training/index.htm



Download Full Presentation at:

www.ostglobalsolutions.com/training/webinars/



Next Steps

Schedule Bloomberg Demo:

- Alexa Tsui at [email protected]

- 202-416-3265

Contact OST for a free Business Development Consultation:

- Olessia Smotrova-Taylor at [email protected]

- 301-384-3350

mailto:[email protected]




Contact Us to Find Out How Bloomberg Government or OST Global Solutions, Inc. Could Help You Dominate the MAC World

Alexa Tsui (Choi)

BGOV Sales and Information

Office 202.416.3265

Cell 571.438.5093

[email protected]

Olessia Smotrova-Taylor

President & CEO

Office 301.384.3350

Cell 240.246.5305

[email protected]

www.ostglobalsolutions.com

www.bgov.com

