Increasing Small Business Access to VA ProcurementsTom Leney, Executive Director, Small and Veteran Business Programs

Office of Small and Disadvantaged Business Utilization (OSDBU)U.S. Department of Veterans Affairs

National 8(a) Association 2015 Winter ConferenceFebruary 4, 2015

Increased Opportunity Through Access

• VA Small Business Goal Achievement• Where Are VA Buyers Located?• Areas of Opportunity at VA• Path to Success• Procurement Readiness• VA’s Direct Access Program

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VA Small Business Achievement

VA is committed to providing opportunities for all Small Business.

Federal Goal VA GoalVA

PercentageVA Dollars (billions)

2013 2013All small business 23% 34% 36.2% $6.5SDVOSB 3% 10% 19.4% $3.5VOSB N/A 12% 21.7% $3.9Small Disadvantaged Business (SDB) – includes 8(a)

5% 5% 7.9% $1.4

Women-Owned Small Business (WOSB)

5% 5% 3.3% $0.6

Historically Underutilized Business Zone (HUBZone)

3% 3% 1.7% $0.3

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Where Are VA Buyers Located?

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Primary Opportunities at VA

3-Digit NAICS NAICS Description

Average Annual Total VA SB Spend

FY12-FY14

Average Annual Total VA Spend

FY12-FY14

Average Annual SB Percentage

FY12-FY14

238 Specialty Trade Contractors $ 233.1M $ 251.4M 92.7%

237 Heavy and Civil Engineering Construction $ 128.9M $ 160.1M 80.5%485 Transit and Ground Passenger Transportation $ 83.6M $ 109.1M 76.6%

812 Personal and Laundry Services $ 55.3M $ 72.9M 75.8%337 Furniture and Related Product Manufacturing $ 98.9M $ 134.2M 73.6%

327 Nonmetallic Mineral Product Manufacturing $ 34.6M $ 47.6M 72.8%236 Construction of Buildings $ 1.3B $ 1.9B 66.4%541 Professional, Scientific, and Technical Services $ 1.9B $ 3.2B 60.6%

443 Electronics and Appliance Stores $ 28.0M $ 48.5M 57.7%333 Machinery Manufacturing $ 113.5M $ 199.2M 57.0%561 Administrative and Support Services $ 293.9M $ 523.8M 56.1%

339 Miscellaneous Manufacturing $ 545.0M $ 1.3B 42.0%

532 Rental and Leasing Services $ 47.8M $ 118.1M 40.5%

423 Merchant Wholesalers, Durable Goods $ 299.9M $ 749.6M 40.0%Total $ 5.2B $ 8.8B 58.6%

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Top 5 Buying Areas in VA

Industry Total SB SB %

325412-Pharmaceutical Preparation Manufacturing

$4,381,642,614.45 $63,987,174.57 1.46%

236220-Commercial And Institutional Building Construction

$1,378,479,633.78 $1,123,903,939.37 81.53%

334510-Electromedical And Electrotherapeutic Apparatus Manufacturing

$654,379,161.99 $35,139,744.88 5.37%

541519-Other Computer Related Services

$645,598,026.16 $582,177,750.30 90.18%

339113-Surgical Appliance And Supplies Manufacturing

$631,889,088.14 $254,511,422.76 40.28%

Source: Federal Procurement Data System (FPDS) Data for Fiscal Year 2014 (October 1, 2013 to September 30, 2014).

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8(a) Procurements

• FY 2014: – VA spend toward 8(a) Vendors: $338 Million

71% ($239 Million) of the $338 Million went to Veteran Owned Businesses (VOBs)

87%($207 Million) of that $239 Million went to Verified Veteran Owned Businesses (VOB).

Data as of 1/20/2015 7

Compatibility Scoring

• Used to define the percentage quotient of successful contracting opportunities between government procurement decision makers (buyers) and small business entities (sellers) by using criteria such as those listed below.– Business Opportunity (i.e., NAICS, Title, Opportunity Value, Description,

etc.)– VOSB Verification Status– Federal Supply Schedule (i.e., BPA, 00Corp, 03FAC, etc.)– Defense Contract Audit Agency (DCAA) Compliant– Business Certification (i.e., CPA, CGFM, ITIL, etc.)– Socioeconomic Category– Past Performance– Revenue

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VA Small Business Resources

• Veteran Entrepreneur Portal (VEP): http://www.va.gov/osdbu/entrepreneur/

• VA Small Business Liaisons: http://www.va.gov/osdbu/about/contacts.asp#sbl

• VA Forecast of Contracting Opportunities (FCO): https://www.vendorportal.ecms.va.gov/eVP/fco/FCO.aspx

• VA Federal Supply Schedule (FSS): http://www.fss.va.gov/

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VA FSS

1. 65 I B—Drugs, Pharmaceuticals, & Hematology Related Products

2. 65 II A—Medical Equipment & Supplies3. 65 II C—Dental Equipment & Supplies4. 65 II F—Patient Mobility Devices5. 65 V A—X-Ray Equipment & Supplies6. 65 VII—Invitro Diagnostics, Reagents, Test Kits, — Test Sets7. 66 III—Cost-Per-Test, Clinical Laboratory Analyzer8. 621 I—Professional & Allied Healthcare Staffing Services9. 621 II—Medical Laboratory Testing & Analysis Services

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Path to Success

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What Is Procurement Readiness?

Demonstrated ability to win and to successfully perform

contracts

“In the eye of the beholder”

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Basic Elements of Procurement Readiness

• Registration in SAM• Industry Specific Licenses and Requirements • Web Site/Capabilities Statement • Experience• Knowledge of Federal Procurement Readiness and

Process• Knowledge of Customer• Verified • Be present

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How to Achieve Procurement Readiness

• Partner with procurement ready businesses• Obtain Non-Government Contracts to gain

experience • Compete for Small Contracts (SAT)• Seek help from programs that promote

procurement readiness.

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Help Is Available

• 8(a) Business Development Program • SBA Business Development Programs

“Boots to Business”• Procurement Technical Acquisition Centers (PTACs)• Veterans Business Opportunity Centers• Minority Business Development Agency (MBDA)• SCORE (Service Corps of Retired Executives)• Mentor Protégé Programs• Federal Contracting Certification

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VA Focus: Direct Access

• Provides access for Procurement Ready Small Businesses to Procurement Decision Makers (PDMs)

• Partner Opportunity Showcases, Commercial Opportunity Showcases, and Communities of Interest (COIN)

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Plan for 2015

Upcoming Events

• Direct Access Program (DAP) Upcoming Schedule– VA Medical Center (VAMC)/The American Legion Opportunity Showcase in

Washington, DC– Government Procurement Conference in Washington, DC– Utah Procurement Conference: Salt Lake City, UT

• Currently Planning– Pennsylvania PTAC Event– VA OSDBU/Women As Veteran Entrepreneurs (WAVE) Opportunity Showcase– National Acquisition Center Industry Day– VA Office of Information and Technology Cloud Services Direct Access Event

Full Calendar of Upcoming Events at: http://www.va.gov/osdbu/library/events.asp

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Important Contacts

OSDBU: http://www.va.gov/osdbu

Verification:http://www.Vetbiz.gov

Helpdesk: (866) 584-2344

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