Strategies for Partnering
&Sub-ContractingUS Federal Government Contracting
Presented By:Jennifer Schaus, WASHINGTON DC
June 16, 2016
AGENDA:
• Introductions• Company Introduction
•The Basics• SBA Scorecard•Best Practices
•Conclusions• Q & A
Strategies for Partnering & Sub-Contracting
COMPANY INTRODUCTION
Strategies for Partnering & Sub-Contracting
Jennifer Schaus, Schaus & Associates
•Washington DC Based
•20 Yrs Govt Contracting
•GSA Scheds, Gov Con Services & Events
•Product & Service Clients
•Large & Small Biz Customers
www.JenniferSchaus.com
Strategies for Partnering & Sub-Contracting
THE BASICS
Strategies for Partnering & Sub-Contracting
THE BASICSFederal Government Contracting
* The Largest Buyer in THE WORLD!
* Billions of Dollars Spent - $500B
* Govt is risk adverse – prefers known and “certified” / vetted entities
Strategies for Partnering & Sub-Contracting
THE BASICSFederal Government Contracting
•Long Sales CyclesInfluenced By:
Price – Trusted Entities / Relationships – Solve Problem – Ease of Purchase
•LPTA, Lowest Price Tech Accept.Most purchases incumbents
LPTA allows companies w limited or no past performance to enter market.
•Federal Govt abides by The FAR.FAR (Federal Acquisition Regulation) defines Small Business &
Purchasing Guidelineswww.Acquisition.gov
Strategies for Partnering & Sub-Contracting
THE BASICSFederal Government Contracting
SBA – Small Business
Identify your industry/NAICS Codes
Varies by industry. Based on:# of Employees
$$$ Annual Revenues
Reference: https://www.sba.gov/sites/default/files/files/Size_Standards_Table.pdf
Strategies for Partnering & Sub-Contracting
THE SBA SCORECARD
Strategies for Partnering & Sub-Contracting
THE SBA SCORECARDEvaluation Tool for Grading Agencies
Small Business Set-Asides =
23% Small Biz (Direct award from FED GOV to
Small Biz)
34.06% Small Biz Sub-Contractor (Indirect award via Prime Contractor to Small Biz)
Strategies for Partnering & Sub-Contracting
THE SBA SCORECARDEvaluation Tool for Grading Agencies
Small Business Set-Asides =
The Breakdown….
Women Owned = 5% Disadvantaged = 5%
SDVO = 3%HUBZone = 3%
Strategies for Partnering & Sub-Contracting
THE SBA SCORECARDEvaluation Tool for Grading Agencies
The SBA Scorecard
Dpt of Commerce defines goals and SBA monitors.
Agencies receive a grade80% based on Prime/Direct
10% based on Sub10% based on Plan
Reference: https://www.sba.gov/sites/default/files/files/FY14_Scorecard_Summary_by_Prime_Spend_Subk_and_Plan
_Progress_Scores_2015-05-04.pdf
Strategies for Partnering & Sub-Contracting
BEST PRACTICES
Strategies for Partnering & Sub-Contracting
BEST PRACTICES
•Dun & Bradstreet – DUNS# www.DNB.com
•Register in SAMwww.SAM.gov
•Register & Find Partners in SBA Dynamic Database
http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
•*Secure appropriate Small Biz Certs•Prepare Capability Statement
•Review SBA Scorecard
•Prepare a Strategy based on this info
Strategies for Partnering & Sub-Contracting
SMALL BUSINESS CERTIFICATIONS
Women Owned = 5% 4 Organizations formal Cert, 3rd Party
https://www.sba.gov/sites/default/files/forms/SBA_Form_2413_comp_0.pdf
Disadvantaged = 5%SDVO = 3%
Service Disabled Veteran Owned www.va.gov
HUBZone = 3%Historically Under Utlized Business Zone
http://map.sba.gov/hubzone/maps
Strategies for Partnering & Sub-Contracting
REMINDER!!!
Govt Agencies DIRECT to Small Business= 23%
Primes DIRECT to Small Business(= Sub-Contracting)
= 34.06%
23% < 34.06%
Strategies for Partnering & Sub-Contracting
BEST PRACTICES
DIRECT CONTRACTING – 23%
Strategies for Partnering & Sub-Contracting
BEST PRACTICESDIRECT CONTRACTING – 23%
•Contact each Agency OSDBUOffice of Small & Disadvantage Business
Utilization
•Submit Capability Statement or Unsolicited Proposal through their portal
•Attend Industry Days (Open House for Small Businesses) or events where they will be
present* Typically listed on www.FBO.gov
Strategies for Partnering & Sub-Contracting
BEST PRACTICES
SUB-CONTRACTING – 34.06%
Strategies for Partnering & Sub-Contracting
BEST PRACTICESSUB-CONTRACTING – 34.06%
•Download from FPDS the Top FED GOV Contractors
(can sort by agency)Reference: https://www.fpds.gov/fpdsng_cms/index.php/en/reports/62-top-100-contractors-report3.html
•Register on Primes website as a Small Business
•Find contracts (on FPDS) Prime has worked on w/in your industry/NAICS Codes
•Attend Industry Days or events where they will be present
Strategies for Partnering & Sub-Contracting
BEST PRACTICESSUB-CONTRACTING – 34.06%
•Identify Prime Contractors holding GSA Schedules w/in your industry (GSA E-Library)
Reference: http://www.gsaelibrary.gsa.gov/ElibMain/home.do;jsessionid=5C27A5C57F7DF2C1E8345B21E3AB4308.prd1cweb
•Designation is “O” for Other = Large Biz
•Register on Primes website as a Small Business
•Find contracts (on FPDS) Prime has worked on
•Attend Industry Days or events where they will be present
Strategies for Partnering & Sub-Contracting
BEST PRACTICES Continued
•Attend Industry Events and Join Organizations related to Small Business
Designations
Examples:
WIPP – Women Impacting Public PolicyHUBZone Council
National 8a AssociationSDVO Council
SECAFThe ASBC
NCMAAFCEA
PSCChambers of Commerce
Strategies for Partnering & Sub-Contracting
BEST PRACTICES Continued
•Look for Match-Making Events put on by PTAP/PTAC, SCORE, Chambers of Commerce,
SBDC’s, Incubators.
•Look for Gov Con events on www.GovEvents.com
Strategies for Partnering & Sub-Contracting
CONCLUSIONS
Strategies for Partnering & Sub-Contracting
CONCLUSIONS• Competitive Market• Relationships Matter
• What is your value & value-add?• SIZE MATTERS, but….
Lead w your Capabilities, Not Size!• Get Certified = more serious
• Competitor – Collaborate!• Have a plan based on facts/data/intel
Strategies for Partnering & Sub-Contracting
RESOURCESwww.Acquisition.gov THE FAR
https://www.sba.gov/sites/default/files/files/Size_Standards_Table.pdf SIZE STANDARDS
https://www.sba.gov/sites/default/files/files/FY14_Scorecard_Summary_by_Prime_Spend_Subk_and_Plan_Progress_Scores_2015-05-04.pdf SBA SCORECARD
http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm SBA DYNAMIC DATABASE
https://www.sba.gov/sites/default/files/forms/SBA_Form_2413_comp_0.pdf WOMEN CERT
http://map.sba.gov/hubzone/maps HUBZone MAP
https://www.fpds.gov/fpdsng_cms/index.php/en/reports/62-top-100-contractors-report3.html TOP 100http://www.gsaelibrary.gsa.gov GSA PRIME CONTRACTORS
http://www.govevents.com GOV EVENTS
http://www.fbo.gov FED BIZ OPPS – Search Set-Asides & Industry Days
OSDBU – Office Small Disadvantage Business Utilization
Strategies for Partnering & Sub-Contracting
Ms. Jennifer L. SchausWashington DC
+ 1 - 2 0 2 – 3 6 5 – 0 5 9 [email protected]
www.JenniferSchaus.com
OUR SERVICES INCLUDE:* GSA Schedules
* SBA 8a Certification* Proposal Writing
* Federal Sales* Capability Statements
* Government Analysis Rpt / Mktng Plan