Tag: contract

Elliott Branch: Retired Deputy Assistant Secretary of the Navy for Acquisition and Procurement

Posted on by Eric Coffie

Learn to master these things to gain success in the federal marketplace with retired Deputy Assistant Secretary of the Navy for Acquisition and Procurement, Elliot Branch!

BACKGROUND

After over 30 years of service, Elliot B. Branch retired as the Deputy Assistant Secretary of the Navy for Acquisition and Procurement. 

During his service, his responsibilities included being the principal civilian advisor to the Navy Acquisition Executive for procurement matters, governing the operation of the agency’s worldwide and multi-billion dollar acquisition system, and being the community leader of the agency’s contracting workforce. 

Mr. Branch is also a fellow of the National Academy of Public Administration and the National Contract Management Association, as well as the recipient of the 2012 Samuel J. Heyman Service to America Management Excellence Medal, among others. 

Currently, he is a managing member of KJM Consulting wherein he provides acquisition advice and training. 

FEDERAL CONTRACTING CHANGES

1. Small Business Programs

“I believe that the numbers demonstrated that we were sending more dollars to small businesses, but we were sending them to fewer small businesses.”

When Branch started working with the Navy, the government had basically three small business programs; then, as the years went by, a handful of business programs were established.

Although these programs are especially helpful for its target small businesses, these also confuse both contractors and contracting officials. 

“As you can see we’ve moved from about three pretty well defined programs that didn’t really overlap very much. To this plethora of preference and set aside programs which overlap, can overlap quite a bit. There is a level of confusion for both acquisition personnel as well as the people who sell to them.”

2. Technology

In the ‘70s, desk calculators were cutting edge; but now, we have different platforms, softwares, and applications. 

What these changes did is it helped us democratize our government’s works, but this also negated the small things that small businesses used to sell.

“Think about now. What you have is this explosion, this information technology explosion, which has done a couple of things. One, it has really kind of, if you will, it democratized work as I like to say. It’s eliminated some of the clerical specialties we had, stenographers, typists, the typing pool, that whole thing. But the other thing that it has allowed us to do is to aggregate information.”

The other thing that it did is it helped us understand the government’s demand and how different industries supply it. However, this also became a challenge for small businesses. 

“Those guys that were sitting outside the gate, selling toner or selling the one-off PC or the one-off software package, no longer have that business. They again have to go approach the big primes in some of these fields to be able to sell into these markets because the introduction of technology has essentially changed the nature of some of the markets that they use to sell into in government.”

ADVICE FOR SMALL BUSINESSES

1. Understand what you’re getting into. 

Doing business with the government is different from being in the private industry because it requires some degree of discretion and a handful of rules and regulations. 

Hence, you strongly need to understand how the federated model works, or else you’ll just waste your time talking to the wrong people. 

“If you’re going to go into this business, you need to understand what business you’re going into because the government does things differently. Because it is the government and frankly the taxpayer expects them to do things differently. Because it’s about integrity. It’s about transparency. It’s about opportunity for everybody to participate.”

2. Define your value proposition. 

You might have good ideas but you need to understand that it should have a value proposition towards a target market. 

For instance, the tool that you want to provide to Community X might really be needed in Community Y because community Y does function A and Community X does function B. So, Community X is not going to use your tool, but Community Y will.” 

“I would argue if you really want to make a sale, if you really want to establish a relationship, the first thing you need to do is you need to really walk in with what I’ll call a ‘listening heart.’ You know, hear the person who needs something and listen to their pain points in the problem that they’re trying to solve.” 

3. Your resumes are important. 

The government wants to see the resumes and the experiences of your employees because they buy the inputs, instead of measuring the output of a project.

With this, they look at those resumes, check your past performance, organizational structure, and history, and assess how you manage those people in your management plan.

“What I do is I tend to buy the inputs and this is why you see a lot of solicitations structured with levels of effort and the number of hours we want to buy and labor categories. And then I would want to see strong resumes because that’s what gives me the high degree of confidence that you can deliver.”

4. You have to network.

You need to get yourself out there and go to industry days, trade shows, conferences, and any event that the government is present, especially if you have some unique proposition.

You can start with a white paper that doesn’t expose your entire idea and start having conversations with these folks to get you to a place where they can help shape a requirement so that you can at least bid against others. 

“I think the key is, how do you get to the folks who made the kinds of decisions to broaden the specifications, to consider unique and innovative proposals. And that’s, I think, where the networking comes in.”

5. These business programs are just footholds. 

You should keep in mind that these small business programs are not forever applicable to your business. So, you need to learn how to take advantage of its perks while you are still at it. 

“You can rely on these preference programs. They are a good foothold or a good toehold. But if you really want to grow, you’ve got to have a strategy that will launch you in terms of growth, steeply enough that you kind of overcome the, if you will, the inertia that’s pushing you back to be this small business. Because as soon as you get out of those protected programs, that base work, you are depending on disappears.”

THE NATION NEEDS YOU!

Way back in the ‘90s when the Berlin Wall fell down and the Soviet Union imploded, the U.S. were involved in a fairly quiet but intense submarine conflict with the Russians.

However, instead of investing in submarine combat system technology, we shifted into using IT to convert our submarine softwares. And this is where, you, small businesses played a major role.

“My advice is if you have capability, don’t give up because the nation needs you. It’s just as simple as that. You know, come in every day. Learn, you know, from your successes and failures every day; how to get a little bit better at maneuvering in the government space. Talk to people who are in that space. You’d be surprised how helpful they’re willing to be both government and industry because everybody’s looking for new sources. And be a mentor to the next guy who wants to get in the space because, fundamentally, we’re all in this together.”

RESOURCES

If you want to learn more on Elliot Branch’s advice in mastering success in the federal marketplace, then be sure to click the resources below. You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

020: Elliott Branch – Former Director of Contracts Naval Sea Systems Command and SES Member

https://govcongiants1.wpengine.com/podcast/020-2/

This LEGEND has 20+ YEARS in Government Procurement!

https://www.youtube.com/watch?v=GQP39DhlEEA&list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH&index=4

Corliss “Mama U” Udoema: Inspiring CEO shares Advice on Business and Faith!

Posted on by Eric Coffie

Gain timeless wisdom in running your business and your life with Corliss “Mama U” Udoema’s Advice on Business and Faith!

BACKGROUND

Corliss “Mama U” Udoema served for over 20 years in the US Marine Corps, as an Assistant Officer in Charge for the Facility Supports Contracts, and as a Supervisory Procurement Analyst in the Naval Facilities Engineering Command, respectively. 

Then, in 2006, she founded Contract Solutions, Inc. (CSI), a professional staffing and management support services company providing acquisition support, training solutions, human resources, and technology solutions.

She is also the President and founder of Agape Love in Action, a 501(c)(3) charitable organization dedicated to helping people in need. 

With all of these, her motto in delivering excellence is a reflection on why she is an acclaimed businesswoman and CSI is part of the Inc. 5000 list for the last consecutive 3 years, and the 2019 USDA Small Business Contractor of the Year, among others. 

THE SUCCESS CONTRACT SOLUTIONS, INC. 

1. Starting the Business. 

Mama U was not really interested in starting a business but when asked by a friend to do it while doing some contract administration with her, she then founded CSI. 

Meanwhile, she also took a position as a Senior Acquisition Consultant at another company, however, after the company lost a contract, she decided to really focus on her business. 

With this, she decided to be part of the 8a program, after being told that the government would only call them back if they are part of a GSA schedule or any other business development program.

“So that’s what I did. And they would ask for something. Then I would, you know, give it to them immediately. Even if I had to get somebody to walk it through, you know, in another town, another state, I would do that.”

2. The Secrets for their Growth. 

In order to really achieve business growth, she hired excellent individuals who have the necessary expertise in various fields needed for their services. 

“A lot of times we want to know the answers, but there’s so many times when you’re running a business, you’re not going to always know the answers. So here’s what I tried to do. I tried to know what I know as opposed to what I don’t know… I tried to find someone that does know. So, you know, the different little things and that’s one of them. And the other one is, you know, to surround yourself with champions.”

Moreover, she makes sure that she works effectively as a rooftop manager who sees all the angles in order to gain the trust of her employees. 

“It’s not easy because when people don’t see what you see, sometimes they won’t… they won’t trust you enough to follow.”

Most importantly, what makes CSI an outstanding company is how Mama U and her team steps up in really achieving their motto. 

“Do it with excellence. You know, no slides was allowed. Do it with excellence. Do it with excellence. And people (will) come back.”

ADVICE FOR BUSINESS OWNERS

1. Have a strong foundation.

When you are starting out as a business owner, you need to have a strong foundation that can handle your growth and success. 

For instance, this might be getting the right information about the marketplace from Small Business Technical Centers, or networking with other businesses. 

“One tiny, you see one little step, that’s the key in business… You just can’t start off, you know, at the top, you know, and make a plan to grow it but don’t have it. It’s like me, if I tried to put 60 people on the foundation of what I had when I first started, it would, what? It would crumble. It would not be strong enough. So, you have to make sure that you, as you build out your foundation, that is strong enough to support what you’re going to put on top of it.” 

2. Plan the end in mind.

Whether you are on your way to success or you are starting out, you need to have a roadmap to help you focus on what you planned to do. This is why you need to have a business plan.

“When you think about critical path with respect to the business, the first thing to me is a good business plan. You’re beginning with the end in mind, right? Some people say, ‘Oh, well, I’ll just, you know, wing it.’ Well, you know what? That’s probably what you’re going to end up with, a chicken wing.”

3. Do not get into a better-than-nothing relationship.

In employing team members and dealing with clients, you should be with someone that is really interested in what you offer and, in return, you should treat them right. 

For instance, you should hire someone that is interested in your $50 pay for an hour because when you hire someone who really wants $70, then that person might stay in your company but is looking for another company who provides better pay and benefits. 

This also goes with your clients. They might give you an opportunity but just once because they will look for another company the next time. 

“When you get those things in sync, you’ll have good retention. Your clients will be happy because they won’t have to follow the bouncing ball all over again. You know, time… and you do excellent.”

4. Deliver excellence. 

Regardless if you offer products or services, it should be delivered with excellence because if not, it will strongly affect your company. 

This also goes with hiring employees. You strongly need to have people who believe in your vision because if they didn’t, then it would be hard for them to achieve your goals and do their tasks with excellence. 

“I realized that if I work 24 hours a day, as hard as I could… that the best that I could do was average. And I said, ‘I don’t do average as that.’ But once I got the platinum card, then I came back and I started to contract there with her. So, you don’t, I know you’re not a person that does average, I know you’re not.”

5. Just be patient. 

The three P’s that you need are prayer, planning, patience. You might find it easy to pray and plan things, but patience is where most people get into problems.

“You started, you have a pot of dirt, you have that seed, you have that business seed, right? And you know, it takes time. And when people come and look, they don’t see anything, right? But you know, you have a seed in the ground and it takes time. You don’t just put the seed in the ground and then, you know, and the pot and in two days later, boom, you’re big. So it truly is a step by step process.”

RESOURCES

If you want to listen to Mama U’s wisdom in running your business, then be sure to click the resources below. You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

022: Corliss “Mama U” Udoema – The most inspiring CEO great grandmother of all time talks business, faith and timeless wisdom

https://govcongiants1.wpengine.com/podcast/022-2/

GREAT GRANDMA CEO drops all the Wisdom!!

https://www.youtube.com/watch?v=ut4sdy6C2ds&list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH&index=5

Dr. Krystal Nerio: From Air Force to President of Prosperitus Solutions

Posted on by Eric Coffie

Learn from Dr. Krystal Nerio as she shares her journey that led to building of President of Prosperitus Solutions, as well as her advice for small businesses, especially women-owned.

BACKGROUND

After graduating high school, Dr. Krystal Nerio’s older sister urged her to join the U.S. Air Force. During these years of being a full time logistician, she also went to night school to pursue her education. 

Then, after spending six years serving the nation, she returned to the US and began working at different small and large businesses. She had also managed and oversaw the Air Force Mentor Protege Program. 

It was then Ted Terrazas, the former owner of TerraHealth Inc., who encouraged her to take the leap and start her own business, after he sold his company and she’s left to start the next chapter of her life. 

Currently, Dr. Nerio is the President of Prosperitus Solutions, her successful medical logistics staffing firm that provides innovative manpower and project management solutions in the government space. 

Apart from that, she is also the Senior Managing Partner at Nerio Enterprises, where they provide strategic leadership and management of existing real estate portfolios, and the Chairwoman of Global Chamber San Antonio, an international trade and development organization. 

Above all of these, Dr. Krystal Nerio is a proud Hispanic woman who sets an example for all women in the minorities. 

“When I saw that Hispanic women didn’t even make a mark in higher education, it was like, okay, this is not about me anymore. It’s about, you know, my future didn’t, you know, the future generations to come. It’s about making that example for them. So, that’s when I was like, ‘Okay, I gotta do this now.’ So, I changed my mindset on why I was there and that’s how I finished my PhD.”

TRANSITIONING FROM THE AIR FORCE

Dr. Nerio returned to the US when she was 23 years old but in transitioning to being a civilian, she found that her NCO logistics background doesn’t equate much, so once Home Depot decided to hire her, she accepted the job. 

“So, I was getting adjusted to life on US soil and also trying to figure out, ‘Okay, what am I going to do now?’ ‘Cause I was told what to do for six years. So I was told what to wear. I was told where to go. So, it was, truly, I’m having to adjust to civilian life and also adjust to who I am, finding myself.”

Meanwhile, she then got a call from General Dynamics for a logistics job and this was where she learned how to really get in front of the door and learn writing resumes.

“Probably the only difference was, is what? Our war.”

STARTING AND MANAGING PROSPERITUS SOLUTIONS

In starting her business, Dr. Nerio found it easier as Mr. Terrazas, her mentor, had already helped her build relationships and to work in the same environment.

“I was fortunate and blessed that I had been working in those environments for my mentor. I had been doing that for the last three years. You know, hitting the pavement, shaking those hands, getting those contracting officers day in and day out, and so when I switched hats, it was a little easier for me because they knew me.”

The only thing that she did to separate herself from her old employer, TerraHealth Inc., was rebranding and showing that she can do it, even with a different role as an owner.

Then, as part of her company’s growth, they started to provide administrative and medical services aside from logistics, as well as, build their past performance through teaming and partnerships. 

“I had been working with a lot of different prime contractors and it’s a very small world. You just pick up the phone to, to do a reference check real quick, you know… And you, you have to say what you do and do what you say. You have to be a person of your word because in this business, I mean, we’re all at the end of the day, we’re here to, you know, help each other and help each other grow.”

Aside from building her company’s success, Dr. Nerio also aims to help other veterans, in their transitions to the civilian world. The ultimate goal is to put the veterans back in an environment that they’re familiar with: civil service or permanency.

“I knew the struggle of what it was when I got in the military and not knowing what I was going to do or what was next. And so and I say their dependence as well because they’ve been along for the ride and sometimes after retirement, now it’s their time to, it’s a shine or maybe it’s now it’s their time that they want to pursue what they’ve been wanting to do for a while, but they couldn’t do to military life.”

When asked about the story behind Prosperitus Solutions’ logo, she revealed that it is like an ancient culture symbol where it starts small and continues growing. 

“I think as just people in general, we need to be constantly growing and seeking knowledge to be better. Not only for our family but, you know, for others.”

ADVICE FOR SMALL BUSINESSES

In their third year in business, Dr. Nerio thought that building a business might not be for her. However, that next day, someone called to give them an opportunity. If she decided to give up early, what do you think will happen to that opportunity? 

“Don’t give up. You’re going to have those sleepless nights. You’re gonna have those stressful, most stressful moments. But just keep at it every day. If it’s something that you truly are passionate about and that, you know, you want it more than anything in this world, just keep going after it. You’re going to have a struggle in the beginning, but it won’t be for long. You know, it will not be for longer. You’ll have that one moment, that right when you’re about to give up, that next door just opens up.”

ADVICE FOR WOMEN BUSINESS OWNERS

In building her business, Dr. Nerio found quite a few women in business and when she found one, she tried to really hold on to their relationship. 

“You know what advice I would give is to be a good mentor to another women-owned business. Because there were so few of us that I struggle finding a female mentor, believe it or not. And my mentors have been men… And so my advice is, you know, once you do become established and you do have wisdom and knowledge to share, definitely embrace another woman-owned small business.”

RESOURCES

If you want to learn more on how Dr. Krystal Nerio built and expanded Prosperitus Solutions, then be sure to click the resources below.

You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

From Air Force to President of Prosperitus Solutions

https://www.youtube.com/watch?v=psgh_MmT6M4&list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH&index=15

024: Dr. Krystal Nerio – From Air Force to President of Prosperitus Solutions, a Multi-National Medical & Logistics Staffing Firm

https://govcongiants1.wpengine.com/podcast/024-2/

ARMY Awards $47.9M Contract Modification To Sikorsky Aircraft Corp.

Posted on by Eric Coffie

Sikorsky Aircraft Corp., Stratford, Connecticut, was awarded a $47,970,000 modification (P00150) to contract W58RGZ-17-C-0009 for UH-60M aircraft. Work will be performed in Stratford, Connecticut, with an estimated completion date of Dec. 30, 2022. Fiscal 2020 operation and maintenance (Army) funds in the amount of $5,000,000 were obligated at the time of the award. The U.S. Army Contracting Command, Redstone Arsenal, Alabama, is the contracting activity.

Sikorsky Aircraft Corporation designs and manufactures helicopters for commercial, industrial, and military use. The Company is based in Connecticut, with locations in Florida, Alabama, and Wisconsin. (www.bloomberg.com)

IDIQ For Multiple Award Construction Contract (MACC)

Posted on by Eric Coffie

This procurement is to provide new construction, renovation, alteration, demolition, and repair work by design-build or design-bid-build for facilities. All work shall be in strict compliance with the specifications of the contract and specifications and drawings for each task order.

  • Product Service Code: Z1JZ – MAINTENANCE OF MISCELLANEOUS BUILDINGS
  • NAICS Code: 237990 – Other Heavy and Civil Engineering Construction
  • Place of Performance: Ellsworth AFB, SD 57706 USA
  • Updated Date Offers Due: Nov 20, 2020, 03:00 pm MST

Full details via beta.sam.gov

govcon giants logo Check out our RESOURCES page for a sample letter that we use in response to government market research.

DESIGN BUILD Renovate Building 223 for Pandemic Storage

Posted on by Eric Coffie

The Department of Veterans Affairs Network Contracting Office 23 on behalf of Minneapolis VA Health Care System, seeks information on interested vendors for a DESIGN-BUILD project titled Design Build Renovate Building 223 for Pandemic Storage at the Minneapolis VA Health Care System, Minneapolis, Minnesota.

  • Product Service Code: C1DZ – ARCHITECT AND ENGINEERING- CONSTRUCTION: OTHER HOSPITAL BUILDINGS
  • NAICS Code: 236220 – Commercial and Institutional Building Construction
  • Place of Performance: Minneapolis VA Health Care System Campus Minneapolis, MN Minneapolis, MN 55417
    USA
  • Updated Response Date: Nov 23, 2020 12:00 pm CST
  • CSTFull details via beta.sam.gov

    GovCon Logo Check out our RESOURCES page for a sample letter that we use in response to government market research.

RC Construction Co. and Millstone Weber JV Awarded $81.49M For Projects at Pope Army Airfield

Posted on by Eric Coffie

RC Construction Co. and Millstone Weber JV, Greenwood, Mississippi, was awarded an $81,499,929 firm-fixed-price contract for removal and replacement of existing electrical equipment, including airfield lighting and lighting vault equipment, and the reconstruction of Runway 05-23 at Pope Army Airfield. Bids were solicited via the internet with two received. Work will be performed at Fort Bragg, North Carolina, with an estimated completion date of May 1, 2021. Fiscal 2021 operation and maintenance, Army funds in the amount of $81,499,929 were obligated at the time of the award. U.S. Army Corps of Engineers, Savannah, Georgia, is the contracting activity (W912HN-21-C-3001).

RC Construction Company Inc., was founded in 1990. The Company provides construction services for the military. (www.bloomberg.com)

Aurora Industries LLC Awarded $49.7M IDIQ Contract For Duffle Bags

Posted on by Eric Coffie

Aurora Industries LLC,*** Camuy, Puerto Rico, has been awarded a maximum $49,763,100 fixed-price, indefinite-delivery/indefinite-quantity contract for duffle bags. This was a competitive acquisition with two responses received. This is a two-year contract with no option periods. The location of performance is Puerto Rico, with Oct. 29, 2022, ordering period end date. Using customers are Army, Navy, Air Force, Marine Corps, and Coast Guard. The type of appropriation is fiscal 2021 through 2023 defense working capital funds. The contracting activity is the Defense Logistics Agency Troop Support, Philadelphia, Pennsylvania (SPE1C1-21-D-1408).

Aurora Industries LLC was founded in 2006. The company’s line of business includes the manufacturing of men and boy’s work clothing. (www.bloomberg.com)

Ernst and Young LLP Awarded $98M Contract For Audit Services

Posted on by Eric Coffie

Ernst and Young LLP, New York, New York, is being awarded a maximum $98,142,615 labor-hour contract for audit services for the Department of Defense Office of Inspector General audits of the Defense Logistics Agency (DLA) financial statements, with an expected completion date of Dec. 31, 2021. The contract has a one-year base period with four individual one-year option periods and is the result of a competitive acquisition for which two quotes were received. Subject to availability of funding, fiscal 2021 operations, and maintenance (DLA) funds in the amount of $18,838,861 will be obligated when funds are available for this contract. The Defense Finance and Accounting Service, Contract Services Directorate, Columbus, Ohio, is the contracting activity (HQ0423-21-F-0010).

Ernst & Young LLP, doing business as EY, provides professional services. The Company offers assurance, audit, tax, financial, and business advisory services to the automotive, financial, government, entertainment, mining, real estate, technology, and telecommunication industries. EY serves customers worldwide. (www.bloomberg.com)

NAVY Awards Leidos Inc. $149.2M Contract

Posted on by Eric Coffie

Leidos Inc., Reston, Virginia, is awarded a $149,238,311 indefinite-delivery/indefinite-quantity contract containing cost-plus-fixed-fee, cost reimbursement and firm-fixed-price provisions. This contract provides services and supplies for the operation of the Naval Array Technical Support Center facility. Work will be performed in Newport, Rhode Island (99%); and Reston, Virginia; and Virginia Beach, Virginia (each location less than 1%), and is expected to be completed in November 2025. Service Cost Center funding (a type of overhead funding that is not authorized/appropriated in a particular fiscal year) in the amount of $13,837,718 will be obligated on the first task order and will not expire at the end of the current fiscal year. This contract was competitively procured using full and open competition via the Federal Business Opportunities website with four offers received in response to solicitation no. N66604-19-R-0182. The Naval Undersea Warfare Center Division, Newport, Rhode Island, is the contracting activity (N66604-21-D-A000).

Leidos, Inc. provides information technology services. The Company offers transportation security, life sciences, critical infrastructure, smart grid, systems integration, utility planning, and commercial cyber services. Leidos serves clients worldwide. (www.bloomberg.com)