Tag: federal marketplace

US Foods Inc Awarded $377.7M IDIQ Contract For Full-line Food Distribution.

Posted on by Eric Coffie

US Foods Inc., Raleigh, North Carolina, has been awarded a maximum $377,791,948 fixed-price with economic-price-adjustment, indefinite-quantity contract for full-line food distribution. This was a competitive acquisition with two responses received. This is a two-year base contract with one one-year option period and one two-year option period. Locations of performance are Virginia and North Carolina, with Jan. 7, 2023, 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 agency is the Defense Logistics Agency Troop Support, Philadelphia, Pennsylvania (SPE300-21-D-3313). 

 

US Foods, Inc. distributes food products. The Company offers fresh meats, appetizers, prepared meals, and frozen foods. US Foods serves the educational institutions, restaurants, healthcare, hospitality, and government sectors in the United States. (www.bloomberg.com)

Eastern Airlines LLC Awarded $284.9M Firm Fix Price Contract

Posted on by Eric Coffie

Eastern Airlines LLC, Wayne, Pennsylvania, has been awarded a firm-fixed-price contract (HTC711-21-D-C001) in the amount of $284,932,621. The contract provides door-to-door, time-definite, pick-up and delivery, transportation, timely and accurate shipment tracking, government third party payment system participation, customs clearance processing (if applicable), and shipment data reporting. This contract provides heavyweight delivery services for domestic and international shipments. Work will be performed internationally and domestically, with an expected completion date of Sept. 30, 2022. The initial contracts were awarded in April 2019. The estimated program value is for three and a half years. Ordering is decentralized and funding is provided by multiple government agencies. U.S. Transportation Command, Directorate of Acquisition, Scott Air Force Base, Illinois, is the contracting activity.

 

Eastern Air Lines, Inc. provides passenger air transportation services and transports mail and air freight over portions of its routes in the US. On 3/9/89, Eastern and its wholly-owned subsidiary, Ionosphere Clubs, Inc., filed for bankruptcy. The Company, a subsidiary of Texas Air Corporation, operates as a debtor-in-possession. (www.bloomberg.com)

SOURCES SOUGHT: Counter Nuclear Smuggling Systems Deployment (CNSSD)

Posted on by Eric Coffie

The NNSA Office of Nuclear Smuggling Detection and Deterrence (NSDD) is conducting a market survey for their Counter Nuclear Smuggling Systems Deployment services. The National Nuclear Security Administration (NNSA) seeks qualified small businesses, small business-led teams, and joint ventures that qualify as a small business, capable of performing Counter Nuclear Smuggling Systems Deployment services in design, integration, construction, communications, logistics, and training for the Nuclear Smuggling Detection and Deterrence (NSDD) Program, under the NAICS code: 237990 — Other Heavy and Civil Engineering Construction ($39.5M size standard).

  • Original Set Aside: Total Small Business Set-Aside (FAR 19.5)
  • Product Service Code: Y1PZ – CONSTRUCTION OF OTHER NON-BUILDING FACILITIES
  • NAICS Code: 237990 – Other Heavy and Civil Engineering Construction
  • Place of Performance: USA
  • Updated Response Date: Feb 11, 2021 12:00 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.

Michelle Burnette: Executive Director of the HUBZone Contractors National Council

Posted on by Eric Coffie

As an advocate of the HUBZone program for almost 10 years, Michelle Burnette shares her viewpoint about the program and other insights to help small businesses understand and survive the federal marketplace.

BACKGROUND

Michelle Burnette is the current appointed executive director of the HUBZone Contractors National Council,  a member-based nonprofit organization established to advocate, educate, and promote the HUBZone program. 

Her knowledge of the program and expertise on government contracting stems from 10 years supporting the said community both as a small business consultant and a contractor.

While also supporting this mission, Burnette is also managing her own company, PEPBURN LLC, which aims to help small businesses in terms of various government programs.

THE HUBZONE CONTRACTORS NATIONAL COUNCIL

The HUBZone Contractors National Council is made up of a group of companies, organizations, and individuals who have a shared viewpoint on the HUBZone program which is a federal contracting program aimed at facilitating job creation and economic growth.

Their organization is made up of different types of groups. They have large businesses that want to meet their small business subcontracting goals. They also have multiple strategic partnerships with the Society of American Military Engineers and an active MLU with the Small Business Administration. Lastly, they are working together with Native Americans.

“It’s a bunch of people coming together, and that’s how all these nonprofit organizations are. We all have different views, we all have different opinions, but we all have a shared mission of seeing this program meet and fulfill its true mission, which is economic development, job creation in these communities that are historically oppressed.”

THE HUBZONE PROGRAM

The HUBZone program is the only small business program that’s location-based. It was initially enacted as a means to provide a competitive advantage for companies and encourage them to relocate into certain areas that were significantly impacted by unemployment.

“The understanding is that when these companies move into these areas, what do they do? They have to hire individuals. When you hire people, those people, when you have money, spend money. You can’t spend money if you don’t have it.”

When companies relocate to these economically-disadvantaged areas, they live and work in the communities. They’re not just creating jobs for the people, they are providing a holistic effect in investing in the community.

“When companies come into these communities and they are successful and they build an infrastructure, they’re investing in the schools, the medical care, the environment. Some are very environmentally friendly and they change these communities, communities that were lost, that had completely just dwindled and might be being overwhelmed by crime… They breathe life back into these communities, and that’s the point.”

ADVICE FOR SMALL BUSINESSES 

The first thing that you should understand as a small business owner is that you cannot be good at everything. And with this, you need to collaborate with other businesses. Don’t just network to your target agencies, network with other businesses as well.

“Trying to reinvent the wheel on your own, by the time that you even get to the point where you develop the wheel, somebody is going to literally have a hybrid car that is so far past you. It’s not about doing it on your own and starting over. Sometimes, it’s about figuring out ways to work with each other in order to improve on the product.”

Remember that the intelligence, creativity, and technology that stem from small businesses that come together and collaborate could beat even the large businesses in the industry.

However, in order to take advantage of the benefits of your network, you should also bring something to the table.

What value can you provide to your client and to other small businesses? 

RESOURCES

If you want to watch the full video of the interview with Michelle Burnette as she shares her viewpoint about the HUBZone program and other insights to help small  understand and survive the federal marketplace, then be sure to click the links below:

008: Michelle Burnett – The Passionate & Driven Executive Director behind the HUBZone Contractors National Council

https://govcongiants1.wpengine.com/podcast/08-2/

https://www.youtube.com/watch?v=GPSi05DwDJE

Eric “Doc” Wright: A Veteran Helping Transitioning Veterans

Posted on by Eric Coffie

Having struggled as a military servant turned civilian, Eric Wright shares his experience that prompted him in helping transitioning veterans.

BACKGROUND

Eric Wright served as a Hull Maintenance Technician and as an E-5 Petty Officer Second Class in the US Navy for almost five years. 

He also had over 20 years of experience in the commercial and federal marketplace serving as a salesman, project manager, government accountant, project officer, and a professor. 

Wright also earned a bachelor’s degree in Psychology, an MBA with Commerce as a field of study, a doctorate degree in Business Administration, and a master’s degree in Project Management.

As part of his vision to help military veterans in transitioning into the civilian lifestyle, he founded Vets2PM, a professional training and coaching company.

He also co-founded the Veteran Project Manager Mentor Alliance, an organization aimed at helping veterans, service members, and military spouses about project management. 

Wright is also serving in different associations for veteran-owned businesses, a contributing author of the Amazon #1 Best Seller Game Changers, a keynote speaker, and a certified business coach in RSM Federal, a federal consulting and business-acceleration strategy firm. 

Due to his efforts in helping other people like him, Wright was able to help thousands of military veterans achieve meaningful and lucrative post-service careers. Vets2PM also earned the 2019 Department of Labor Gold Award Winner for its veteran hiring initiatives!

MISSION IN HELPING TRANSITIONING VETERANS

The main problem that transitioning veterans have is coping up with the new lifestyle.

In the military, you are in an environment where people know you and your background like you’re brothers and sisters. However, when you go out and work as a veteran, your experience is quite different. 

“That really exacerbates that whole transition is. I not only have to learn everything that civilians know but I also have to recreate now my own sense of purpose, my own sense of meaning, my own sense of mission, my own sense, because my own identity, because nobody around me cares, right? They’re all judged on individual performance. Nobody cares about me or how I do or what I do.”

This is why Wright built Vets2PM. He wants to help transitioning veterans achieve meaningful and lucrative careers. And with this, they follow a four step process.

The first step is inspiration. They inspire the veterans by helping them translate what they previously do in the military into what they will do in their new lifestyle, regardless of what it is.

Then, they train them to get the necessary credentials of the industry that they want to pursue. With this, Wright’s team query different companies on what they need and they shape their training for that requirement.

The third step is they prepare them with everything they need. They need to learn how to use various resources and how to determine their values. 

“We give them internal workshops to develop interview skills, like everything they need to get prepared or get ready to go to that civilian job interview.”

Lastly, they prepare these veterans for life. They can lather, rinse, and repeat the process if they want to pursue another career. And with that, Wright’s team is more than willing to help them. 

“The day you go from soldier, sailor, airman, Marine to civilian. Bang! Dude, an abrupt halt, right? Like dead stop, 40 mile an hour, zero mile an hour into a wall, right? You were admiral, whatever on Friday; now your Mike on Monday.”

SYMPTOMS OF PROJECT MANAGEMENT TALENT SHORTAGE

Another solution that Wright provides is recognizing workforce shortage in a company and he highlighted different symptoms that you need to check. 

“Here’s what I tell business owners and executives when I talk to them. I know that you have the illness of a project management talent shortage right now. You’re sick. You just don’t know it.”

The first symptom is internal cannibalization wherein you’re cannibalizing your staff and putting them in another position in your company. 

“Let’s say you’re an accountant and you get put on an accounts payable system implementation project, and you guys crush it. Well, if I saw Eric doing good stuff and that project was a success, guess what? Eric’s no longer an accountant. Eric’s project manager running accounting projects. That’s called internal cannibalization. You’re cannibalizing your staff. So now you’re down a really good accountant because you just made a project manager.”

The second symptom is you’re poaching for talents from different places. With this, you’re also doing other things to keep your business in place like crossing down, signing bonuses, increasing salaries, and others. 

Then, the third symptom is overworking your employees. Consider that you still have customers or clients waiting for your deliverables and in order to keep your business in schedule, you ask your employees to do overtime.

“How many of you have project managers working on more than three projects? Raise your hand. There’s your third symptom. Now you’re overworking those you do have. Now you’re going to burn him out, brother. Now you’re compounding your problem. Okay? Those three things are bad enough as it is on its own.”

Most companies that Wright worked with have more than one of these symptoms. However, he may be able to help you by giving a study plan or coaching calls but most of the work should be done by yourself. 

“You have to put the time in to develop the skills, knowledge, and abilities to test in the target credentials that we set out for you… I mean dude, we’ve done all the math for you. All you gotta do is show up and do the work.”

RESOURCES

If you want to watch the full video of the interview with Eric Wright as he shares his experience that prompted him in helping transitioning veterans, then be sure to click the links below:

050: Veterans Helping Veterans with Eric “Doc” Wright, Founder of Vets2PM

https://govcongiants1.wpengine.com/podcast/050-2/

https://www.youtube.com/watch?v=zOB2Ig3zdjg&list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH&index=47

Alex Hernandez: CEO of a $50 Million Construction Firm

Posted on by Eric Coffie

Marine turned CEO, Alex Hernandez, shares his experience in the federal marketplace that turned his company to a $50 million construction firm.

BACKGROUND

Alex Hernandez began his career as a Captain specializing in logistics operations in the U.S. Marine Corps. 

After over four years, he worked for a private firm before building his own company, Hernandez Consulting & Construction. As the CEO and Chairman of the Board, he handled his project management and general contracting firm specializing in design, construction, design-build and real estate development. 

He also sat on the Board of Directors for the Veterans Services of America, Inc. and the Tulane Alumni Association as well as act as a Managing Partner of Albert Architecture and the New Orleans Redevelopment Fund. 

Over the years, Hernandez Consulting & Construction has been named six times in the Inc. 500/5000 list. Alex Hernandez was named as Louisiana’s Small Business Person of the Year in the year 2017. 

EXPERIENCE IN THE FEDERAL MARKETPLACE

Hernandez Consulting & Construction started as a company specializing with cleanup work. They also worked with a lot of rebuilding and even diving into the security system business.

Then, they transitioned to the construction business because the margins weren’t there for them and it is not what they wanted to do. Besides, he wanted to niche down their expertise.

“Figure out what your niche is and then actually figure out what niche is needed out there.”

Other than that, he also decided to work with people who have the necessary background to handle different positions. One of these is his business partner who had a background in banking and is now helping him to raise capital for the firm.

“I’d probably tell people out there if that’s something they’re looking at, it’s just a matter of finding the right partners. If you don’t know how you go raise money, well there’s people out there that know how to do that and you can team with them and work with them on doing some of that.”

ADVICE FOR OTHER BUSINESSES

Hernandez believed that business-minded individuals just really need to go out in the marketplace and achieve their goals.

However, in order to do this, there will be times that you need to maintain a level of effort because you will be doing various tasks until midnight and even do it on the weekends.

Besides, you are the owner of your company. Although you have employees who work in various types of positions, you should work harder than them because you kind of lead them from the front. 

“It sort of drives in business. I mean, look, they’re not going to work, they’re not all owners in the business. So, at some level, you know, they’re not going to work as hard as you, but at least it does help drive them… They’re succeeding and they’re growing because you’re helping through that.”

RESOURCES

If you want to watch the full video of the interview with Alex Hernandez as he shared his experience in the federal marketplace that turned his company to a $50 million construction firm, then be sure to click the links below:

017: Alex Hernandez – Marine turned CEO builds a $50 Million Dollar National Construction Firm

https://govcongiants1.wpengine.com/podcast/017-2/

https://www.youtube.com/watch?v=VjqmlAWSpaw&list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH&index=7

5 Ways IT Companies Can Start Winning Federal Contracts

Posted on by Eric Coffie

Apart from the traditional request for proposal bidding opportunities, there are other ways to start winning federal contracts and making big bugs as an IT company in the federal marketplace!

FIVE METHODS TO USE

1. Other Transactions Authority (OTA)

Over the last three to five years, OTAs have been steadily rising in terms of the amount of dollars from the government spending. This is due to the fact that it is commonly used by the Department of Defense (DOD) to carry out prototype, research, and production projects.

Generally, this method is not required to comply with federal laws and regulations that apply to procurement contracts, grants, and cooperative agreements. The good thing about this is that it seems that the government is making it easy for people to bring them IT solutions.

In order to look for these specific opportunities, you can hop over to beta.sam and type the keyword, OTA. Thereafter, you will be provided with OTA opportunities to start responding to.

2. Commercial Solutions Opening (CSO)

This method is a merit-based source selection strategy for the DOD to acquire innovative commercial items, technologies, or services that directly fulfill requirements, close capability gaps, or provide potential technological advances.

3. Broad Agency Announcement (BAA)

This method is used by the government to request scientific or research proposals from private firms concerning certain areas of interest which may lead to contract opportunities.

This is a bit similar to CSO however it applies to the acquisition of basic and applied research. This means that it is more aimed at advancing the state of art or increasing knowledge and understanding rather than focusing on a specific system or hardware solution.

4. Agency Incubators

The first agency incubator in this section is In-Q-Tel which has an office within the Central Intelligence Agency (CIA). With this, they act as an interface center of the agency in order to find private

companies to help work on unclassified problem sets and fill the gaps.

The next one is the Silicon Valley Innovation Program which is established, in their own words, to help reshape the government. They are working with the Department of Homeland Security to reach out to the innovation community in terms of new and previously inaccessible technologies that can help strengthen national security.

Lastly, we have the Defense Innovation Unit which provides non-dilute capital in the form of pilot contracts for commercial innovation to solve DOD problems. They do a lot of pilot contracts ranging from 25, 000 to 100, 000 that includes hardware, software, or unique services and their ideal target in terms of awards is 90 days.

5. Best In Class And Spend Under Management

This falls under the General Services Administration and has 12 IT categories which includes the NASA SEWP, IT schedule 70, Army CHESS, 8a STARS II, VETS2, Alliant, and Alliant 2 Small Business.

If you’re a small business, this is a way for you to break in the government because these usually last for five to twenty years and are always compared to subcontracting.

RESOURCES

If you want to watch the full video to learn more about the five ways to start winning federal contracts and making big bugs as an IT company in the federal marketplace, then be sure to click the link below:

Five (5) methods I use to teach IT companies to make Big Bucks – Eric Coffie

https://www.youtube.com/watch?v=R_dRMMjbFR4

Let’s Talk About Subcontracting

Posted on by Eric Coffie

There are a handful of ways to get into the federal marketplace and one of these is being a subcontractor so let’s talk about subcontracting in this article.

BENEFITS OF BEING A SUBCONTRACTOR

Subcontracting is probably one of the strongest ways to learn the industry and how to navigate your business in the marketplace.

This experience provides contractors a critical viewpoint on how to handle certain contracts because when you are a subcontractor, you get to experience the necessary tasks to complete the assignments in the contracts.

These include understanding how to present the necessary specifications and how to submit these as well as building relationships with other contractors and decision-makers.

“So, you’re being paid to learn and then you’re gonna be accumulating a wealth of documentation. You’re gonna be making relationships with people who can eventually be partners.”

However, the benefit of being a subcontractor will only be fully achieved if you’re out there on the job. These can’t be retained by just getting certifications and sitting behind a computer. You have to go out there in the field, do the work, and be willing to learn and get a grasp of things.

“All this is going to be great for your arsenal of tools and your toolbox so that when you’re ready to step out and become a prime, you already have all the documentation. You know all of the ins and outs.”

WHERE TO LOOK FOR PRIME CONTRACTORS? 

There are a handful of sites that you can look for prime contractors and these include FPDS and USA Spending. It doesn’t matter what industry you are in, you will surely find prime contractors buying the services that you offer if you go into these websites.

The GSA also has a free tool which is the public category management dashboard that helps your search for prime contractors. In using this tool, you can easily look up the companies that have GSA schedules and pull out their information and reports depending on your criteria.

“Let’s take advantage of some of the tools that are already out here… That’s why we talk about subcontracting where all you have to do is find out who’s winning the contracts and reach out to them to become a vendor.”

ADVICE FOR SUBCONTRACTORS

If you are new in the marketplace, one way to increase your understanding of the federal arena is to find other contractors as well. It is key for each small business contractor to find each other and build a connection that might lead to various projects and more opportunities.

Then, when you are given a project, even as a subcontractor or for other smaller projects, you must always deliver your tasks the way you are told to do so. Consider that by doing your task accordingly, you and the prime contractor together with the government agency are benefiting from each other. Other than that, this will also help you increase the length of your contract or be given more contract opportunities.

“When people get a hold of someone like that, they don’t let them go. There’s been numerous cases where with my podcast guests we talked about them winning their first contract that was supposed to be six months that turned into 10 years.”

Also, you must view the problems in your business as a learning experience. When you are starting in your business, you are growing and because of this, you will also experience a lot of ups and downs.

With this in mind, one of the major problems of new businesses is having a fund but this is not a hindrance for you to stop your business. Consider that as a new contractor, you are a huge risk to the bank. So, you need to pull yourself together and search for other ways to fund your business so that you can start working with the government.

“A lot of people out here are tippy-toeing inside of contracting, right? They want to tippy toe in business like, ‘I’m gonna put my foot in and see.’ You can’t do that. It’s really hard to be successful by tippy-toeing.”

RESOURCES

If you want to watch the full video where we talk about subcontracting and other content related to it, then be sure to click the links below:

Let’s talk about Subcontracting

https://www.youtube.com/watch?v=ZbM0c5Olqr0

Explaining the rules for subcontracting small business contracts

https://www.youtube.com/watch?v=ajwQiCAS1No

Contact center SaviLinx experiences rapid growth in federal market as a subcontractor

https://www.youtube.com/watch?v=yaPoWjfmykA

028: Angela Terry – Small Business Administration Subcontracting Program Manager | Eric Coffie

https://www.youtube.com/watch?v=w8MvSXYv6yY

Similarly Situated Entity helps Limitations on SUBCONTRACTING for small firms – Eric Coffie

https://www.youtube.com/watch?v=8-4Lml2bZj4

Charles Jones ­- Baltimore Powerhouse Commissaries

Posted on by Eric Coffie

Learn how you can continue to meet your HUBZone requirements while growing your business, including the tips on writing proposals for federal contracting with CEO and President of C&S Jones Group LLC, Charles W. Jones.

BACKGROUND

Mr. Charles Jones ventured into the mortgage industry back in 2008. However, that was only until the market crashed and the economy tanked due to the recession.

During those difficult times, he decided to form a business he called the C&S Jones Group in 2010. It was founded to assist with the cleanup of abandoned properties on behalf of asset managers. 

“We didn’t know when the economy was going to come back and there was a bunch of real estate that was out here. So I did my due diligence and got a subcontract with asset managers to maintain the properties in particular areas.”

They also did the operations support for the army and did facility management operations where they operate and assist with operations of commissary stores across the country.

Fast forward to today, his business has been named by the Baltimore Business Journal as one of the top 50 minority owned businesses in Baltimore for six consecutive years and it has also grown to become responsible in managing commissaries throughout four states. 

For those who are unfamiliar with commissaries, they are where you can purchase discounted groceries and other household goods for active duty, reserve, and guard members. But what most people are unaware of is that the success of this program is thanks to the diligence of the C&S Jones Group.

EXPERIENCE IN THE FEDERAL MARKETPLACE

Mr. Jones didn’t have any idea about writing proposals nor did he have any background, or friends who showed him the ropes. What he did was go to every outreach, agency and events that could teach him how to play in the field.

But he also credited the local PTAC or Procurement Technical Officer for being a huge help with his procurement technical assistance. 

“In the past, we literally just kept grinding. If we could not win the contract, we would do a debrief to see where we were strong and which areas we needed to improve.” 

Mr. Jones shared that he has had his fair share of defeat in the federal marketplace but what really pushed him to keep on going was that he understood that there was some space for the company to get in.

And all he needed was a good product, a sound business practice, and that the federal marketplace was a leveled playing field.

“Federal Contracting is an open book. You compete on a level playing field as everybody gets the same information.”

The HUBzone Program

“Businesses are all about solving a problem for somebody else and capturing some revenue for yourself.”

The HUBZone stands for Historically Underutilized Business Zone. It is basically an area where business development and growth has been fairly limited. The program’s goal is to help small businesses in urban and rural communities gain preferential access to federal procurement opportunities.

And they award at least three percent of federal contract dollars to HUBZone-certified companies each year.

While three percent may not sound like much but in 2011,

 

that percentage amounted to over 9.6 Billion dollars and was awarded to small businesses. 

In 2012, the median total value of awards for these firms was slightly more than $360,000.

The HUBZone certified companies either compete for contracts or are awarded a sole source contract. 

And when they compete for contracts amongst other HUBZone certified companies, they compete within a smaller pool of contractors.

They receive a 10% price evaluation preference in open contract competitions. Its main benefit is the growth you’ll be bringing into your own community!

So how can you know if you qualify for this program?

Well, HUBZone certification is location-based. All you need to do is to confirm if your business is located within a HUBzone, look up your address on the HUBzone map. 

If you are located in a HUBzone then the next step is to check out your eligibility requirements and the application process. 

Get 8A Certification Only When You’re Ready

“A lot of companies have made the mistake of getting their 8A certification way too early in the game.”

Mr. Jones mentioned that the 8A certification is a nine year program and if for example, you came in too early and had to spend five years to hit your mark, you’ll only have four years left to benefit from the program.

If you haven’t even opened up your business, don’t get 8A. Make it work in the beginning and not at the end.

The 8A is not a guarantee that you can receive a contact. You can’t get any contracts during that period if you don’t have the credit line, the security clearance, the past performance, and the relationship. 

This is not an easy industry where you only need to provide a certification. There are a lot of regulations to follow. You have to have people to trust you.

“Remember, you are using the taxpayer’s money in federal contracting, if you fail to deliver what you’ve promised then you are out of the game.”

RESOURCES

If you want to watch the full video of the interview with CEO of C&S Joes Group LLC, Charles Jones on how to stay ahead of the curve and continue to grow in federal contracting then be sure to click the link down below.

Charles Jones ­- Baltimore Powerhouse Commissaries: 

GovCon Website: 

https://govcongiants1.wpengine.com/podcast/charles-jones-baltimore-powerhouse-commissaries/

Youtube Full Video: 

https://www.youtube.com/watch?v=jd3bsvoKfiQ

Jennifer Schaus: Acclaimed Small Business Mentor

Posted on by Eric Coffie

With almost two decades of helping small businesses and various organizations, Jennifer Schaus shares her advice in dealing with the GSA and in navigating the federal marketplace.

BACKGROUND

Jennifer Schaus is the principal owner of JSchaus & Associates, a specialized consulting firm providing services for government contractors in navigating the competitive and complex system for nearly two decades. 

She also volunteers as a mentor on organizations including the Virginia Procurement Technical Assistance Center, Capitol Post, and Washington DC Economic Partnership. 

Due to this, she has been featured on different news platforms, journals, and magazines including the Washington Post, Forbes, Entrepreneur, and FOX New.

ADVICE IN DEALING WITH THE GSA

The General Service Administration uses its website to help the government simplify the acquisition process for various products and services. 

With this, vendors, such as yourself, can list all of your products and services on the website’s marketplace as well as highlight your capabilities. 

This is also advantageous in doing research about your competitor and analyzing your pipeline so that it is targeting the right opportunities.

“The more specific you can be, the more effective I think you’ll be because it’s such a complex market to sell into, and it’s competitive.” 

Apart from that, you should also understand that the GSA uses a schedule as a contract vehicle or vendor shortlist for the federal government. Because of this, you need to have a proposal as a response together with all the needed requirements.

This is where you will list your products and services that the schedule needs. And with the help of the website, you can freely do some comparison about your competitor’s average product rates. 

After that, you will either get an email from the GSA asking for additional requirements or to ask for a negotiation.

ADVICE FOR BUSINESSES

Schaus encourages businesses to have a marketing and business development plan that strongly highlights your specific capabilities. 

Then, this plan and strategies should also be implemented. You need to go out and do your job well enough that you can be known in the field.

“There are contractors that will lose contracts because they are not performing well. So you certainly don’t want that reputation.”

Also, she advises businesses to build relationships with buyers, influencers, end users, and decision makers. 

“You really need to be in there networking and going to the conferences where the government people are speaking, where maybe a prime contractor is potentially influencing the purchase.”

With this, you should also communicate with these people and ask specific questions that can’t easily be found online. Be specific with your questions and target the opportunity and not the agency. 

Most importantly, she believed in being proactive and learning to do things in an effective and efficient manner. This way, you continue to grow in the marketplace.  

RESOURCES

If you want to watch the full video of the interview with Jennifer Schaus as she shares her advice in dealing with the GSA and in navigating the federal marketplace, then be sure to click the link down below.

027: Jennifer Schaus -Principal of JSchaus & Associates

https://govcongiants1.wpengine.com/podcast/jennifer-schaus-principal-of-jschaus-associates/

https://www.youtube.com/watch?v=QJpgH-s57cY&list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH&index=23