Tag: Government Contractors

SOURCES SOUGHT: A-10 Nacelles Center Section Assemblies

Posted on by Eric Coffie

The Technical Data Packages (TDP) for these A-10 Nacelles Center Section Assemblies items shall be furnished upon request. Please send such requests to Kristina Lenderman at [email protected] and the CDs containing the TDPs will be sent via FedEx.

Contractors that are interested in becoming a qualified source of manufacture for these items should review the attached Manufacturing Qualification Requirements and submit their Source Approval Request (SAR) to Kristina Lenderman at [email protected].

  • Original Set Aside:
  • Product Service Code: 1560 – AIRFRAME STRUCTURAL COMPONENTS
  • NAICS Code: 336413 – Other Aircraft Parts and Auxiliary Equipment Manufacturing
  • Place of Performance: USA
  • Original Response Date: Jun 07, 2021, 04:00 pm MDT
  • Full 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.

 

MasterMind Monday: Get in Front of Your Federal Buyer and Win!

Posted on by Eric Coffie

In this blog, we list our new MasterMind Monday highlights for you to get in front of your federal buyer and “win” in your meeting!

SET YOUR GOALS THIS 2021!

As the year 2021 starts, it’s also best to set your goals as early as now.

Also, aside from just wishing it on the stars, write these down and increase your odds of success.

You can write it on your notebook, on your phone, and anywhere else where you can see it. 

Also, if you think you need to change something in your goal, then you are free to change things. You can restructure it depending on your preference. Just be committed about what you’re doing and keep all your goals in mind. 

“When we start to process this stuff in our mind, we make a shift and we look at what we’re doing and we start doing things a little bit differently to create the lanes and the pathways, so these things can happen.”

LOOK AT CURRENT RULES AND REGULATIONS

Be your own pundit. Do your own detective work and make a guess. What do you think is gonna happen in your marketplace?

Consider what President Joe Biden said:

“Remember, our future cannot depend on the government alone. The ultimate solutions lie in the attitudes and the actions of the American people.”

This is where government contractors play a tremendous role. If you have seen the inauguration, the organizations that provided the scaffolding and helped in everything in the inauguration were government contractors. 

We ushered in that change too. We, as a community, were represented right there on that stage, whether it was your company specifically or not.

In terms of the new administration, remember that everyone is also trying to figure everything out. So, while new appointees are figuring certain rules and regulations that might matter to you, do your own research as well. 

There’s new rules coming out all the time that you’ve got to be aware of, so stay on top of these and remain compliant.

It is also recommended for you to follow budgets and agency forecasts. Luckily, these are published and can be seen by the public.

So, look at the data that are showing up in these reports and analyze your business strategies. Do you need to pivot? What companies are getting all the work and how you can work with them?

CHANGES AND OPPORTUNITIES THAT YOU SHOULD CHECK

1. LPTA

If the Lowest Price Technically Acceptable (LPTA) contracts are making you poor, then better check the recent changes made in the rule. 

Analyze why LPTA has been hurting your business and get to know the new rules. 

2. Pandemic Response

With the COVID-19 pandemic still terrorizing the world, you might need to check what are the federal government’s requirements related to pandemic response.

You might have the needed products and services that can help, so don’t just wait to quote something you see on SAM or anywhere online, go directly to the agencies needing it the most. 

Besides, what’s the worst thing that can happen aside from them saying no? So, call them up and say that you wanted to help. 

3. Telework and Virtual Outreach

The federal government is also doing virtual outreach, so take advantage of these activities. Find out the next one by contacting small business specialists and other decision-makers. 

Also, remember that most people are doing telework right now, so call your potential government agencies and provide them something of value while also building relationships with them. 

4. CCMC

Those of you who are in the IT industries and those who are doing business with the Department of Defense should already be tracking your Cybersecurity Maturity Model Certification (CCMC).

You should also learn more about this matter and pay attention in order for you to become compliant. 

5. Diversity Inclusion Trainings

The prohibition on diversity inclusion training has been rescinded, so those that are developing these kinds of training are once again welcome and encouraged in the federal agencies.

FEDERAL CONTRACTING IS A RELATIONSHIP GAME

There’s no such thing as doing business with the government. There’s only doing business with people.

Remember, there’s a real federal human behind every federal agency who puts everything on the line when they choose you.

In fact, it is recommended for you to reach out to your local Procurement Technical Assistance Centers, your target agency’s Office of Small and Disadvantaged Business Utilization (OSDBU), and other government decision-makers. 

Apart from that, why not work with other government contractors? If you are a small business, you really want to expand your network and work with primes. 

Consider that these primes also need to reach their subcontract requirements. They need subcontractors that are familiar in a specific facility and that can provide the product or service that they need to fulfill the overall contract. 

RESOURCES

In doing business in the federal marketplace, you should learn to be a detective. Track the changes in the govcon policies and analyze how these affect your business and the future.

If you want to learn more about how to get in front of your federal buyer, then check the full Mastermind Monday video with Judy Bradt. 

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

How to get in front of your Federal Buyer and “Win” your meeting

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

Sources Sought Notices and the Rule of Two – MasterMinds Monday

Posted on by Eric Coffie

On this episode of MasterMinds Monday, Eric Coffie shares the benefits of responding to sources sought notices and the rule of two in getting contracting opportunities.  

SOURCES SOUGHT NOTICES

Sources sought notices are not actual bids and solicitations. Rather, these are solicits of interest from a specific government agency in order to look for contractors that can provide the same products and services that are in the notice.

Because of that same purpose, there are not a lot of people who don’t respond to these notices. However, that’s the wrong way to think about these notices. 

“You should be going after these sources opportunities the same way you go after contracts. In fact in my personal opinion, I believe that you should go after source soughts harder than you go after contracts and bids.”

Consider it this way, because there are not a lot of responses to these notices, you can be able to shape the way this government research will come out. This is your opportunity to gain a set-aside or a contract meant for small businesses. 

Although there are times that no project or contract will come out of this research, this is also a way for you to be able to market to the agency and let them know you exist even before they put out a formal request. 

Let’s just say you responded to a sources sought notice about a portable toilet cleaning service job. You can contact or email the contract officer who handled that notice and ask if there’s a project that came out from that research or not. If there is none, you can ask for a similar project related to the sources sought notice or the contract officers will be the one to contact you when a related opportunity comes out. 

“I have never received a contract from a source of sought notice… What I receive is another contract that is related to my skill set, my company’s skill set, and our abilities because of submitting to a source of sought notice… So, I’m not expecting you to necessarily receive this contract because you submitted a source of notice however because you showed that you could do this, they may have an opportunity right now, today that’s a simplified acquisition that they could call you for and invite you to participate in.”

THE RULE OF TWO

In a sources sought notice, there is a factor that affects whether a project be given as a set-aside for small businesses or not and that is through the rule of two. 

The rule of two  has to be met for contract opportunities above the simplified acquisition to be set aside. In this process, there should be two or more companies that must submit to market research and let the government agency know that a business that provides a specific product or service exists. 

Consider that government agencies can just look for businesses that can provide a specific product or service through DSBS and other government contracting databases but they chose to publicly post a sources sought notice to provide opportunity to small businesses and to look for those that are really interested in such type of opportunity. 

This is why it is very important for small businesses as a whole to respond to these market research because if there is only one small business that responds, opportunities related to these sources sought notices will most likely be given to large companies rather than to small businesses. 

However, don’t expect that you will directly get a return on investment by responding to these notices. The rule of two has to be met by two or more companies. Slowly, when more companies respond to these notices, this can change the paradigm and this can shape future opportunities coming down the path of small business contractors. 

“Why don’t we help them (small business activists, liaisons, and some offices) do their job easier? Like let’s make their job easier by giving them the information they need, finding people that can do these types of jobs, and if even if you can’t do it, reaching out to someone who you know that can do it and have it helping them submit their information. All that does is creates more opportunity for all of us small businesses out there.”

So that’s essentially the rule of two in a nutshell. Respond in the market research phase and ask other businesses to do the same. Put together your teams. Send your capability statement and response to the government. Lastly, allow them to take the evaluation.

RESOURCES

If you want to watch the full video where Eric shares the benefits of responding to sources sought notices and the rule of two in getting contracting opportunities, then be sure to click the links below:

[GovCon] What is an RFI/Sources sought, the rule of two and why does it matter?

https://www.youtube.com/watch?v=8CTh_tUOY04

Last week’s sources sought notices in Beta.Sam and why this is important 0727

https://www.youtube.com/watch?v=dhUk2MhhzQI

What is a ‘Sources Sought’ on FedBizOpps (FBO) & how to respond? – Eric Coffie

https://www.youtube.com/watch?v=Ra8q2SfKeD0

Let your competitors know about a sources sought

https://www.youtube.com/watch?v=n8oNJ0tSyqs

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

Linda Rawson: Country Girl turned CEO

Posted on by Eric Coffie

Known as the Country Girl turned CEO, Linda Rawson shares her story on how she navigates the federal arena as a small business while also experiencing various roadblocks along the way. 

BACKGROUND

Linda Rawson had been in the industry for over 35 year and started as a software engineer and computer program analyst to various companies.

Currently, Rawson is a  successful inventor, technology entrepreneur, and C-level executive of her own company, DynaGrace Enterprises, Inc., providing intelligent automation through AI Solutions.

She is also operating 2Bizchicks, together with her daughter Jennifer Remund, wherein they provide branding insights and responsive website hosting.

Rawson is also an author of the book entitled, “The Minority and Women-Owned Small Business Guide to Government Contracts,” as well as other books on topics about Blockchain, weather science, and grief. She has also been a contributing author of the book, “Game Changers for Government Contractors.”

EXPERIENCE IN THE FEDERAL MARKETPLACE

Rawson started in the federal marketplace without having enough resources to fund her business but she found a way to sustain for almost 15 years. 

“I didn’t have cash. So, these people that tell me they need all this money to start a business, in my mind, it’s just an excuse.”

Although she knew that normally banks usually deny loan applications from new small businesses, she believed that there are tons of methods to search for funds as well as there are a ton of programs that are meant for small businesses.  

The first method that helped Rawson in getting more contracts is being part of the 8a program. It helped her focus on government customers that needed their niche and was able to get to know them.

Apart from that, she was also called by a larger company that she had worked with in the past and asked if she would be interested to join into the mentor-protege program. 

Although, there is a commotion wherein some contractors felt like they were just being forgotten by the mentor, Rawson believed that it is best to get a mentor but first make sure that you are a good fit. 

“I lucked out. I had a mentor that showed me how to write a proposal, how to set up my accounting system. Introduced me to their customers. We did work for many many many years together.”

Most importantly, in doing business with the government, she learned that the competition in this marketplace is really fierce and she needs to stand out. 

“So I came back to what am I really passionate about doing? And that’s where I’m taking my company. I’m passionate about air quality, I’m passionate about making sure people can breathe clean air. And so I have been pivoting since January 1. And it has been joyful, it has been challenging, I have yet to really get that first sell. But I’m working on it. And so I think you have to really like what you do.”

ADVICE FOR SMALL BUSINESSES

Rawson believed that managing people might be the hardest part of your job as a small business owner but you need to build a relationship with these people. 

This goes the same way with other small businesses. If you’re part of the 8a program, you need to build relationships with the other members and use the program as much as its worth. 

“You need to be friendly and nice and show and also follow up. So, if they give you their information… make sure you have them on some kind of drip, you know, where you talk to them 30 days, 60 days, 90 days. Because if you’re an 8a, they may all of a sudden have money and they remember you and they’re gonna direct an award.”

Apart from that, you also need to be pretty strong in making sure that everything that you want will happen. 

“You can’t say, I want to start a business and then never do it or you’re gonna really beat yourself up for that decision. So, if you say, you’re going to start a business, you figure out how to  do it, you figure out you know when to do it, if it’s at nights and weekends, for the first little while but somehow you make your dream come true.”

Remember, it’s normal to experience fear and anxiety but believe that you can get past through it. 

RESOURCES

If you want to watch the full video of the interview with Linda Rawson as she shares her story on how she navigates the federal arena as a small business, then be sure to click the link down below.

003: Linda Rawson – Country Girl turned CEO Technology Entrepreneur

https://govcongiants1.wpengine.com/podcast/linda-rawson-country-girl-turned-ceo-technology-entrepreneur/

https://www.youtube.com/watch?v=GROMoF95HeQ&t=6s

What are the advantages of 8a for a new business? – Eric Coffie

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

8a Facts and Fiction, Q&A with Eric Coffie and Linda Rawson

https://www.youtube.com/watch?v=Fi1djvFUwXM&t=1942s

Former Director of the Navy’s OSBP shares Advice for Small Businesses Government Contractors

Posted on by Eric Coffie

With over 30 years of experience and service as a contracting officer and a small business professional under the Department of Navy, Emily Harman shares her story and advice for small businesses government contractors to take advantage of. 

HOW DID SHE START?

Emily Harman is an active and experienced Supply Corps Officer, a contracting officer, and a lieutenant in the Navy for seven years.

Then, when she was in the reserves, she was moved into the Office of Small Business Programs (OSBP) at the Naval Air Systems Command and became the director of the Navy’s OSBP.

She is now retired in the army but she is currently working as a keynote speaker and personal coach. She also has her podcast, Onward, wherein she features authentic stories from people who have faced and overcome adversity. 

“My goal with that podcast is to help people see how they can apply what they learn about in the podcast to their particular situation and face adversity and overcome it.”

HOW CAN THE GOVERNMENT HELP SMALL BUSINESSES?

As a former director of the Navy’s Office of Small Business Programs, Harman shared her point of view on how the government can increase small business participation.

1. Technology

When she was still in the Navy, Harman created an initiative to make sure that there are a handful of opportunities that will be given to small businesses. She believed that to get more traction from these businesses, the government should utilize technology.

“In order for contracting, government contracting, and acquisition to really work, you have to have a better mix of government industry communication; and government contracting officers and acquisition personnels need to understand industry; and the industry needs to understand the government. I think, especially the government, needs to understand how their decisions drive industry behavior and impact the price of the contract.”

2. Stories

Apart from using technology, Harman also thinks of using story in terms of changing the behavior of small businesses. Regardless of what technology is being used, she believed that a good story will always resonate with people.

“It needs to go to the government. It needs to go to program managers… You’ve got to get the people, the targeted audience, to listen.”

WHAT IS HER ADVICE FOR SMALL BUSINESSES?

Harman also shared her advice to small businesses in order to prepare them in working with the government. 

1. Roles of Contracting Officers

One thing that some contractors failed to consider that contracting offers are the ones who award government contracts but they are not the ones who came up with the requirements.

They are just making sure that all the requirements and specifications are transferred into the contract and are met by government contractors.

Things beyond that point such as market research, pricing, and others can only be answered by suppliers, other businesses, or other technical people.

To help you figure out which organizations within the government buy what you are selling, you can search for previous contract awards and do your market research on the Federal Data Procurement System website and visit your area’s Procurement Technical Assistance Centers.

2. Be a Credible Contractor

Another thing that Harman wants small businesses government contractors to do is making sure that they present their business in a credible manner. 

She wants small businesses to be prepared in meeting government individuals during and even before considering a specific contract.

She doesn’t want contractors to talk to these people without even having any idea what these people want and what their business can offer as you will most likely look unprofessional and these people might think of all small businesses as unknowledgeable and inexperienced. 

“Do your homework. Narrow down your niche. You can’t go after the whole government… the whole government’s huge. You’ve got to pick one or two customers that you want to target and put your effort into that.”

RESOURCES

If you want to watch the full interview with Emily Harman, then be sure to click the links below.

034: Emily Harman – Former Director of the Navy’s Office of Small Business Programs

https://www.youtube.com/watch?v=nwrQvTaNh2I

https://govcongiants1.wpengine.com/podcast/emily-harman-former-director-of-the-navys-office-of-small-business-programs/

The Do’s and Don’ts in Performing Your Government Contracts

Posted on by Eric Coffie

As government contractors, you cannot freely do anything with your project the way you wanted it to be. You have guidelines to follow which are all in your contracts. To give you an idea, here are the do’s and don’ts in performing your government contracts.

FOLLOW THE SPECIFICATIONS. 

Contracting officers have a very specific set of guidelines that government contractors should follow. 

These people might not be the one who are the main reason why that project took place but for the fact that they have the authority to obligate the government’s spin and funds, then you shouldn’t defy them. 

“We should be thankful that we are in a position to where somebody is calling us with the contract and opportunity that is not publicly posted to do a negotiation and a potential sole source.”

COMMUNICATE IN TERMS OF CHANGES.

Then, you should also communicate with your contracting officer if you want certain changes in your contract or there are parts that you find difficult to understand.

In most cases, when you do something that is not part of your contract, contracting officers will either not pay you or only pay the agreed payment based on the contract. 

However, you can avoid it by writing all of your recommended changes in terms of a Request for Information and sending it to your contracting officers so that they can include the changes in your contract or exclude anything from the list of your responsibilities.  

“If there’s a change of scope, you put it in the form of an RFI and you let them make the determination.”

STOP THE PROJECT.

The last thing that you should do is to stop the project if there are changes that are not part of your scope of work.

Don’t just do all of the things that are being ordered by the agency that you’re working with. Rather, communicate with your contracting officer and make sure that what you’re doing is still under your contract and if you are sure it is not, then temporarily stop  your project. 

“Don’t come back and ask for money for things that you took upon yourself without getting permission.”

Remember that the government and the contracting officer will just pay you if a project is done or a product or service is delivered according to their contract. Other problems that you might face in doing the project is not part of their problem. So, it is best to ask for the permission of your contracting officer first.

RESOURCES

If you want to watch Eric Coffie’s full video, then be sure to click the links below.

Negotiating a $5 million dollar contract do’s and don’ts

https://www.youtube.com/watch?v=fXj_oSdNKb8

How to price a FedBizOpps contract, things to consider?

https://www.youtube.com/watch?v=98Rdcck0e0Q

How to Bid a Job?

https://www.youtube.com/watch?v=drxbXzQSfG0&t=146s

International Contracts – How to register if you are a foreign company

https://www.youtube.com/watch?v=YWbcnqp1ymE

Meet the Basic Requirements for Government Contractors!

Posted on by Eric Coffie

With billions of budget just to cater each government agency’s needs, you may have already been considering working with the government. However, there are basic requirements for government contractors that you must meet.

LIST OF REQUIREMENTS

1. Gather the necessary codes.

Before you bid on any government proposals, you need to have the necessary codes which you will use to identify your business in the federal arena and classify the products and services that you sell for credit reporting.

DUNS number

A Data Universal Numbering System (DUNS) is a nine-digit identification number assigned to identify your business and to track your company’s credit record.

If you have various locations, then you need to get a different DUNS number for each business location.

In registering for a DUNS number, you can either request via this toll-free telephone number, 1-(866) 705-5711, or through the D&B website. 

Make sure that in your registration process, you already have all of your important business information which includes your legal name, address, trade name, telephone number, contact name and title, and number of employees in that specific location.

If you are also doing a home-based business operation, then you need to highlight this during your registration. 

NAICS code

A North American Industry Classification System (NAICS) code is a six-digit long code that helps classify the types of products and services that you supply.

If you provide a wide variety of supplies, then you can also have a multiple NAICS code.

You can view the NAICS code list from the U.S. Census Bureau or by contacting the bureau through 1-888-756-2427 or on their email address, [email protected].

2. Meet the size standards. 

In order to qualify for contracts that are reserved only for small businesses, you need to meet the size requirement set by the Small Business Administration (SBA). 

This size standard defines the maximum size of your business which also includes your subsidiaries and affiliates.

It is assigned to each NAICS code and you can only qualify as a small business if you have 500 or fewer employees (manufacturing companies) or with an average annual receipts of under $7.5 million (non-manufacturing businesses).

However, the definition of which can be considered as a small business varies by industry. 

You can view the different size standard requirements for each industry through the SBA’s table of small business size standards or using their tool to determine if you qualify as a small business. 

3. Register in SAM. 

Most importantly, you need to register in the System for Award Management (SAM) database to properly represent your business in the federal contracting arena.

In registering, you primarily need to create an account first. You can either choose an individual user account or a system user account. However, it is preferred to create the latter.

After creating an account, you can already register but make sure that you appropriately fill all of the information.

Depending on the complexity of your business, your registration might take about an hour and it can also take an average of 7-10 business days to process in the database. 

Other than that, you should update your SAM profile on an annual basis or when a certain change in your business information is made. The updating or renewal process might take for approximately an hour before it becomes active on your SAM profile. 

RESOURCES

If you want to learn more about the basic requirements for government contractors that you must meet, then be sure to click the links below.

https://www.sba.gov/federal-contracting/contracting-guide/basic-requirements

https://www.census.gov/eos/www/naics/

https://www.sba.gov/document/support–table-size-standards

https://www.sba.gov/sites/default/files/articles/Registering_on_SAM.pdf

https://www.sam.gov/SAM/transcript/Quick_Guide_for_Updating_or_Renewing_CCR-SAM_Registrations.pdf