FEDERAL Govt Contracting - The Politics of Procurement

The Politics of Procurement

US Federal Government Contracting Webinar Series - 2016 Presented By: Aaron Grau, Esq. JUNE 10, 2016

2016 US Federal Government Contracting Webinar Series CALENDAR OF EVENTS: (All Webinars are at 12pm EST & Recorded) JUNE 1 - Maximizing The Value of Your GovCon Business https://attendee.gotowebinar.com/register/74156936435694851

JUNE 2 - Capture Planning - To Bid Or Not To Bid https://attendee.gotowebinar.com/register/7051206926535220483

JUNE 3 - Teaming Agreements - The Good, The Bad & The Enforceable https://attendee.gotowebinar.com/register/7352313683359938307

JUNE 6 - Teaming With Tribally Owned 8(a) Businesses https://attendee.gotowebinar.com/register/4324839202604449539

JUNE 7 - Color Reviews For Successful Proposals https://attendee.gotowebinar.com/register/3973323136181419267

JUNE 8 - Preparing The FSO for a DSS Audit https://attendee.gotowebinar.com/register/423786240906737667

JUNE 9 - Life After 8(a) - Best Practices & Case Study https://attendee.gotowebinar.com/register/6473232146721067779

JUNE 10 - The Politics Of Procurement https://attendee.gotowebinar.com/register/3924758807094447107

JUNE 13 - Contract Administration - Best Practices https://attendee.gotowebinar.com/register/2132047978959217667

JUNE 14 - So You Have A Facility Clearance, Now What? https://attendee.gotowebinar.com/register/9028972158695833091

JUNE 15 - Unsolicited Proposals - Why, What & How. https://attendee.gotowebinar.com/register/4729436391901262849

JUNE 17 - SBIR's - The Good, The Bad & The "How" https://attendee.gotowebinar.com/register/6337198369128857857

2016 US Federal Government Contracting Webinar Series

AGENDA

2016 US Federal Government Contracting Webinar Series AGENDA:

• Introduction – HOST •Introduction - GUEST • Presentation •Conclusions •Q&A

2016 US Federal Government Contracting Webinar Series

INTRODUCTION Host

2016 US Federal Government Contracting Webinar Series

Jennifer Schaus About The Host * Approx 20 Yrs in Gov Contracting * Career: D&B (Govt Division) Federal Sales & GSA Scheds * Frequent Speaker: Chambers, NCMA, AFCEA, etc * Member: WIPG * Education: Towson University – B.A. UC Berkeley - Leadership Accelerator Cornell University - Exec Leadership

2016 US Federal Government Contracting Webinar Series

Jennifer Schaus Jennifer Schaus & Associates * DC Based Consulting Firm * Over 10 Yrs in Business * Support Services for Gov Cons Proposal Writing / Contract Vehicles (GSA) Sales & Biz Dev Certifications – SBA 8(a); SDVO; etc.

Events

2016 US Federal Government Contracting Webinar Series

INTRODUCTION Guest

2016 US Federal Government Contracting Webinar Series

Aaron Grau, Esq. ABOUT OUR SPEAKER Director, Cohen & Grigsby Federal Government Affairs Lobbyist Engaging Administrative Agencies & Capitol Hill Previously Senate Labor Subcommittee Majority Counsel Mercer University School of Law Macon, Georgia – 1995 Emory University Atlanta, Georgia - 1992

2016 US Federal Government Contracting Webinar Series

Aaron Grau Cohen & Grigsby, P.C. 140 Attorneys 30 Practice Areas Public Affairs Practice Area Has Dedicated Focus on State & Federal Procurement Based in Pittsburgh, PA Office in Naples, FL

2016 US Federal Government Contracting Webinar Series

PRESENTATION Politics of Procurement

2016 US Federal Government Contracting Webinar Series GETTING THE MONEY Grants v. Contracts • ALL grants are contracts, but NOT ALL contracts are grants.

• Grant v. Contract Depends on Agency • Many Different Vehicles • • • • • •

Appropriations / Earmarks SBIR’s (Small Business Innovative Research) STTR’s (Small Business Tech Transfer Research) CRADA’s (Cooperative Research And Development Agreement) Programmatic Expenditures Direct Sales

2016 US Federal Government Contracting Webinar Series

Ask & Answer These Questions: 1. WHERE is the money; WHAT federal agency is right for you?

2. WHO in that agency has the money & authority to spend it?

3. WHO in that agency has the programmatic priority?

4. WHEN should you ask them to spend the money on you?

2016 US Federal Government Contracting Webinar Series

‌The Science

‌ and The Art HOW? How to hit your target requires good relationships, creativity, and a strategic approach

2016 US Federal Government Contracting Webinar Series

Many factors to consider.

Each opportunity will present their own realities and “tools”.

Consider the following: • • • • • • •

The General Services Agency (“GSA”) Schedules Sub-Contracting (Small to Large or Large to Small) Congressional Influence Small Business “Set-Asides” & The Rule of Two Federal Agency Small Business Goals – SBA Scorecard Spoon Feeding the Contract Officer Indefinite Delivery Indefinite Quantity Contracts - IDIQ

2016 US Federal Government Contracting Webinar Series

CONCLUSIONS

2016 US Federal Government Contracting Webinar Series CONCLUSIONS

•

• Discerning your target customers is a science.

• Developing a strategy to hit your target is an art.

Politics will always play a role: agency priorities, available funding, & contractor personalities.

2016 US Federal Government Contracting Webinar Series

Q&A

CONTACT DETAILS Ms. Jennifer L. Schaus Washington DC +1-202–365–0598 jschaus@jenniferschaus.com www.JenniferSchaus.com Aaron Grau Pittsburgh, PA / Washington DC 412–480–1809 agrau@cohenlaw.com www.cohenlaw.com

2016 US Federal Government Contracting Webinar Series CALENDAR OF EVENTS: (All Webinars are at 12pm EST & Recorded) JUNE 1 - Maximizing The Value of Your GovCon Business https://attendee.gotowebinar.com/register/74156936435694851

JUNE 2 - Capture Planning - To Bid Or Not To Bid https://attendee.gotowebinar.com/register/7051206926535220483

JUNE 3 - Teaming Agreements - The Good, The Bad & The Enforceable https://attendee.gotowebinar.com/register/7352313683359938307

JUNE 6 - Teaming With Tribally Owned 8(a) Businesses https://attendee.gotowebinar.com/register/4324839202604449539

JUNE 7 - Color Reviews For Successful Proposals https://attendee.gotowebinar.com/register/3973323136181419267

JUNE 8 - Preparing The FSO for a DSS Audit https://attendee.gotowebinar.com/register/423786240906737667

JUNE 9 - Life After 8(a) - Best Practices & Case Study https://attendee.gotowebinar.com/register/6473232146721067779

JUNE 10 - The Politics Of Procurement https://attendee.gotowebinar.com/register/3924758807094447107

JUNE 13 - Contract Administration - Best Practices https://attendee.gotowebinar.com/register/2132047978959217667

JUNE 14 - So You Have A Facility Clearance, Now What? https://attendee.gotowebinar.com/register/9028972158695833091

JUNE 15 - Unsolicited Proposals - Why, What & How. https://attendee.gotowebinar.com/register/4729436391901262849

JUNE 17 - SBIR's - The Good, The Bad & The "How" https://attendee.gotowebinar.com/register/6337198369128857857