Jennifer Schaus & Associates SERVICES FOR US FEDERAL GOVERNMENT CONTRACTORS
WEBINAR WEDNESDAYS - 2018 WASHINGTON, DC OFFICE PHONE: 2 0 2 – 3 6 5 – 0 5 9 8
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Join Us for A Series of Complimentary Webinars on various US Federal Government Contracting Topics. Presenters are industry experts sharing knowledge about the competitive government contracting sector. Find all of our Govt Contracting webinars (free download) at www.JenniferSchaus.com
Contact Us @ 2 0 2 – 3 6 5 – 0 5 9 8
Our Upcoming Events: Tuesday, JAN 15 – 2019 CLASS:
Strategies For Teaming, Partnering & Sub-Contracting https://www.eventbrite.com/e/strategies-for-teaming-partnering-sub-contracting-tickets-51163654869
Tuesday, JAN 29 – 2019 CLASS:
Introduction to GSA Schedules https://clients.virginiasbdc.org/workshop.aspx?ekey=140380091\
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT JENNIFER SCHAUS & ASSOCIATES: - Based in downtown Washington, DC; -
A la carte services for Federal Contractors;
- Proposal Writing to GSA Schedules, 8a Cert, Contract Admin & more!; Educational webinars; -
Networking events and seminars;
WEBSITE: http://www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT OUR SPEAKER: Jennifer Schaus - # of Years In GOV CON: 20 - Education: BA - Towson University, - Leadership Certificate - Cornell University, - Leadership Certificate - UC Berkeley
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Getting Started In Federal Government Contracting
December 19, 2018
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 1 – Establish Your Business
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 1 – Establish Your Business • Set up your business and establish it as a legal entity with the IRS • Tax ID # / TIN •
RESOURCE: https://www.IRS.gov
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 2 – Dun & Bradstreet / DUNS #
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 2 – Dun & Bradstreet / DUNS # • Register with D&B • DUNS # - Data Universal Numbering System • 9 Digit Business Identifier •
RESOURCE: http://www.DnB.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 3 – SAM
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 3 - SAM • Register your business with SAM – System For Award Management (NOTE: 2018 – needs notarized letter) •
Industry codes/NAICS (North American Industry Classification System)
• Best Practice: Update 2x per year – JAN & JULY • Best Practice: Multiple POC’s •
RESOURCE: https://www.sam.gov
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 3 – SAM (cont’d) • Am I a SMALL BUSINESS? • Based on revenue &/or # employees defined by your Primary NAICS RESOURCE: https://www.sba.gov/sites/default/files/Size_Standards_Table.pdf
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 3 – SAM (cont’d) Employee based
•
RESOURCE: https://www.sba.gov/sites/default/files/Size_Standards_Table.pdf
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 3 – SAM (cont’d) Revenue based
•
RESOURCE: https://www.sba.gov/sites/default/files/Size_Standards_Table.pdf
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 4 – CAGE Code
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 4 – CAGE Code • Secure a CAGE Code – Commercial And Government Entity • 5 Character Identifier • Used by DOD, DOT & NASA for identification & payment id •
RESOURCE: http://www.dla.mil
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 5 – Resource Organizations
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 5 – Resource Organizations •
Get educated & connected w local resources (classes, mentors, events)
• RESOURCE:
PTAP
•
SCORE
•
SBDC Local SBA Office
• •
•
Incubators https://www.jenniferschaus.com/organizations
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 6 – Capability Statement
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 6 – Capability Statement •
Prepare a 1 page company overview (tailored) •
1 - Demonstrate your core competencies; •
2 - Highlight your past performance; •
•
4 - Identify your set-aside designations; •
•
3 - Identify your contract vehicles; Other: DUNS, CAGE, NAICS, TIN
RESOURCE: https://www.youtube.com/watch?v=xUpj0Z0czDo&t=62s
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 7 – OSDBU’s
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 7 – OSDBU’s • Work With Federal Agency OSDBU’s • Office Of Small & Disadvantaged Business Utilization • Advocates for small business govt contractors • Per agency •
RESOURCE: https://www.jenniferschaus.com/federal-osdbu-forecast
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 8 – Industry Days
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 8 – Industry Days • Attend Federal Agency “Industry Days” • “Open House” for Small Business – sometimes related to an opportunity/solicitation
• Find teaming partners at these events • Bring your (tailored) Capability Statement •
RESOURCE: https://www.fbo.gov
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 9 – FBO – Federal Business Opportunities
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 9 – FBO – Federal Business Opportunities • Review solicitations for your NAICS, geography, business size, & setaside • Opportunities $25k+ • Seek “Sources Sought” & “RFI” – everything else is “wired & worked” • NOTE: Migrating to SAM.gov!! •
RESOURCE: https://www.fbo.gov
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 10 – Acquisition Forecast
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 10 – Acquisition Forecast • Review Federal Agency Acquisition Forecast • Understand budget cycles & spikes (OCT 1-SEPT 30) • Identify the incumbent (competitors & partners) • Plan ahead & dedicate your resources accordingly •
RESOURCE: https://www.jenniferschaus.com/federal-osdbu-forecast
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 10 – Acquisition Forecast (cont’d)
•
RESOURCE: https://www.jenniferschaus.com/federal-osdbu-forecast
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 10 – Acquisition Forecast (cont’d)
•
RESOURCE: https://www.jenniferschaus.com/federal-osdbu-forecast
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 11 – SBA Scorecard
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 11 – SBA Scorecard •
Review the SBA Scorecard (annual)
• Identify agencies have met their “set-aside” goals and which have areas for improvement • 24% direct goal (Agency to Small) • • •
36% indirect goal (Prime to Sub) Use this data/intel for your strategy!! RESOURCE: https://www.jenniferschaus.com/sba-scorecard
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 11 – SBA Scorecard (cont’d) • 5% Women • 5% Small Disadvantaged • 3% HUBZone • 3% SDVO •
RESOURCE: https://www.jenniferschaus.com/sba-scorecard
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 11 – SBA Scorecard (cont’d) Overall
•
RESOURCE: https://www.jenniferschaus.com/sba-scorecard
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 11 – SBA Scorecard (cont’d) Agency-by-Agency
•
RESOURCE: https://www.jenniferschaus.com/sba-scorecard
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 12 – Top 100 Vendors
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 12 – Top 100 Vendors • Review Top 100 Vendors Per Agency • Use this for a partnering & sub-contracting strategy • Register on Prime’s site before contacting them! •
RESOURCE: https://www.jenniferschaus.com/top-100-contractors
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 12 – Top 100 Vendors Overall & Per Agency
•
RESOURCE: https://www.jenniferschaus.com/top-100-contractors
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 13 – Data & Research
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 13 – Data & Research • Have a (strategic) PLAN! • Research target agencies, competitors & possible partners • Do homework before contacting Primes for sub-contracting opps • Register on Prime’s site before contacting them! • •
RESOURCE: https://www.fpds.gov
RESOURCE: https://www.usaspending.gov
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 13 – Data & Research FPDS
•
RESOURCE: https://www.fpds.gov
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 13 – Data & Research USA Spending
•
RESOURCE: https://www.usaspending.gov
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 14 – Attend Events / Network / Relationships
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 14 – Attend Events / Network / Relationships • Government is risk adverse • Build relationships with trusted partners & Primes • Attend government related events •
RESOURCE: https://www.govevents.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 15 – Contract Vehicles
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 15 – Contract Vehicles • Secure (appropriate) contract vehicles (at the right time). • Vendor “Short List” / IDIQ • Ensure you qualify and that your customer purchases via these vehicles. • GSA Sched; Navy Seaport-e; NASA SEWP, etc. •
RESOURCE: https://www.jenniferschaus.com/contract-vehicles
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 16 – Set Aside Certifications
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 16 – Set Aside Certifications • Secure small business designations at the right time! • SBA 8(a); HUBZone, SDVO, Women Owned, etc. • Use the SBA Scorecard to strategize before & after certification. •
RESOURCE: https://www.jenniferschaus.com/certifications
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 17 – Industry Associations & Organizations
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 17 – Industry Associations & Organizations • Build relationships • Network • AFCEA, SECAF, NCMA, APMP, Chambers of Comm, etc. •
RESOURCE: www.jenniferschaus.com/resources
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 18 – Read / Stay Informed
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 18 – Read / Stay Informed • Subscribe to and read government contracting books, blogs, podcast, journals, news publications and more. • Be aware of FAR changes – ie. ALL Small Mentor-Protégé Program •
RESOURCE: www.jenniferschaus.com/resources
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 19 – Use This Information – Create a (Strategic) Plan
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 19 – Use This Information – Create a (Strategic) Plan • Long Sales Cycle • Prepare & plan how / when to use resources – time & $$$ • Prioritize Opportunities w greater ROI & propensity to win • CPR – Lead with your Capabilities, Past Performance, (Build) Relationships
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Step 20 – People & Tools
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Step 20 – People & Tools • Know where to go for these resources (FT or PT / Contractor) • Get referrals / recommendations / vetting STAFF – FT / PT CONSIDERATIONS: * * * * * * *
Proposal Writers / Capture Contract Administration / Compliance Accounting Sales, Marketing & BD Legal HR Recruiting
SOFTWARE CONSIDERATIONS: * * * * * *
CRM RFP Management Finance Contract Administration / Compliance Project Management Proposal Sharing
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
CONCLUSIONS
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Conclusions: • Build relationships •
Direct with the Federal Government (24% SB Goal) • Indirect with Primes & Partners (36% SB Goal)
• Continually refine your strategy •
•
Review acquisition forecast • Review contract vehicles Stay abreast of industry trends/changes
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Conclusions: Survival Of The Fittest No Silver Bullet IT TAKES HARD WORK, GRIT & TIME!!!
THANK YOU FOR ATTENDING!!
WWW.JENNIFERSCHAUS.COM
QUESTIONS? CONTACT Jennifer Schaus at 2 0 2 – 3 6 5 – 0 5 9 8 and jschaus@JenniferSchaus.com
SERVICES FOR US FEDERAL CONTRACTORS
OFFICE: 2 0 2 – 3 6 5 – 0 5 9 8