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 Our 2018 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
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
REMINDERS: All webinars are complimentary. All webinars are recorded. They are found on our website and on YouTube. Please send your questions to the speaker directly. Thank you for participating.
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: Towson University, BA - Business Leadership Certs – Cornell and UC Berkeley
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business Wednesday, December 19, 2018
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business Overview Direct Contracting Sub-Contracting Best Practices Conclusions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business Overview
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business • Small Businesses – majority of businesses in USA Over 90% • Competitive in both commercial & government contracting • Government contracting advantage – SB Set-Asides
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business SBA SMALL BUSINESS GOALS DIRECT = 24% to SB SUB-CONTRACTING = 36% to SB
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business SBA SCORECARD – Rankings / Grades Annual Report Card Reverse engineer and be strategic!
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business * Select an agency who has the propensity to award to your set-aside. * Select another who needs to boost grade.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business HUBZone is always a challenge & a great competitive advantage
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business Direct Contracting
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business 24% Goal in Direct Contracting to Small Business Longer sales cycle May need more staff, support, BD, proposal writers, back office Past Performance & Relationships matter
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business DIRECT RESOURCES SAM & DSBS Industry Days On-site Agency Events OSDBU – Office of Small & Disadvantage Business Utilization Set-Aside Associations & Networks
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business Sub-Contracting
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business 36% Goal for Small Businesses in Sub-Contracting to Primes Walk before you run Help gain past performance, experience, quals Relationship building Can be the same amount of effort BUT quicker results Primes will dictate rates
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business SUB-CONTRACTING RESOURCES Research FPDS, USAspending, etc. Top 100 Contractors Per Agency Report (see our website – Resources) Prime Vendor website – Register! DO HOMEWORK! OSDBU - Office of Small & Disadvantage Business Utilization SBLO – Small Business Liaison Officer
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business Best Practices
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business • Multi-prong approach • Prime is the goal (better margins) but take time • Build strategic relationships (direct, sub, prime, set-asides, etc)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business
Conclusions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Direct Sales vs Sub-Contracting For Federal Business • Long-sales cycle • Takes time & grit • Differentiators matter – VALUE ADD • Contract is a contract but better margins (typically) going direct
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