Prime Contractor Program Overview
Welcome! Opening Remarks and Introductions – Diane Murray, Assistant VP, NISH Prime Contractor Program
Program Objectives; How and Why to Participate – Melissa McKenzie, NISH Senior Program Manager
1st AbilityOne Mentor Protégé Agreement – A Shared Experience: Tizoc Loza, Northrop Grumman Corporate April Pinch-Keeler, MVLE President Ken Rush, MVLE Vice President
Prime Contractor Program - Objectives Program Objectives: Establish network of Prime Contractors (Federal) •
Program-wide MOAs
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Mentoring relationships
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Targeted LOB strategic relationships
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Targeted Federal Customer strategic relationships
Prime Contractor Program - Objectives Program Objectives (cont.) Serve as NISH central point of coordination for Prime Contractor relationships (AbilityOne and Non-AbilityOne) •
Increase awareness of NPA capabilities
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Develop projects awarded with AbilityOne subcontracting goals
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Facilitate NPA engagement
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Increase contract/subcontract opportunities
Program scope is not commercial
Prime Contractor Overview – Progress to Date Building solid relationships with several Prime Contractors • Boeing (MOA) • Booz Allen Hamilton (several subcontract opportunities and significant event participation) • Lockheed Martin (several subcontract opportunities) • Northrop Grumman (MOA and DOD Mentor Protégé agreement) • General Dynamics (subcontract opportunities)
Prime Contractor Overview – Progress to Date Engaging in Project Development for awarded Federal contracts with AbilityOne goals – MiDAESS, Military OneSource, etc. Engaging in Pipeline Development for several large potential contracts - EAGLE Working collaboratively with Regional BD teams and Federal Customers to create mandatory subcontracting requirements
Prime Contractor Program – Forward View More NISH Sources Sought Notices and Requests for Information • Process of “Request and Refer” to Prime Contractors based on Interest (Response to SSN-RFIs) and Capabilities from CRPs • Process consistent with the B-1 process in terms of qualifications for referral • You must respond to be considered!
Prime Contractor Program – Forward View Expanded staffing/recruiting methods • New opportunities for persons with disabilities particularly Wounded Warriors
Increased collaboration during lead/target development– “capture team” approach Increased participation in training • Business Development Tools will be needed – Capabilities Profiles, Past Performance and References, etc.
Prime Contractor Program – Why Participate? Capability and Capacity Building • Diversification – new lines of business and new customers • Long-term mutually beneficial partnerships can result
Revenue and Profits • Utilize existing infrastructure and personnel • Prime Contractors are awarded billions of dollars in federal contracts annually
JOBS – Great Jobs • SOFSA contract has 2600+ jobs – 5% is 130 jobs or more • Different requirements = different population served • Federal wages and benefits on federal subcontracts – not commercial
The Path to Success with Prime Contractors What Prime Contractors will expect from CRPs: Professionalism • Knowledge of the requirement – read it • Participation in all Team Calls/Cons
Timeliness • Meet/exceed the deadlines – Task Orders
Responsiveness • Designate a Single POC and Back-Up • Don’t be afraid to ask for clarification
The Path to Success with Prime Contractors What CRPs should expect from Prime Contractors: The Challenges:
Lack of Understanding of your Business Model • Mission vs. Money • Community Resources vs. Publicly Traded
Business Unit Silos
Capture Team Focus • Strict Attention to costs; including overhead/G&A, EMR Rates, DART Rates, etc. – Highly competitive environment • Lack of continuity from Capture Team to Operations Team
Acquisition Timeline can be long • Over 2 Years for SOFSA, with protests
The Path to Success with Prime Contractors What CRPs should expect from Prime Contractors: The “Great” Opportunities: Long-Term Business Relationships •
Multiple Corporate Divisions with diverse interests
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A “good fit” could help build capacity without great cost
Introductions to other Corporate Divisions and Teaming Partners Mentor Protégé relationship Board of Directors and fundraising participation JOBS - JOBS - JOBS
The Path to Success with Prime Contractors Internal Information Preparation •
Robust Capabilities Profile, with pictures (electronic) with NAICs List
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Up to Date References and Past Performance
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Pricing Data – ExMods/EMR, Cost Data, DART rate, etc.
Organizational Decisions •
Main Point of Contact for Prime Contractors – Responsive and Timely
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Focus – Line of Businesses and Geography
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Go/No-Go Decision-Making Process – What makes sense for your NPA?
Legal Preparation •
NDAs will be necessary from the start
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MOA/MOU/Teaming Agreements will follow – Avoid exclusivity if possible
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OCIs are likely (Organizational Conflicts of Interest)
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Subcontract Agreements – “minimum work share”
Respond to PCP Non-AbilityOne Sources Sought Notices
Session Evaluation Information
SESSION TITLE: Prime SESSION CODE: BD-W130