how to market to hhs (and other federal agencies) teresa l.g. lewis, director office of small &...
Post on 22-Dec-2015
217 Views
Preview:
TRANSCRIPT
How to MARKET to HHS (AND OTHER FEDERAL AGENCIES)
Teresa L.G. Lewis, DirectorOffice of Small & Disadvantaged Business Utilization
U.S. Department of Health and Human Services
THANK YOU FOR YOUR SERVICE!
http://www.youtube.com/user/HHSOSDBU
www.facebook.com/HHS
@HHSOSDBU
• The U.S. Government's principal agency for protecting the health of all Americans and providing essential human services, especially those who are least able to help themselves.
• HHS encourages the use of small businesses to achieve its mission.
Mission of Health and Human Services
300 PROGRAMSSome highlights include:
Health and social science researchPreventing disease, including immunization services
Assuring food and drug safetyMedicare and Medicaid
Health information technologyFinancial assistance and services for low-income families
Improving maternal and infant healthHead Start (pre-school education and services)
HHS Stats
Employees: Approx 85,000Grants: $400 Billion avgContracts: $19.5 Billion
10 OPERATING DIVISIONS
• OTHER PROFESSIONAL SERVICES
• BIOMEDICAL (ADVANCED)
• OTHER ADP & TELECOMMUNICATIONS SERVICES
• AUTOMATED INFORMATION SYSTEM SERVICES
• OTHER ADMINISTRATIVE SUPPORT SERVICES
WHAT HHS BUYS
• HHS issues an average of more than 80,000 grant awards each year
• In FY2013, HHS made > 78,000 awards totaling $344 billion
• HHS awarded more than 4,000 grants to Small Business Organizations for a total of more than $1.7 billion
GRANTS
Who’s “eligible” to Search and FIND Grant
opportunities? EVERYONE!
• Government Organizations• Native American/ Tribal
Organizations• Non-Profit Organizations• Educational Organizations• Small Businesses
WHO IS ELIGIBLE TO APPLY FOR GRANT OPPORTUNITIES?
HHS GRANTS MANAGEMENT PROCESS
1. Planning2. Announcement3. Application Evaluation
Recipient and ScreeningIndependent / Objective ReviewBusiness Management EvaluationCost Analysis
4. Negotiation5. Award6. Post-Award Monitoring
Formal ActionsAudit ResolutionConflict Resolution
7. Closeout
Pre-
Awar
dPo
st-A
war
d
Pre-Award
• Catalog for Federal Domestic Assistance (https://www.cfda.gov/)• Other Agency “Forecasting Tools” such as:
– HHS Grants Forecast (http://www.acf.hhs.gov/hhsgrantsforecast/)• System for Award Management/Central Contracting Registry (https://www.sam.gov/sam/)• Grants.gov (http://www.grants.gov/)
Post-Award• USASpending.gov (http://www.usaspending.gov/)• Other Agency “Transparency” systems such as:
– Tracking Accountability in Government Grants System (TAGGS) (http://taggs.hhs.gov/)
ALL ALLOW PROSPECTIVE GRANTEES AND INTERESTED MEMBERS OF THE PUBLIC TO SEARCH BY KEY WORD
KEY GRANTS SYSTEMS
RESPONDING TO SOLICITATIONS
Read solicitation carefully Focus heavily upon the “Instructions to Offerors,” or its equivalent Identify:
– The contracting officer (CO) to whom responses and questions about the solicitation are to be sent
– Due date and time for responses– The method for response delivery (e-mail, agency mail room, etc.)– Location (the complete and accurate mailing address, if applicable) to
which responses are to be sent:• Agency Name• Correctly spelled name of the response recipient• Organizational Unit within the Agency – including organizational
code• Physical address (including, as applicable, building number, floor,
mail stop, street, city and zip code)
RECOMMENDED TECHNIQUES
Review the requirements document (Statement of Work, Performance Work Statement, etc.)– Identify all required deliverables, associated due dates,
place of delivery and recipient– Identify all places of performance (government site,
contractor site, etc.) and travel requirements, as applicable
– Note any level of effort or other information that states specific requirements that drive costs
– Unusual requirements
If numerical data is provided (for example, columns of labor hours required), perform a mathematical verification of the data, if applicable
Verify the accuracy of data such as the mileage of distances, as applicable
Note any information that seems to be lacking or that you deem necessary in order to provide an adequate response
Request missing information from the contracting officer immediately – note the time, date, location, method of delivery (generally, e-mail) and recipient for such requests
Submit questions, requests for information, etc., as quickly as possible, but no later than the due date so as to allow adequate time for the agency to respond
If the due date for questions has passed, submit them anyway – you may get the agency’s answer timely
Avoid including proprietary data or information that may disclose your technical approach
The agency will generally be required to provide your question and their answer to all prospective responders
They should eliminate proprietary information, but might not – be careful
Address all technical requirements Include a technical and business proposal, if directed by the
solicitation Provide a narrative regarding key business and technical assumptions
as deemed necessary by the circumstances If you don’t address a requirement, explain your reason for not
addressing Provide the appropriate level of pricing information to demonstrate
what your approach will cost the government Use a quality control process to ensure that all items are priced,
where needed, and to verify the mathematical accuracy of all numerical data that constitutes your price
PREPARING YOUR RESPONSE
Identify your technical and business points of contact, as well as other key individuals, including business partners or subcontractors– Include an “expiration date” for the validity of your
pricing and overall response– Ensure that an authorized organizational official’s
contact information is provided, and signs the responseAlways include a total or “bottom line” priceProvide assumptions for major technical and pricing issuesAlways observe page limitations, if any – the government
will not evaluate pages beyond the limitation
Do not include extraneous marketing material – include only documentation that supports your technical or business approach
Respond fully to requests for past performance information
Be sure to prepare and submit the required number of printed copies of your response
Deliver your response on time, to the correct location and to the correct recipient
BEST PRACTICES
BEST PRACTICES
Certification
Cape Statement
VOS
Sources Sought
Strategic Partnering
Industry Days
Mentor- Protégé
Rules & Regs
Customer Needs
Business Cards
BEST PRACTICES
• 236220 Commercial and Institutional Building Construction• 238140 Masonry Contractors
• 492110 Couriers and Express Delivery Services• 511130 Book Publishers• 512230 Music Publishers• 541211 Offices of Certified Public Accountants• 541511 Custom Computer Programming Services• 541612 Human Resources Consulting Services• 541614 Process, Physical Distribution, and Logistics Consulting
Services• 561210 Facilities Support Services• 561410 Document Preparation Services• 561720 Janitorial Services
• 722320 Caterers
Centers for Medicare and Medicaid Services
Consumer and Beneficiary Education and Outreach: $412
Million for beneficiary education and outreach activities, including
$335 million for the National Medicare Education Program, $71
million for consumer support for the Marketplaces, and approximately $6
million for other outreach.
Substance Abuse and Mental Health Services Administration
Transition from Homelessness: $139 million for services for
individuals facing homelessness and suffering from substance
abuse or mental illness.
Budget in Brief
COMPANY OFFERS
TOP NAICS AGENCY #1
TOP NAICS AGENCY #2
TOP NAICS AGENCY #3
TOP NAICS AGENCY #4
112990Animal Production,All Other
HHS DOD DHS EPA
541990Technical Services, All Other
DOD HHS DOI USAID
541712R&D, Physical, Engineering and Life Sciences
DOD NASA HHS DOI
• One Page/PDF• Tailored for Audience• NAICS• Core Competencies• Past Performance• Value Proposition• Bullet Points• Spell Check• Remove Jargon• Visually Interesting
EFFECTIVE CAPABILITY STATEMENT
BUSINESS CARDS (front)
BUSINESS CARDS (back)
NETWORK
THE GATEKEEPERSVENDOR OUTREACH SESSIONS
INDUSTRY DAYSMENTOR-PROTEGE
STRATEGIC PARTNERING
• NIH Information and Technology Acquisition and Assessment Center (NITAAC)– Chief Information Officer Solutions and Partners (CIOSP-3)• $20 Billion set-aside for small businesses• $20 Billion for small business to compete with other than
small• Streamlined ordering process for program officials
• GSA FSS and GWAC Contracts• NASA SEWP• DHS EAGLE
EXISTING CONTRACTS
KNOW THE RULES
Statutory Lawhttp://thomas.loc.gov
Small Business Act (Public Law 85-536, as amended)http://www.sba.gov/sites/default/files/tool_serv_sbact.pdf
1. LEGISLATIVE GUIDANCE
2. REGULATORY GUIDANCETitle 13 of the United States Code of Federal Regulations (13 CFR)
Section 121 – SB Size Regulations Section 124 – 8(a) BD/SDB Programs Section 125 – Subcontracting – Limitations on Subcontracting – SDVOSB Program Section 126 – HUBZone Program Section 127 – WOSB Program Section 134 – Appeal Procedures http://ecfr.gpoaccess.gov
3. RECENT GUIDANCE Small Business Jobs Act of 2010 National Defense Authorization Act of 2013
Do Your Homework
Customer Needs• Performance
Requirements Large Businesses Small Businesses
• Problem Solution
• Innovation• Proven Experience• Strong Financial Position• Go Green
KNOW THE ORGANIZATION’S POINTS
OF CONTACT
BE PREPARED WHEN OPPORTUNITY KNOCKS!
SMALL BUSINESS ARE THE
OF THE ECONOMY
OSDBU CONTACT
200 Independence Avenue, SWRoom 537
Washington, DC 20201
Website: www.hhs.gov/smallbusiness Phone: 202.690.7300
Email: sbmail@hhs.gov
top related