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Improving Small Business Access to VA Procurements
Antoine Broughton, Chief of Verification Support for the Center for Verification and Evaluation (CVE) Office of Small and Disadvantaged Business Utilization (OSDBU)
U.S. Department of Veterans Affairs
Procurement Academy: Veteran-Owned Business Resources and Opportunities
November 19, 2014
VA Small Business Achievement
VA is committed to providing opportunities for all Small Business, with special focus on Service-Disabled Veteran-Owned Small Business and Veteran-Owned Small Business.
Federal Goal VA Goal VA Percentage VA Dollars
(billions)
2013 2013
All small business 23% 34% 36.2% $6.5
SDVOSB 3% 10% 19.4% $3.5
VOSB N/A 12% 21.7% $3.9
Small Disadvantaged Business (SDB) – includes 8(a)
5% 5% 7.9% $1.4
Women-Owned Small Business (WOSB) 5% 5% 3.3% $0.6
Historically Underutilized Business Zone (HUBZone)
3% 3% 1.7% $0.3
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Path to Success
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National Veterans Small Business Engagement (NVSBE)
Register Online Now! Date: December 9-11, 2014
Location: Atlanta, GA Visit Online: http://www.nvsbe.com/
• Who will be there?
– Procurement Ready Service-Disabled Veteran-Owned Small Businesses (SDVOSBs) and Veteran-Owned Small Businesses (VOSBs), Commercial Partners, Large Prime Contractors, Government Procurement Decision Makers
• Why come? – Connect directly with government and commercial Procurement Decision Makers (PDMs) – Network with potential partners – Attend learning sessions
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Important Contacts
OSDBU: http://www.va.gov/osdbu Phone: (202) 461-4300 (800) 949-8387
Verification Assistance: http://www.Vetbiz.gov
National Veterans Small Business Engagement: http://www.nvsbe.com/
Veteran Entrepreneur Portal (VEP): http://www.va.gov/osdbu/entrepreneur/
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Heidi Gerding, President/CEO HeiTech Services, Inc. &
Board of Directors President, National Veteran Small Business Coalition
www.nvsbc.org | www.heitechservices.com
RESOURCES & OPPORTUNITIES FOR VETERAN OWNED BUSINESSES
INTRODUCTION
USNA (1983); Active Duty Naval Officer from May 1983 – March 1993; USNR from March 1993 – June 1995
Provide Paper and Electronic Document Processing & IT Software Development Services
Incorporated in 1999, graduated 8(a)/SDB/WOSB/SDVOSB
2013 revenues: $45M; 2014 revenues: $50M (estimated)
400 employees supporting CMS, DoED, DOL, HHS, DHS, VA, GPO, DOC
President/CEO,
HeiTech Services, Inc.
HEIDI GERDING
Use tools to help identify opportunities
DEVELOPING PIPELINE OF BUSINESS OPPORTUNITIES
Develop bid/no bid strategy
Gather information (capture) through detailed project planning:
- Is the incumbent well liked? - FOIA for contract. - What was the previous contract awarded for? - Are the incumbent personnel available? - How many times must you meet with the program staff,
contracting officer, etc.?
Leverage the SBA’s Mentor-Protégé Program with SBA-approved Joint Venture to transition from small to large
‐ Protégé must be 8(a) and either:
1. be in the development stage; or
2. never received an 8(a) contract; or
3. have a size less than ½ the size standard corresponding to the primary NAICS code.
ENTER INTO MENTOR-PROTÉGÉ PROGRAM WHEN IT MAKES SENSE
‐ Subcontracting opportunities ‐ Enhance your capacity to compete as prime ‐ Corporate infrastructure advice/support
‐ Advocate
‐ “Mentor”
‐ Etc.
If you select the right mentor, they can contribute to your success in so many ways
Establish an Advisory Board ‐ Ask your bank, lawyer, or accounting firm to identify potential board members
CEO membership organizations
Professional organizations
IDENTIFY GROUPS THAT CONTINUE TO CHALLENGE YOU PROFESSIONALLY
Will you be there?
Keep running - Because one of your competitors is always looking for ways to overcome your challenges/shortcomings.
Always keep an eye on the competition - You can get great ideas about what companies your size are doing by looking at their websites
Always watch your indirect rates - Know what is competitive in your industry and continue to price deals that will be a win-win situation for you and the
customer
Keep an eye on the balance sheet, income statement, and EBITDA - As you become more mature, these become increasingly important
Continue to challenge your leadership team for greatness - It’s easy to become mired in the day-to-day activities of the business but someone has got to keep things moving
forward ~ the CEO can take on that role
DON’T BECOME COMPLACENT
Finally, and most importantly, good things come to those that wait.
It’s not ALWAYS good, there is a lot of set backs in federal contracting that will occur, don’t let them take you off your goal (we all experience them…trust me)
Government contracting is an exercise in futility and patience.
Consider your business as seasonal and consider that there will be bad and good. Stay the course!
It takes a long time to grow a successful business – with hard work and persistence, it will come.
Know what your goal is; set your sights on that goal; don’t let anything take you off that goal.
PATIENCE & PERSISTENCE IS REQUIRED
“But my business is different.”
Counseling and Training
Small Business Development Centers (SBDC)
Women’s Business Centers (WBC)
SCORE (Service Corps Of Retired Executives)
Veterans Business Outreach Centers (VBOC)
Procurement and Technical Assistance Centers
SBA’s Online Tools and Training
For businesses at any stage from start-up to growth and beyond…
Accessing Capital Microloans
Crowdfunding
SBA 7(a) Loan Program
includes Veterans Advantage
504 Fixed Asset Loan
Alternative Funding (once you have a contract)
Service-Disabled/Veteran-Owned
Small Business (VOSB/SDVOSB) Program
Self-certifying program
SD/VOSBs are eligible to bid on set-aside
contracts
Subcontracting opportunities
Prime contractors get credit towards small
business goals for using SD/VOSBs as subs
www.sba.gov/sdvosb
Charles McCaffrey
Director, Small Business Development Center
at Community Business Partnership
7001 Loisdale Road, Suite C
Springfield, VA 22150
703.768.1440
www.cbponline.org
Procurement Academy Briefing
“Creating a place where technology, communities, individuals and corporations come together.”
Revised 11/21/2014 Mainstreet Proprietary Information
Founded in 1997 by Navy Veteran, Rufus Davis
Headquartered in Columbia, MD
Service Disabled Veteran Owned Small Business (SDVOSB)
50 Employees
Minority Business Enterprise (MBE)
Capital Region Minority Supplier Development Council Member (CRMSDC)
Located at 7125 Thomas Edison Drive, Suite 225, Columbia, MD 21046
Website Address: www.mainstreet2.com
Mainstreet Technologies - POCs Rufus Davis, President & CEO, [email protected], (410) 630-8331
Ken Davis, Principal, [email protected], (410) 630-8332
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Revised 11/21/2014 Mainstreet Proprietary Information
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Competence Detailed Capability
Systems Engineering
Network & Cloud Services • Video Telecommunications (VTC)/Lync
Integration
• Network & Mobile Device Integration
• Cyber Security
• Cyber Training
Application & Web Development
Collaborative Services • Knowledge Management
• SharePoint Development
• Drupal, Oracle, MicroStrategy, Informatica, ETL, etc.
Professional Services
• Information Technology
• Administrative Services
• Analysts
• Financial
Revised 11/21/2014 Mainstreet Proprietary Information
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• Executive Office of the President (EOP)
• U.S. Department of State (DoS)
• Defense Intelligence Agency (DIA)
• U.S. Navy
• BAE Systems
• Lockheed Martin
• Freddie Mac
Revised 11/21/2014 Mainstreet Proprietary Information
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• 3x United States Department of State, Assistant Secretary Award of Excellence Winner
• 2014 Top 100 MBE Award
• 2014 Capital Region Minority Supplier Development Council Corporation of the Year
• 2013 Murray J. Schooner Award of Excellence, Veterans in Business Conference
• 2013 Baltimore Business Journal, Veteran-Owned Business Awardee
• 2009 Baltimore Business Journal, Largest Minority-Owned Business in the Baltimore-Area
Revised 11/21/2014 Mainstreet Proprietary Information
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• Capital Region Minority Supplier Development Council (CRMSDC)
• Small Business Administration
• OSDBU (various agencies)
• Acquisition Resource Center (ARC)
• Veterans in Business Conference
• USASpending.gov
• Washington Technology
• Fedmarket – Sales Resources for Government Contractors
• Lynda.com – Software Training & Tutorials
• Fed Biz ACCESS – Market Intelligence
Revised 11/21/2014 Mainstreet Proprietary Information
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Mainstreet Technologies, Inc. 7125 Thomas Edison Drive, Suite 225
Columbia, MD 21046
Office: (410) 347-1277
Website: www.mainstreet2.com
DUNS: 003028680
Cage Code: 1QJM3
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Davis-Paige Management Systems LLC
Micheal Davis, President/CEO
DPMS established in October 2000
• 7611 Little River Turnpike,
Ste 500 E, Annandale, VA
• State of Delaware Registered
LLC
• SBA 8(a), Service Disabled
Veteran, Minority Owned
• Five Office Sites: CO, TX (2),
NC, NJ
Core Capabilities
• Acquisition Support , Program and Project Management
• Design and Analysis
• Technology Insertion, Test and Evaluation, Systems Integration, and Systems Engineering , Systems Analysis, Modeling, and Simulation
• Base Support Operations
• Medical Support Management
• Base Facilities
• Mobilization and Training
• Contracting and Procurement Management
• Consequence and Crisis Planning & Training
• Administrative Support Functions:
• Logistics Management
• Chemical, Biological, Radiological and Nuclear (CBRN) Threat Response
• Security Operations and Services
• Architectural and Engineering Design
Primary Customers: Ft. Carson, DHS, DOJ, DOA, DOC,
DOT, FAA, NGB, ECBC, PEO Chem Demil, ATF, Seaport-E,
SBS, PEO Chem-Bio and Green Way Toll Road
POC:
Micheal E.P. Davis 703 462-9480;
email: [email protected]
visit www.dpmsllc.com
Strategy and Management Services, Inc. (SAMS)
presented to:
FCEDA Procurement Academy
Lisa N. Wolford
Fairfax County EDA Procurement Academy
November 19, 2014
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Company Profile
Founded in 1997; Offices in Washington, D.C., Bellevue, NE, and personnel in 20 states
Over 185 full-time professionals supporting Government contracts nationwide
Excellent Dun & Bradstreet rating
DCAA approved accounting system
CMMI Maturity Level 3 Appraised
Proven prime and subcontract experience with DoD and Civilian Agencies
Partial List of Federal Contract Vehicles POC:
GSA - Schedule 70 2677 Prosperity Ave, Suite 650
8(a) STARS II Fairfax, VA 22031
GSA - VETS GWAC – FAs 1 & 2 Pam Flail
FAA eFAST Sr. Director of BD/Operations
Navy - SeaPort-e 703-280-3566(o)
USSTRATCOM - USAMS II [email protected]
• Treasury/IRS – TIPSS ITS & CS
Company Overview & Contracts & POC
Proven Competencies and Customers CyberSecurity/IA
• Continuous Monitoring for 5 Years IRS
• Exercise & Training Support USCYBERCOM
• CyberSecurity for ACA IRS
• Policy, C&A, PKI, Asset, FISMA USSTRATCOM, IRS, VA
IT Engineering
• Largest hierarchy of SCCM, Exchange VA
• Software Engineering VA, USSTRATCOM, etc
Emerging Technologies
• IPv6, VOIP, Cloud, Mobile USMC, AFWA
Process Management • Agile, Scrum, CMMI USSTRATCOM, VA, etc
• ITIL, Lean Six Sigma, PMP certified PMs USDA, VA, EPA
GIS AFWA, USSTRATCOM
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