Winning and Implementing Government ContractsBy

Lamont HamesLMH Strategies, Inc.

National Sponsored Programs Administrators AllianceConference

June 6, 2013

–2–

Mission: LHM Strategies, Inc. a management consulting firm, leverages Federal government management, industry, and higher education relationships to provide business development services that increase Federal and Commercial revenue streams to HBCUs.

─ Build the immediate and long term capacity of HBCUs to participate in Federally funded programs

─ Procure and sustain lucrative Federal funding that strengthens the institutions resources and ability to attract, retain, and graduate outstanding students

─ Diversify institutions’ revenue streams and increase their share of Federal dollars which may increase unrestricted revenue

─ Increase institutional competitiveness in a highly competitive higher education environment

LMH Strategies, Inc.

Declining Federal HBCU InvestmentsSponsored

Programs Office Limitations

Federal Agency Perceptions

Limited Ability to forge

Relationships with

Government Agency Officials

Poor Visibility into Agency

Investments

Responses to RFP’s are

not competitive

Limited Budgets to hire 3rd

Party Consultants

HBCU’s not Research

Oriented enough

Lack of Capability Collateral

or Centralized Database

HBCU community difficult

to navigate

LMH Strategies, Inc.

–4–

Total Higher Education Federal Funding:

2009 saw the highest levels of funding to HBCUs by the Federal government; since 2009 funding has decreased to all HBCU’s by 47%

According to the most recent Department of Education report, funding for scholarships and tuition assistance account for 70.9% of all HBCU support

In 2009, 2.7% ($4.7B) of IHE funding awarded to HBCUs.─ Once you remove Title III and Pell Grants approximately $1.4B awarded to HBCUs in

grants and contracts

.23% ($407M) of IHE funding awarded to UNCF member institutions─ Once you remove Title III and Pell Grants approximately $118M awarded to UNCF

member institutions in grants and contractsMajor Funding Categories IHEs HBCUs HBCU % Share Scholarships and Tuition Assistance $132,561,583,438 $3,388,024,318 2.6% Research & Development $30,623,433,970 $356,382,387 1.2% Training $3,555,702,356 $115,721,357 3.3% Facilities & Equipment $694,655,601 $71,128,474 10.2% Direct Institutional Subsidies $674,067,204 $51,219,549 7.6% Technical Assistance and Other Services $1,173,878,177 $41,995,709 3.6% Other Categories* $5,188,759,941 $756,224,977 14.6% TOTAL $174,472,080,687 $4,780,696,771 2.7%

LMH Strategies, Inc.

–5–

What Is Need Now….to reverse the trendsAdvocate Federal Agencies

• Monitor & Oversight of Federal Laws and Executive Orders enacting HBCU/MSI programs in the Federal Government

• Federal Agency Memorandum of Agreement(s)

• White House Initiative on HBCU’s

Technical Assistance

• Establish HBCU National Contracting Center and presence in Washington, DC

• Support and augment Inst. Sponsored Programs Offices (40% of UNCF Institutions do NOT have SPO’s)

• GSA Schedule Mission Oriented Business Integrated Services (MOBIS) Contract

• Establish HBCU Consortium(s)

• Developing national CRM and HBCU/MSI Capabilities Database

• Project Management

Procurement Policy & Initiatives

• Develop Institutional Pipeline of Federal Grants

• Develop HBCU/MSI Contracting & Subcontracting Reports

• Pursue Cooperative Agreements

• Pursue Mentor-Protégé Programs

• Pursue SBIR/STTR

LMH Strategies, Inc.

–6–

Federal Marketplace for HBCU/MSI’s Opportunities (Q1) 2013:

Cabinet Agency Total

National Aeronautics and Space Administration (NASA) 39,600,000$ Department of Health and Human Services (HHS) 12,425,000$ US Department of Agriculture (USDA) 8,240,000$ Department of Energy (DOE) 1,750,000$ Department of Justice (DOJ) 1,330,000$ Deaprtment of Education (ED) 1,065,000$ Environmental Protection Agency (EPA) 900,000$ National Science Foundation (NSF) 765,000$ National Endowment for the Humanities (NEH) 500,000$ Department of Homeland Security (DHS) 500,000$ Department of Defense (DOD) 150,000$ Department of Commerce (DOC) 100,000$ Grand Total 67,325,000$

Source: Grants.gov & Govwin.com

LMH Strategies, Inc.

Federal Marketplace for HBCU/MSI’s Opportunities (Q2) 2013: $131,000,000

–7–

1. In Reach to Schools - Identification of HBCU Core CapabilitiesA. Consolidate information on existing capabilities, labs, resources and partnerships

B. Conduct and capture outreach to sponsored program offices, faculty and administration

C. FEDERAL BUSINES DEVELOPMENT TRAINING FOR HBCU’S

LMH Strategies, Inc.

–8–

2. Opportunity Identification, Announcement, Training Prioritize procurement opportunity PIPELINE with Federal project-ready institutions Identify and distribute opportunities and announcements for Federal awards Launching a Federal Training Program for HBCU’s: Federal Business Development and

Proposal Writing Details

Opportunity NumberDetails

Opportunity NameCabinet Agency

DetailsPrimary Customer

DetailsSolicitation Number

DetailsContract Type

DetailsEst. Revenue

DetailsProcurement Website

DetailsDescription

0177Minority Serving Institution (MSI) Advanced Rehabilitation Research Training (ARRT) Projects

EDED Offi ce of Special Education and Rehabil itative Services

CFDA NUMBER: 84.133P-3 Grant $ 150,000 http://www.grants.gov/search/search.do?mode=VIEW&oppId=218673

1/14/2013 4/2/2013

0202Research Training Program for College and University Students

EPANational Risk Management Research Laboratory

EPA-ORD-NRMRL-CI-12-03Cooperative Agreement

$ 900,000 http://www.grants.gov/search/search.do?mode=VIEW&oppId=222057

2/22/2013 4/15/2013

0162NASDAQ OMX Group Educational Foundation 2013 Grant

N/A - Private Foundation NASDAQ OMX Group Foundation N/A Grant TBD http://www.nasdaqomx.com/services/initiatives/educationalfoundation/

N/A 4/15/2013

LMH Strategies, Inc.

–9–

3. Teaming Partner Identification and Relationship BuildingConsortium Management

Identifies, recruits and organizes clusters of IHE’s with aligned skills, resources and expertise for targeted Federal solutions

Multiple partnerships and agreements with large, medium and small federal contracting primes to utilize IDIQ Vehicles

GSA MOBIS (prime)Seaport-eCIOSPPMSS3Others

LMH Strategies, Inc.

Aeromechanics and Propulsion Bioengineering/Biotechnology Chemical/Biological Engineering Cyber Security Ecological Modeling

Emergency Response Energy/Renewable Energy Fluid Dynamics Human Factors IT/Information Assurance

Materials Science Mechanical Engineering Modeling and Simulation Nanotechnology Optics/Electro-optics

Physics/Biochemistry Remote Sensing Simulation Training Supply Chain Management Transportation Systems

Sampling of research and technical capabilities for over 40 leading HBCUs/MIs

HBCU R&D Consortium

Established to conduct research and development activities that advance scientific, technology, engineering and mathematical (STEM) skills to develop solutions for national defense, homeland security, medicine, energy and space

10

Alabama A&M University Dillard University Langston University South Carolina State University

Alabama State Univ. Edward Waters College Lincoln University of Missouri Southern University

Albany State Univ. Elizabeth City State Univ. Morehouse College Spelman College

Alcorn State Univ. Fisk University Morgan State University Tennessee State Univ.

Benedict College Florida A&M Univ. NC A&T State Univ. Texas Southern Univ.

Cal State Univ. at Fullerton Grambling State Univ. NC Central Univ. Tougaloo College

Cal State Univ. at San Bernardino Hampton University Oakwood University Univ. of Arkansas at Pine Bluff

Cheyney University Howard University Polytechnic Univ. of Puerto Rico Univ. of Texas El Paso

Claflin University Jackson State Univ. San Francisco State Univ. Voorheese College

Clark Atlanta Univ. Jarvis Christian College Savannah State Univ. Wilberforce Univ.

Delaware State Univ. Johnson C. Smith Univ. Sojourner-Douglas Univ. Winston Salem State Univ.

Institution Acquisition & Procurement “Deal Flow”

Comm. With HBCU’s

Research Federal Grant & Ctr’s

Identify Federal Funding Programs & “Target” Opps.

Gather Federal STEM Req.

Knowledge Management (In-Reach)

Update HBCU CRM

HBCU Vendor/Supplier Mgmt.

Department of Defense; ARMY; NAVY; AIR FORCE (PM’s)

Federal Prime Contractors

Homeland Sec. & Intel (PM’s)

Federal Agency Outreach

Most Fed. CTR’s have NO formal relationship with HBCU’s

Manage Consortium Members

Assist with Workflow and Business Process for HBCU’s

Operations Compliance

Contract Vehicle Management

Research Consortium

NSPAA*

Joint Marketing: (i.e. NSF, HHS, NASA, Northrup Grumman Corp)

Post Award Mgmt. Support

Ad Hoc Service and Support

Federal Compliance Reviews

Records & File Keeping Support

Customer Communications

Progress Reports

Proposal Writing Training

HBCU Start-up Initiative

Direct Proposal Process and provide technical support

Proposal & Technical Support

Cluster Marketing (i.e. HBCU Cyber Security Working Group and Energy Consortium)

Federal Agency MOA’s (i.e. FEMA, SBA, MBDA, Others

Business Development Support

Program Kick Off Support

Identify, Market and Advocate HBCU Capabilities to Federal Decision Makers

HBCU & STEM Oversight

Federal Opportunities

Coordinate strategy with White House Initiative/HBCU’s

Program Management

HBCU National Contracting Center / Federal Project Management Support

NSPAA*

Monitor Laws, Regulations, E.O, and Policy Impacts

Assist with Contract Mgmt. on behalf of HBCU’s

Assist with RFP & Proposal Strategy

Secure Contracts & Grants using Agency or GSA Vehicles

Assist with Cost Proposals

Confirm Federal STEM Objectives

Align HBCU Capabilities with Federal Interests

3rd Party Professional Services and Consulting as needed

Higher Education Business Events (i.e. Nat’l Academies of Science)

HBCU Federal Government Implementation Strategy

Pipeline Report to HBCU’s

Civilian Agencies (PM’s)

Fed. SBIR & STTR Programs

STEM Knowledge Forums

Program Expansion

LMH Strategies, Inc.

Influencing Dept. of Defense STEM & HBCU Revenue Stream Strategy

Assistant Secretary for Research & Eng.

Dr. Regional Brothers, Director

Dr. Laura Adolfie, Director STEM Dev.

Office

Dr. Laura Stubbs, Science &

Technology Initiatives

Evelyn Kent HBCU/MI Program

Mgr.

DoD STEM Executive Board,

Chair

$100M IHE Budget

Congressional Committees:House Armed Services

Committee StaffTim McClese Kevin Gates

$ Defense Budget

White House Initiatives Office: Historically Black Colleges &

UniversitiesHBCU External Organizations

External Influencers: ASEE, Nat’l Academies of Science, Bus.& Higher Education Forum, Nat’l Defense Industries Assoc.

$ MSI Budget

National Defense Authorization ActDoD: Procurement PolicyDoD: STEM Strategic Plans & Policy

Andre Gudger, Director, Office of Small Business ProgramsJoseph Misanin, Deputy Director, SBIR & STTRFarooq Mitha, Staff

National Defense Education Programs

Sean Crean, Director, NAVY Small Business ProgramsInstallation Small Business Specialists

Joseph McDade Jr., Director, Air Force Small Business ProgramsInstallation Small Business Specialists

Tracey Pinson, Director, ARMY Small Business ProgramsCynthia Lee, HBCU/MI Program ManagerInstallation Small Business SpecialistsDennis Via, Commanding General

ARMY Materiel Command, Huntsville, ALNancy Small, Associate Director Small Business Specialist and HBCU/MI programs

Ed Lee, U.S. Air Force Office of Scientific ResearchHBCU/MI Program Manager

Office of Naval ResearchHBCU/MI Program Manager

Victoria Bowens, Col, USAFSenior Military Advisor, Diversity

Management & Equal OpportunityDepartment of Defense, Pentagon

Karen Harper STEM Program Manager

Charmane Collins, Program Manager, Minority Serving

Institutions

Enjoli RamseyAir Force STEM Diversity Outreach Program

Manager

Djuana Lea, Ph.DProgram Element Monitor, Basic Research AF Science

& Technology Division

Gary Strack, Director of Air Force STEM Outreach Coordination Office

$ 85% of ARMY Budget

$ MSI Budget

$ MSI Budget

HBCU

HBCU

HBCU

HBCU

NEW STEM CLAUSE IN

RFP’s FEDERAL REGISTER

Oakwood University well positioned

Pressure Points where UNCF must exert STEM input HBCU Centers of Excellence and UNCF Consortia

Intuitions on “RFP” ALERT

External Community, Associations, an Influencers

Internal Advocate, Policy, and Stakeholder

RFP’s, Grants, Cooperative Agreements

NAVIGATING THE DEPARTMENT OF DEFENSE: AN ILLUSTRATION

LMH Strategies, Inc.

–13–

“Eco-System”For

Success

PRIVATE INDUSTRYCommercial• Access to HBCU/MI market• Qualified Staff

Federal Contractors• Competitive advantages• Competitive Teaming Partners• Meet set-aside requirements• Qualified staff

SMALL BUSINESSCommercial

• Access to HBCU/MI market• Qualified Staff

Federal Contractors• Access to decision-makers

• Capability marketing• Competitive Teaming Partners

• Bid & Proposal support• Back-end office support

• Qualified staff

GOVERNMENT• Mission support (STEM)

• Socio-economic Business• Minority Higher Education

• Diverse human capital

FOUNDATIONS• Fulfillment of minority

focused philanthropy goals

HBCUs/MIs• Access to funding sources• Capacity Building• Capability Marketing• Competitive Teaming Partners• Bid & Proposal Support• Back-end office Support• Access to business support systems• Cost/operational efficiencies

NEXT GENERATION WORKFORCE• Career Development• Opportunity• Employment

LMH Strategies, Inc.

–14–

Point of Contact:

LMH Strategies, Inc.Lamont HamesPresident & CEOlhames@lmhsi.com301-655-0608

LMH Strategies, Inc.

Save the DateTele-Seminar on Federal Business Development for HBCU’s – Friday, June 14, 2013 2 - 3 pm EST