Federal Contracting Strategies for Small Businesses
Learn essential strategies for winning your first federal contract as a small business, including creating value without past performance, engaging with the right partners, and entering government contracting effectively.
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Win Your First Federal Contract AARON MOAK, CEO PINGWIND, INC. JUNE 13, 2018
Intros Aaron Moak, CEO, PingWind 2016/1H17 About 50k Revenue, mostly part time billable work 2018 Current Work: $1-1.5M Projected Revenue, 4 Active Subcontracts 10+ Teaming Agreements heading into 4Q Awarded GSA IT-70 & Health IT SIN Accepted into SBA Mentor-Protegee Program Melinda Pitchford, Capture Manager/Business Development, B3 Group T4NG IDIQ Prime, $250M+ Contract Value Wins in 2017 Mentor in SBA MPP to two Protegees
Our Goal From Here Hello Large GovCon Business, I saw in the news you were recently awarded a very large contract with a customer we would like to start work with. I wanted to see if you had any open requirements for SDVOSB workshare my company can help you fulfill To Here Hello fellow Small Business, great running into you again last week at the NVSBC Dinner. I ve identified a Task Order I believe is going to be recompeted on your IDIQ in a few months. I met with a client representative who gave me some details on how the scope is changing, and I believe there are a 1-2 tasks within the Scope of Work I could help write to and deliver on.
What we will cover Creating Value without Past Performance and Contracts Entry into Federal Government Contracting Best Practices Who to Engage to start out What Opportunity to Pursue How to bring Value How to be a Low Risk Partner How to be a Strategic Partner A Prime Contractor s Perspective
Who to Engage Your first work is likely to be a subcontract to another small or medium sized business Not a Prime Contract or with a large, established company Risk Averse First opportunities should be with established small businesses that have vehicles (IDIQs, GWACs), aligned to your desired client and capability goals E.g. B3Group is a T4NG Prime VA IT/Health IT (Not IC Client, not AEC Services) These companies have increased access to opportunities, but typically do not have the bandwidth to fully take advantage of them
Who to Engage Your first work is likely to be a subcontract to another small or medium sized business A valued partner can increase their bandwidth in exchange for workshare Capture, Market Intelligence, Proposal Process, Recruiting, etc. Find Them: Network, Network, Network Frequent attendance at events like NVSBC Other Coalitions & Councils, Industry Days, Open Houses, Client Events, etc. AFCEA, SECAF, PSC, NCMA, ACT-IAC, PTAP, Chambers of Commerce, Govmates Ensure the events you attend are aligned with client and capability goals
What Opportunity to Pursue You have a partner, now engage about a specific requirements in advance of RFP Sources of Information FPDS (www.fpds.gov) Free, find expiring contracts by client, contract, NAICS Agency Forecasts, Vehicle Pipelines: Visit Client Sites, ask OSDBU/SBLO Industry Events, Client Engagement Find the Golden Opportunity Timing: Anticipated Award date is at least 90 days out Client: Accessible by Partner and Strategic to you Requirement: In Partner s wheelhouse and is something you can contribute to
How to bring Value You ve identified a potential partner and opportunity, now define your value Market Intelligence Are they aware of the requirement? Can you gather information from client or incumbents on: timing, size, budget, pain points, competitive landscape, changes in scope, etc. Infrastructure Support Write to proposal sections, manage proposal process, review proposal Recruit valuable resources Bring in other valuable partners / assist in teaming
How to be a low risk Partner Make it easy to work with you by lowering the risk Be realistic and forthright Don t commit to things you can t do (Technical Writing, etc.) Ask for pragmatic workshare Be Delivery Ready Two focus areas are Recruiting and Financing Hire the right resources Established recruiting strategy, tools, partners Pay the right resources Can you support 90+ days of payroll For yourself, plan out timekeeping, invoicing, accounting, HR
How to be a Strategic Partner Establish Long Term Relationships and Drive Value to a Partner Stay engaged, maintain communication Industry participation, check ins, etc. Bring more than you re asking for Drive opportunities and market intelligence to them Be an extension of their organization If you act like a partner, you ll likely be treated like one Align their best interest with yours
Prime Partner Perspective B3 Group Stay engaged, be a partner, not opportunistic Be targeted, choose specific opportunities and sections of work you can add value to, and don't respond to everything Be proactive, early and researched Bring some value Market Intelligence (Budget, Changes in Scope, Schedule), Proposal Review, Proposal Writing, Delivery Resources, Recruiting Be patient and mindful of how much traffic we see
