DON’T BE INTIMIDATED working with a Midsize Contractor Dorothy Callahan National Government...
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DON’T BE INTIMIDATED working with a Midsize Contractor Dorothy Callahan National Government Services Small Business & Strategic Alliance Manager
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DON’T BE INTIMIDATEDworking with a Midsize Contractor
Dorothy CallahanNational Government Services
Small Business & Strategic Alliance Manager
Small Business Outreach ▪ October 24, 2013
PartnershipsExecutive Commitment
“National Government services is committed to supporting the small business community. Working together, we can grow our businesses and seek to secure our share of government contracting.”
Michael Kapp - PresidentNational Government Services
Experience
48 Years in federal health care contracting
2500
$300Revenue
Million in annual revenue
EmployeesAssociates located across the country
Parent CompanyOne of the nation’s largest health benefits companies
about us
3 | Capabilities Brief
facilities
Headquarters8115 Knue RoadIndianapolis, IN 46250
Key Locations2245 Rolling Run DriveSuite 9Baltimore, MD 21244
1301 Pennsylvania Ave, NWSuite 325Washington, DC 20004
Richmond, VAShelbyville, KYLouisville, KY
Cincinnati, OHMilwaukee, WIWaukesha, WI
Harrisburg, PASyracuse, NYMiddletown, CT
Manchester, NHSouth Portland, MEBethesda, MD
4 | Capabilities Brief
Baltimore, MDDenison, TX
Operations Facilities
what we do
Administrative Services
Claims Administration
Financial Management
Outreach & Education
Privacy and Security
Medical Review
Program Integrity
Secure Data Management
Application Hosting
Data Center Facilities
Trusted Health Care Solutions
5 | Capabilities Brief
Information Technology
Small Business Outreach ▪ October 24, 2013
Clients
Federal Agencies
CMS TQC*
Next Generation Desktop (NGD)
Jurisdiction K, 6
Jurisdiction 11*
DME MAC Jurisdiction A*
DME MAC Jurisdiction B
CMS DME CEDI
Predictive Modeling for the National Fraud Prevention Program
MIDS IDIQ*
CPI Provider Screening*
SHOP Premium Aggregation Services
Payment File Development Contractor
World Trade Center Contract
EDI End to End Testing
Enterprise Data Services Contract (EDSC) Hosting Support
Virtual Data Center IDIQ
* = Subcontractor
Total Transformation Twenty-One (T4)*
Veterans Relationship Management (VRM) ITSS*
Administration services to the TRICARE health program - Department of Defense (DOD)
Previously managed by:
Small Business Outreach ▪ October 24, 2013
Partnerships
Business Classification 2011 % Federal Spend & Total Spend
2012 % Federal Spend & Total Spend
2013 % Federal Spend & Total Spend
Small Business 50.48% ($20.1M) 59.8 % ($26.2M) 66.8% ($40.8M)
Small Disadvantaged Business (SDB) 7.19% ($7.9M) 7.2% ($3.1M) 13.4% ($8.1M)
Women Owned Small Business (WOSB) 17.56% ($7M) 18% ($7.8M) 17.9% (10.9M)
HUBZone 2.04% ($813K) 3.9% ($1.7M) 5.8% (3.5M)
Veteran Owned Small Business (VOSB) 2.82% ($1.1M) 7% ($3M) 5.9% (3.6M)
Service Disabled VOSB (SDVOSB) 2.67% ($1M) 6.5% ($2.8M) 4.4% (2.6M)
Total $39.8M $43.9M $61M
Supporting Small Business in a Lean Market
8
What Primes Look For – Must Haves
Registered in SAM (System for Award Management)
Strong, well defined technical capabilities – something to sell
Strong commitment/ capabilities in Marketing and Business Development
Favorable D&B rating
Socio-economic designations such as WOSB, SDVOSB, HUBZone, SDB
Knowledge and experience of various federal contract vehicles
Solid business practices
9
What Primes Look For
Past performance track record
Relationships in Strategic Agencies
PREFERRED: ALWAYS A PLUS: Security clearances
Geographic presence
GSA and other schedule holder(s)
Industry recognized awards and recognition
Certifications from NGO example WBENC certification for WOSB
Small Business Outreach ▪ October 24, 201310
Marketing Tips
Provide a superior product or service, in a timely manner, at a demonstrated fair and reasonable price
Identify your customers and know their needs
Provide information on company web pages Attend Agency Business
Outreach Sessions
Join Professional Acquisition and Supply Chain Associations
Proprietary and Confidential
Magic P’s for Small Business
P11
PAST PERFORMANCE – Develop past performance that you can be proud of
PATIENCE - Who is the right person to contact
PERSISTENT - Be persistent in a professional way
POLITE - The words “Thank You” can carry a lot of weight
Small Business Outreach ▪ October 24, 2013 12
Questions
Small Business Outreach ▪ October 24, 2013
Registerwww.ngsservices.com/partner/
contact usDorothy Callahan
NGS Small Business & Strategic Alliance Manager
410-597-4429
2245 Rolling Run DriveSuite 9Baltimore, MD 21244
www.wellpoint.com/ngs
14 | Capabilities Brief
