MAXIMIZING YOUR OPPORTUNITIESNIH Small Business Industry Day
June 30, 2014
Barbara Weaver, CPCMPCR-CMR, U.S. SBA
OGC-Area II
SBA Area Office
As A CMR . . .
• Ensure that primes meet small business and attain SB goals
• Review Prime SB activities
• Assist SB with LB relationships
As A PCR . . .
• Coordinate with and train federal agencies
• Reviews agency small business programs
• Identify small business set-asides
• Advocate for SB
The Small Business Act
It is the policy of the Government to provide maximum practicable opportunities in its acquisitions to small business . . . . Such concerns must also have the maximum practicable opportunity to participate as subcontractors. FAR 19.201
Why We Support Small Business
• Agility• Productivity
• Courage• Passion
• Innovation• Exporting
• Contributions to GNP
Small Business –What do you need?
A Chance to Show What You Can Do
• Resources• Working Capital• Support Network• Relationships with
other SB • Advocacy
Small Business Goals
% Small Business
SDB HBZ WOSB
SDVets
MinimumStatutory
Goals
23.0 5.0 3.0 5.0 3.0
Actual 23.42 8.61 1.75 4.33 3.49
Note: Agency goals are negotiated annually with SBA.
Government Customer
Includes multi-disciplined teams that are trying to obtain the optimum market response to requirements in terms of:
Quality Timeliness Cost
while Minimizing business and technical risks Maximizing competition Accomplishing socio-economic goals Maintaining integrity
A Small Business
A concern, including its affiliates, that is:• independently owned and operated, • not dominant in its field of operation,• and qualified as a small business under
the criteria and size standards in 13 CFR part 121.
• North American Industry Classification System (NAICS)
Basic-Level AdviceJust for Small Business
Form Your Own Dream Team
SBASmall Business Development
CenterProcurement Technical
Assistance CenterHHS SB SpecialistsSCORENCMADevelopment Organizations
Be a Relentless Federal Market Student
Free On-Line CoursesFree WebinarsWorkshopsPresentationsProfessional AssociationsCertification Courses
Know Who You Are & Where You’re Going
3-5 year Strategic Plan12-Month Operations PlanBusiness Development PlanFederal Marketing Plan
Create Integrated Marketing Info
• Logo and a Look• Business Cards• E-Capability Statement• Tri-Fold• Web-Site• Real Business E-Mail
Does it all hang together???
Parity exists among: 8(a), HUBZone, Service Disabled Vet, and Woman-Owned Small Businesses
The Contracting Officer has the latitude to select set-aside type. These four categories have priority over a small business set-aside.
Work on Your Tool Chest
Next Level Advice
Decide Who Gets to Go Along With You
• Employees• Shareholders• Team
Members• Mentors• JV Partners
Target Large Prime Contractors
Large Prime Contracts valued over $650,000 [$1.5 M – construction] must commit to a small business subcontracting plan .
Failure to show good faith effort in meeting small business goals and complying with the plan could result in Termination for Default or liquidated damages.
Don’t Ever Stop Marketing!
• Target Diverse Opportunities
• Analyze your chances• Develop a winning plan• Assign and execute
Respond to Gov. Market Research
What they send out:• Requests for
Information• Sources Sought
What you provide:• Exactly what they
request• Exactly what they
request
Do not send generic capability statements.
Make Course Corrections As Required
• Identify New Customers• Change Partners• Grow NAICS• Etc. Etc.To accommodate the most dynamic market going!
Barbara Weaver, CPCM, PCR-CMRU. S. Small Business AdministrationOffice of Government Contracting
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