ABC Virginia Continuing Education
June 26, 2009

How to Market and Develop Business
with the Federal Government

Ashley Mc...
A Little Help In Fed Translation

http://www.youtube.com/watch?v=rD4roXEY8hk
Myths Of Federal Marketing
• You Can’t Market To
Federal Clients
• All The Decisions Are
Made In DC
• You Can’t Talk To
Co...
The Truth
• You Must Market To Federal “Individuals”
• Over 90 Percent Of The Buying Decision
Is At The Local Sites/ Zones...
Types Of Contracts
• IDIQ –

Indefinite Delivery, Indefinite Quantity Contracts

• MACC/MATOC –

Multiple Award Constructi...
Where To Meet Live Feds
• SAME – Society Of Military Engineers
http://posts.same.org/belvoir/

http://www.same.org/i4a/pag...
Two Sides To The Same Coin
1. Personal Side: Building A Personal Connection To
The Organization, The People and Their Need...
Important To Remember
Important To Remember
What Is Your Value Statement?
Federal Clients
• Multiple Federal Agencies
– Department of the Navy
– Department of the Army
– U.S. General Services Admi...
Department of the Navy
• Naval Facilities Engineering Command
(NAVFAC)
– Mission is to provide facilities and public works...
Department of the Navy
• NAVFAC Organization
– NAFAC Atlantic Command – seven reporting Facilities
Engineering Commands
•
...
Department of the Navy
• NAVFAC Mid-Atlantic (MIDLANT)
–
–
–
–
–

Headquartered at the Norfolk NAS in Norfolk, Va.
Serving...
Department of the Navy
• NAVFAC Washington
–
–
–
–

Headquartered at the Washington Navy Yard
Commanding Officer Cpt. Jame...
Department of the Army
• U.S. Army Corps of Engineers (USACE)
– Headquartered in Washington, DC
– Mission is to provide pu...
Department of the Army
• USACE Organization
– Eight permanent divisions
•
•
•
•
•
•
•
•

South Pacific
Northwestern
Southw...
Department of the Army
Department of the Army
• USACE North Atlantic Division (NAD)
– Headquartered at Fort Hamilton in New York
– Maine to Virgi...
U.S. General Services Administration
• U.S. General Services Administration (GSA)
– Among other services, GSA provides wor...
U.S. General Services Administration
• U.S. General Services Administration (GSA)
– Regions:
•
•
•
•
•
•
•
•
•
•
•

Northw...
U.S. General Services Administration
• GSA Mid-Atlantic Region
– Serves:
•
•
•
•
•
•
•

Delaware
Maryland (excluding PG an...
U.S. General Services Administration
• GSA National Capital Region (NCR)
– Serves Federal agency clients in:
•
•
•
•

Wash...
Locating opportunities
Informational Websites and Resources
• www.CCR.gov – primary database for the Federal
government to store data for all age...
Locating Opportunities
• Federal agencies procure contractors
through a single source – the Federal
Business Opportunities...
FBO.gov
• Getting started with FBO
– No registration is required, but by doing so
you can use search agents, have a watch ...
FBO.gov – Searching Without Registration
• Quick Search – you can use this function for a simple
search without logging in...
FBO.gov – Searching Without Registration
• Quick Search
results
– Click on an
opportunity to view
details
FBO.gov – Searching Without Registration
•
•
•

•

Note basic
elements of a
notification
Synopsis
provided
Complete view o...
FBO.gov – Searching Without Registration
•

•

Further down the
screen you’ll
notice points of
contact
If you have
questio...
FBO.gov – Searching Without Registration
•

Perform an advanced
search
– Return to your results
page
– Click on the Advanc...
FBO.gov – Searching Without Registration
•
•
•

•

•

Type in key words
Choose document type
(active)
If you want to searc...
FBO.gov – Searching Without Registration
•
•

•
•
•

Zip code can be set
Choose a set-aside
code if you are a small
busine...
FBO.gov – Searching Without Registration
•

Search for
opportunities by
agency
FBO.gov – Full Utilization
•
•

Home page, once
logged in
View Watch List
– Allows you to mark
projects that you
are inter...
FBO.gov – Full Utilization
•

You can add any
notice to your
Watch List by
clicking the Add to
Watch List button
FBO.gov – Full Utilization
•

Set up search
agents
– Allows for quick
access to
frequently used
searches
– FBO can auto-ru...
Tips for proposal development
Parts and Pieces of a Standard RFP
• Each Federal agency uses a specific format for Request for Proposals
(RFP), also refe...
Tips for Developing a Winning Proposal
• Identify “win themes”
– What are the differentiators that make your firm stand ou...
Tips for Non-prime Contractors
• If you are a subcontractor interested in working on design-build
pursuits with a Prime co...
Tips for Non-prime Contractors
• To pursue opportunities with Balfour Beatty, please register with us to
be prequalified.
...
Tips for Non-prime Contractors
• If you are a subcontractor interested in working on Job Order
Contracting:
http://www.cce...
To Learn More About JOC
The Center For JOC Excellence
www.JOCexcellence.org
Mid-Atlantic Chapter:
http://www.jocexcellence...
Key: Don’t Get Frustrated

http://www.youtube.com/watch?v=Knu14TlvCQE
Thank You For Your Time!
Ashley McCarron Campbell
Balfour Beatty Construction
703- 218-1331
acampbell@balfourbeattyus.com
...
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How To Market and Develop Business With The Fed Gov

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Insights and practical tips on how a contracting business can develop work with the Fed Gov

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How To Market and Develop Business With The Fed Gov

  1. 1. ABC Virginia Continuing Education June 26, 2009 How to Market and Develop Business with the Federal Government Ashley McCarron Campbell, Marketing Project Lead Balfour Beatty Construction – Washington, DC Dave Carrithers, Vice President of Marketing Centennial Contractors Enterprises - Vienna, VA
  2. 2. A Little Help In Fed Translation http://www.youtube.com/watch?v=rD4roXEY8hk
  3. 3. Myths Of Federal Marketing • You Can’t Market To Federal Clients • All The Decisions Are Made In DC • You Can’t Talk To Contracting Officers (KOs) • It Is To Hard To Get In The Door & Too Do Work
  4. 4. The Truth • You Must Market To Federal “Individuals” • Over 90 Percent Of The Buying Decision Is At The Local Sites/ Zones/ Regional Level • You Must Find And Build A Relationship With The Local Contracting Team • Think Differently, Think Long Term – Must Build A Record Of Past Performance – Start Small • Must Network
  5. 5. Types Of Contracts • IDIQ – Indefinite Delivery, Indefinite Quantity Contracts • MACC/MATOC – Multiple Award Construction • Design-Build - (75% or greater of all new construction going this way in Federal environments) • Design-Bid-Build • Job Order Contracting (JOC) – and Repair • GSA Schedule Focuses on Renovation
  6. 6. Where To Meet Live Feds • SAME – Society Of Military Engineers http://posts.same.org/belvoir/ http://www.same.org/i4a/pages/index.cfm?pageid=3657 • DBIA – Design-Build Institute Of America http://www.dbia.org/conferences/expo/ • USACE Small Business Fairs http://usacesbconf.org/2007/PDF/Presentations/ • National Contract Management Association http://www.ncmahq.org/ • Federal Allies Institute https://www.federalallies.org/ • National Institute Of Building Sciences http://www.nibs.org/AnnualMeeting/index.html
  7. 7. Two Sides To The Same Coin 1. Personal Side: Building A Personal Connection To The Organization, The People and Their Needs 2. The Protocol/Tactical Side: Following Procurement Procedures and Processes Side Note: -Do Not Debate FARS -Need To Say Thank You Formally, Recognition of KO KEY -Not An Overnight Result -Less Than $25k can award on the spot
  8. 8. Important To Remember
  9. 9. Important To Remember What Is Your Value Statement?
  10. 10. Federal Clients • Multiple Federal Agencies – Department of the Navy – Department of the Army – U.S. General Services Administration – Others • • • • • Department of the Air Force Department of Veterans Affairs Department of Transportation Department of Homeland Security And many more (over 100 different federal agencies and branches of agencies)
  11. 11. Department of the Navy • Naval Facilities Engineering Command (NAVFAC) – Mission is to provide facilities and public works to the Navy, Marine Corps and other DoD agencies – Six business lines: • Capitol Improvements • Public Works • Environmental www.navfac.navy.mil/ • Asset Management • Expeditionary • Contingency Engineering
  12. 12. Department of the Navy • NAVFAC Organization – NAFAC Atlantic Command – seven reporting Facilities Engineering Commands • • • • • • • NAVFAC Europe NAVFAC Mid-Atlantic NAVFAC Midwest NAVFAC Northwest NAVFAC Southeast NAVFAC Southwest NAVFAC Washington – NAVFAC Pacific Command – three reporting Facilities Engineering Commands • NAVFAC Far East • NAVFAC Hawaii • NAVFAC Marianas
  13. 13. Department of the Navy • NAVFAC Mid-Atlantic (MIDLANT) – – – – – Headquartered at the Norfolk NAS in Norfolk, Va. Serving Maine to North Carolina Commanding Officer Cpt. David Boone Over $1.5 billion a year in services Business lines offered • • • • Capitol Improvements (CI) Environmental (EV) Asset Management (AM) Public Works (PW)
  14. 14. Department of the Navy • NAVFAC Washington – – – – Headquartered at the Washington Navy Yard Commanding Officer Cpt. James Stader Over $1 billion a year in services Serves 11 major claimants, 23 Naval activities and 18 other DoD clients, including: • • • • • • • • • • Anacostia Annex National Naval Medical Center, Bethesda NSA Annapolis U.S. Naval Academy Marine Corps Base Quantico NSA Patuxent River Andrews AFB Bolling AFB WHS NCPC
  15. 15. Department of the Army • U.S. Army Corps of Engineers (USACE) – Headquartered in Washington, DC – Mission is to provide public engineering services and strengthen U.S. security and economy, and reduce risk from disasters – Design, construction and management of facilities for the Army, Army Reserve, Army National Guard, Air Force and other DoD agencies – Provides Civil Works and Military Programs – Majority of employees are civilian
  16. 16. Department of the Army • USACE Organization – Eight permanent divisions • • • • • • • • South Pacific Northwestern Southwestern Mississippi Valley Great Lakes and Ohio River South Atlantic Pacific Ocean North Atlantic http://www.usace.army.mil/Pages/Business.aspx
  17. 17. Department of the Army
  18. 18. Department of the Army • USACE North Atlantic Division (NAD) – Headquartered at Fort Hamilton in New York – Maine to Virginia (including the District) – Six districts • • • • • • New England New York Philadelphia Baltimore Norfolk Europe
  19. 19. U.S. General Services Administration • U.S. General Services Administration (GSA) – Among other services, GSA provides workplaces by constructing, managing and preserving government buildings and by leasing and managing commercial real estate – Multiple offices (23) under GSA, the most relevant to us is the Public Buildings Service (PBS) – PBS initiatives include: • • • • • Design and construction Leasing Donate or sell real estate for federal agencies Support sustainable design initiatives Preserve historically significant buildings
  20. 20. U.S. General Services Administration • U.S. General Services Administration (GSA) – Regions: • • • • • • • • • • • Northwest/Arctic Rocky Mountain Pacific Rim The Heartland Greater Southwest Southeast Mid-Atlantic Great Lakes New England Northeast and Caribbean National Capital
  21. 21. U.S. General Services Administration • GSA Mid-Atlantic Region – Serves: • • • • • • • Delaware Maryland (excluding PG and Montgomery Co.) Southern NJ Pennsylvania Virginia (excluding Northern Virginia) West Virginia Europe, Africa and the Middle East http://www.gsa.gov/Portal/gsa/ep/contentView.do?contentType=GSA_OVERVIEWandcontentId=8106 http://www.gsa.gov/Portal/gsa/ep/contentView.do?P=FX8&contentId=11887&contentType=GSA_OVERVIEW
  22. 22. U.S. General Services Administration • GSA National Capital Region (NCR) – Serves Federal agency clients in: • • • • Washington, DC Montgomery and PG counties Maryland Cities of Falls Church and Alexandria Virginia Arlington, Fairfax, Loudoun and Prince William counties
  23. 23. Locating opportunities
  24. 24. Informational Websites and Resources • www.CCR.gov – primary database for the Federal government to store data for all agencies • www.defenselink.mil – official website of the DoD and a good starting place for finding information regarding the military – www.defenselink.mil/contracts - a listing of $5M+ contracts updated each day • www.acq.osd.mil – DoD Dept. of Small Business Programs website; excellent source of information regarding small business contracting • www.NAVFAC.navy.mil • www.USACE.army.mil • www.GSA.gov • www.BRAC.gov
  25. 25. Locating Opportunities • Federal agencies procure contractors through a single source – the Federal Business Opportunities website • www.FBO.gov • Also contains American Recovery and Reinvestment Act (ARRA aka stimulus projects) opportunities • Extremely powerful tool if utilized correctly
  26. 26. FBO.gov • Getting started with FBO – No registration is required, but by doing so you can use search agents, have a watch list and see interested vendors lists – To register you’ll need: • DUNS number • To be registered in the CCR • TIN / MPIN – Create a username and password – Log in as a Vendor / Citizen
  27. 27. FBO.gov – Searching Without Registration • Quick Search – you can use this function for a simple search without logging in. construction Type in key words. The most recent results will show first.
  28. 28. FBO.gov – Searching Without Registration • Quick Search results – Click on an opportunity to view details
  29. 29. FBO.gov – Searching Without Registration • • • • Note basic elements of a notification Synopsis provided Complete view of all information and modifications provided General information is provided on the right
  30. 30. FBO.gov – Searching Without Registration • • Further down the screen you’ll notice points of contact If you have questions regarding a notice, the Contracting Specialist or Officer (CO) will assist you Side Note: Excellent Way To Build A Starting Point For A Contact– Maybe Not On This RFP But It Is OK To Call And Ask About Past Awards, Future Needs, Introduce Your Self
  31. 31. FBO.gov – Searching Without Registration • Perform an advanced search – Return to your results page – Click on the Advanced Search tab
  32. 32. FBO.gov – Searching Without Registration • • • • • Type in key words Choose document type (active) If you want to search by a specific agency, click the option button and choose a specific Federal agency; you will then have the option to choose a specific office location Choose the opportunity/procurement type Narrow by dates
  33. 33. FBO.gov – Searching Without Registration • • • • • Zip code can be set Choose a set-aside code if you are a small business Check all classification codes of interest Choose your NAICS Code Choose whether or not to include ARRA opportunities
  34. 34. FBO.gov – Searching Without Registration • Search for opportunities by agency
  35. 35. FBO.gov – Full Utilization • • Home page, once logged in View Watch List – Allows you to mark projects that you are interested in – FBO will send you updates if the notices of these projects are modified
  36. 36. FBO.gov – Full Utilization • You can add any notice to your Watch List by clicking the Add to Watch List button
  37. 37. FBO.gov – Full Utilization • Set up search agents – Allows for quick access to frequently used searches – FBO can auto-run your search agents as directed
  38. 38. Tips for proposal development
  39. 39. Parts and Pieces of a Standard RFP • Each Federal agency uses a specific format for Request for Proposals (RFP), also referred to as a Request for Qualification (RFQ) in Phase I of a two-phase procurement • RFPs differ not only by agency, but by delivery method and procurement type – Design-Build vs. DBB vs. Construction Manager for Construction (CM@Risk) – Best value vs. price only • Typical components include: – – – – – – Contractor qualifications Past performance on relevant projects Technical approach Organization charts Key personnel Subcontracting plans/utilization of small business
  40. 40. Tips for Developing a Winning Proposal • Identify “win themes” – What are the differentiators that make your firm stand out from the competition? • Experience • Price • Approach • Relationships • Teaming experience • Give them what they want! – – – – – – – – Lay out your proposal response strictly following the structure of the RFP Include all information, even if it is requested in multiple areas Be clear, concise and to the point Sell your firm, but remember this isn’t a “sales pitch” – use hard evidence of success, not just boilerplate Respect all page limits, guidelines and due dates – no late proposals! Use graphics and visual aids where possible Always check your references before including contact information Submit RFIs if the RFP is unclear, always respecting FAR
  41. 41. Tips for Non-prime Contractors • If you are a subcontractor interested in working on design-build pursuits with a Prime contractor: – Identify a target team early in the procurement – Reach out to strong, existing relationships – Don’t make your first contact with a Prime be a phone call to request to be on their team – design-build is about relationships – Establish your qualifications – why should you be a key team member? – Understand the project and identify unique value-added services you can bring to a team, as well as your scope of work – Identify possible interested firms, both prime and non-prime, by networking and through the Interested Vendor tab of FBO – Understand the level of commitment (are you going to be exclusive?) – Be positive and persevere. Get your foot in the door by going above and beyond on a pursuit and you could become a go-to team member. – If you’re a small business, consider your status a benefit to the team and position your firm accordingly
  42. 42. Tips for Non-prime Contractors • To pursue opportunities with Balfour Beatty, please register with us to be prequalified. – http://www.balfourbeattyus.com/Subcontractors.htm • If you are a small business and need assistance, please feel free to contact our Small Business Administrator, Layli Pietri. She can also provide you with information on how to become SB certified with the Federal government if you meet the requirements and need guidance. Layli Pietri Small Business Administrator 703-218-1338 lpietri@balfourbeattyus.com
  43. 43. Tips for Non-prime Contractors • If you are a subcontractor interested in working on Job Order Contracting: http://www.cce-inc.com/subcontractors.html - Fastest way to start building a Federal track record - Find Local Site Offices & Meet Team - Look for other JOC contractors: - http://www.eziqc.com/About.aspx http://www.kbr.com/industries/government_services/job_order_contracting.aspx http://www.all-star.com/user/contact.asp?sessionid=%95
  44. 44. To Learn More About JOC The Center For JOC Excellence www.JOCexcellence.org Mid-Atlantic Chapter: http://www.jocexcellence.org/midatlantic.htm Register and attend July 15th Session @ GMU
  45. 45. Key: Don’t Get Frustrated http://www.youtube.com/watch?v=Knu14TlvCQE
  46. 46. Thank You For Your Time! Ashley McCarron Campbell Balfour Beatty Construction 703- 218-1331 acampbell@balfourbeattyus.com http://www.balfourbeattyus.com Dave Carrithers Centennial Contractors 703-287-3042 dcarrithers@cce-inc.com www.CentennialNOW.com
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