Fed Contracting June 26 2009 Final


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Fed Contracting June 26 2009 Final

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