2022 Procurement Playbook - ARMY (02/11/2022)

FEDERAL GOVERNMENT
CONTRACTING
PROCUREMENT
PLAYBOOK
2022 WEBINAR SERIES
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Fridays @ 12pm Eastern
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PROCUREMENT RULES, REGULATIONS & NUANCES
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HEAR FROM THE GOVERNMENT AND INDUSTRY ABOUT DOING BUSINESS
WITH THE AGENCY/DEPARTMENT. GAIN INSIGHT ON SALES AND CAPTURE
STRATEGIES, LEARN ABOUT TRENDS, ACQUISITION FORECAST, AGENCY
EVENTS, SET-ASIDE OPPORTUNITIES & MORE!

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 Reach us at ptac@gmu.edu or 703-277-7750
THIS PROCUREMENT TECHNICAL ASSISTANCE CENTER IS FUNDED IN PART THROUGH A COOPERATIVE AGREEMENT WITH THE DEFENSE LOGISTICS AGENCY.

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DOING BUSINESS WITH
THE ARMY
UNITED STATES ARMY

MEET OUR PANELISTS

DATA PERSPECTIVE:
ARCHISHA MEHAN
ARCHISHA@GOVSPEND.C
OM

GOVERNMENT
PERSPECTIVE:
KIMBERLY D. BUEHLER
KIMBERLY.D.BUEHLER.CIV@ARM
Y.MIL

M&A PERSPECTIVE:
ANDY SMITH
ASMITH@MCLEANLLC.CO
M

Doing Business With The US Federal Government Hello@JenniferSchaus.com
Business Opportunities & Outlook
FEDMINE -

Fedmine's mission is to bring accurate information, unmatched
transparency and clear accountability to federal government contracting.
Founded in 2004, Fedmine is a federal market intelligence platform that
provides simplified access to the most comprehensive federal contract data
sets – allowing reporting & analysis not previously possible.
Fedmine is now part of GovSpend, the largest provider of data and
Purchase Orders in the State, Local, and Education market.
Our Mission is Simple...

DoD – Contracts Awarded
The Army awarded $120.16B to 23,718 companies, a rise of 5.5% over
FY 20 – link to report
FY 2022 FY 2021 FY 2020 FY 2019
2100 - ARMY $6,904,515,377 $120,159,457,848 $113,503,959,677 $99,809,234,825

• In terms of contracts awarded as Small Business in FY 21 $29.14 B was
awarded 17,015 companies – link to report
• $30.34B was awarded under the National Interest Action Code Covid-19 in FY
21, compared to $4.1B – link to report
• Contracts were awarded to 881 companies
• 23.6% was awarded as Small Business Contracts
• $29B was awarded under NAICS code 325414 & 325412
• Pfizer, Modernatx &. Regeneron Pharmaceuticals accounted for 85% of the
contracts awarded under the COVID NIA code
• $637.7M was awarded as SBIRs & STTRs

DoD – Spend by MAJCOM

Army – Overall
Top Primes
TOP NAICS

Army – Small Business
Top Small Businesses
Top NAICS

Army – Top GWACs

Opportunities
Opportunities can be:
• New opportunities based on new initiatives
• Opportunities based on agency need and funding availability
• Contracts that are expiring that could be recompeted
Where do you get the information:
• Budget and Program information
• Look at the PreS-olicitations and Sources Sought Notices in sam.gov, at the
agency level
• Create expiring contract searches based on what you do!
• If you are on an IDIQ/GWAC/BPA then look at contracts that are expiring

Army – Exhibit 53

Army – Exhibit 300

Army – Expiring Contracts - OTSB
$144B in contracts awarded
as Other than Small
Business expires in the next
12 months
• Contracts include Vaccine and
Covid related acquisitions
• Top NAICS include Facilities
Support Services, Aircraft
Manufacturing and Biological
Product

Army – Expiring Contracts - OTSB
Top Companies with expiring contracts include Pfizer, Fluor, Sikorsky

Army – Expiring Contracts – Small Business

Army – Opportunities
Save your searches, follow opportunities – Respond to Sources Sought and Pre-Solicitations

Army - Infrastructure Opportunities
• Over $22.81B in supplemental funding provided in the Infrastructure Investment & Jobs Act
and the 2022 Disaster Relief Supplemental Appropriations Act
• $17.099B for Civil Works studies & projects to maintain existing infrastructure, and repair
damage and dredge channels
• Complete 15 feasibility studies, PED phase 5 projects, 19 construction projects
• 1.098B for South Florida Ecosystem Restoration
• $130m in two pilot programs that target economically disadvantaged community needs.
• $5.711B provided through the supplemental bill
• $100m for studies for disaster caused due to Hurricane Ida
• $3B construction of qualifying damage reduction & shore protection
• $868M Mississippi River & Tributaries funding
• $500M projects in Louisiana
For more details see link to USACE Page

ARMY
Inside Perspective From The Government

MAIN LINK TO AGENCY / DEPARTMENT:
https://www.army.mil/
LINK TO SMALL BUSINESS OFFICE:
https://osbp.army.mil/
ABOUT THE SMALL BUSINESS OFFICE:

LINK TO ACQUISITON FORECAST:
https://osbp.army.mil/Resources/Army-Long-Range-Acquisition-Forecasts
GOVERNMENT – ACQUISITION FORECAST:

LINK TO SBA SCORECARD:
https://www.sba.gov/document/support-department-defense-contracting-scorecard
GOVERNMENT – SBA SCORECARD:

LINK TO EVENTS / INDUSTRY DAYS – OR INSERT LIST:
https://osbp.army.mil/Learning-Events
AFCEA NOVA Breakfast, 23 Feb 9:30-10:30AM (Virtual)
*Meet the Army OSBP, 24 Feb 1:00PM-2:00PM (Virtual)*
Government Contracting Series, Ohio PTAC, 9 Mar 22
US Women’s Chamber of Commerce Annual Spring Summit, 10 Mar
*Mission & Installation Contracting Command (MICC) – APBI, 7 - 11 Mar 22*
*AMCOM – APBI, 22 - 24 Mar 22*
VA PTAC Webinar – SB Contractors Virtual, 11 Mar 22
AFCEA NOVA SB Enterprise IT Day, 5 May 22
GOVERNMENT – EVENTS / INDUSTRY DAYS:

How to Do Business with the Army:
https://osbp.army.mil/Small-Business/How-to-Do-Business-with-the-Army
GOVERNMENT – BEST PRACTICES:
1. Do your homework—know who buys what in the Army and focus on those activities
2. Connect with the appropriate Small Business Professionals at those activities.
3. Tell us what you can do for us; don’t ask what we can do for you.
4. Use PTACs, associations, etc. to educate yourself on the fundamentals of doing
business with the federal government and DoD.
5. Differentiate your business from your competitors.

FEDMINE -
M&A Activities Within Top Contractors
M&A ACTIVITY -

M&A ACTIVITY - US ARMY
THE MCLEAN GROUP
The McLean Group is a 25-year-old boutique investment bank and financial services firm focused on the Defense, Government &
Intelligence (DGI); Physical & Cyber Security; Critical Infrastructure; and Maritime Transport & Facilities markets. Our 60+ professionals
bring deep industry experience and relentless execution to every client engagement. We provide solutions that blend financial creativity
with operational expertise. Whether we are providing transaction advisory, valuation opinions, or growth capital, our services are
unmatched in these core markets.
Our clients are special, and their missions are often vital to national security. They are required to be excellent at all times, and they
expect the same from their transaction advisor.
HIGHLY SPECIALIZED BOUTIQUE INVESTMENT BANK
Our trusted team of financial professionals provides middle-market clients with transaction advisory services, business valuation services,
and growth capital to help them reach their short and long-term goals.
CORE BUSINESS
KEY STATISTICS
Mergers &
Acquisitions
Sell-Side Advisory
Buy-Side Support
Corporate Divestures
Leveraged Transactions
Exit Strategy Plans
ESOPs
Valuation
Advisory
Business Valuations
Complex Securities Valuations
ESOP Valuations
Estate & Gift Valuations
Impairment Testing
Portfolio Valuations
Purchase Price Allocations
Tangible Asset Valuations
Fairness / Solvency Options
Growth
Capital
Capital Infusion
> $6B
Total Transaction Value
Since 2010
130+
Closed M&A Engagements
Since 2010
300+
Annual Valuation Clients
25+
Years Supporting Our Clients
3
Dedicated Offices
6
Growth Capital Investments
Defense, Government &
Intelligence
Physical & Cyber
Security
Critical
Infrastructure
Maritime Transport &
Facilities

M&A ACTIVITY - US ARMY
Sources: CapIQ
* Announcement date
US ARMY
Select Market Highlights
UAVs (offensive, recon, and defensive)
Cloud
Cyber Special Forces Training
UGVs
Cloud
Cyber Special Forces Training
Proprietary and Confidential

M&A ACTIVITY - DRIVERS OF GOVCON M&A VALUE
MARKET FORCES
1
 Federal budget and spending dynamics
 Political factors
 Public market valuations
 Economic and market performance
 Interest rates
SALABILITY OF CONTRACT BASE
2
 Contract award basis
 Contract role (prime / sub)
 Backlog
 Recompete profile
CORE BUSINESS FUNDAMENTALS
3
 Financial profile / size
 Management quality – depth & breadth
 Customer mix
 Capabilities
 Addressable market
SPECIALIZATION / DIFFERENTIATION
4
 Proprietary technology – IP
 Business model - product vs services
 Contract vehicles
 Alignment with funding priorities
Components of Enterprise Value Value Drivers

M&A ACTIVITY - GOV CON VALUE DRIVERS
Value Drivers Strength Neutral Weakness
Financial Performance
Revenue Size >$50 million $20 million to $50 million <$20 million
Business Development Track Record >10% revenue growth 3% to 10% revenue growth <3% revenue growth
Growth Expectations >15% 5% to 15% <5%
Revenue Visibility
Strong backlog with long-term
contracts
Good backlog with a few near-term
recompetes
Low backlog with several near-term
recompetes
Profitability (EBITDA %) >10% 6% to 10% <6%
Leverage and Liquidity
Low or no interest-bearing debt;
positive working capital
Moderate interest-bearing debt;
working capital close to zero
High interest-bearing debt; negative
working capital
Contract & Customer Portfolio
Strategic Contracts
Large opportunity with limited
players
Moderate opportunity, but no
significant strategic contracts
None
Restricted Contracts Not a concern <20% to 25% >20% to 25%
Prime vs. Subcontracts >75% prime 50% to 75% <50% prime
Direct Labor vs. Subcontractors >90% direct labor 75% to 90% <75% direct labor
Customer Concentration <30% from one or a few agencies
30% to 60% from one or a few
agencies
>60% from one or a few agencies
Contract Concentration <20% from one or a few contracts
20% to 50% from one or a few
contracts
>50% from one or a few contracts

M&A ACTIVITY - GOV CON VALUE DRIVERS
Value Drivers Strength Neutral Weakness
Management and Infrastructure
Management Depth Strong with long tenures Good management team Lacking in leadership
Key Person Reliance Diversified management team
Somewhat diversified
management team
High dependence on key person
Employee Credentials
Highly cleared, well educated,
certified
Well qualified, but not a
differentiator
No significant credentials
Strength of Infrastructure Industry leader Adequate, may need upgrades Needs significant upgrades
Nature of Services and Technology / I.P.
Nature of Services High-end
Mix of high-end and less
differentiated services
Little or no high-end work
Proprietary Technology Strong suite that is scalable Some IP, but not a driver None
Processes ISO, CMMI, Agile certifications Some level as appropriate None

THANK YOU
FOR ATTENDING!
> PPT SLIDES ARE ON
SLIDESHARE.NET
> RECORDING IS ON YOUTUBE

ARCHISA MEHAN
ARCHISA@GOVSPEND.COM
MITCH MARTIN
MMARTIN@MCLEANLLC.COM
KIMBERLY D. BUEHLER
KIMBERLY.D.BUEHLER.CIV@ARMY.
MIL
THANK YOU TO OUR PANEL!

2022 Procurement Playbook - ARMY (02/11/2022)

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