Subcontracting With The Primes - Top To Bottom - 2/1/2023

1. SUBCONTRACTING: Top To Bottom February 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com

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4. JSchaus & Associates – Washington DC – hello@JenniferSchaus.com TOP 40 FEDERAL CONTRACTORS & OUR SCHEDULE: SIGN UP: https://www.JenniferSchaus.com/top40 1 – Lockheed Martin – FEB 8 2 – Raytheon - FEB 15 3 – General Dynamics FEB 22 4 – Boeing – MAR 1 5 – Northrop Grumman - MAR 8 6 – Pfizer – MAR 15 7 – McKesson – MAR 22 8 – Leidos Holdings – MAR 29 9 – Electric Boat – APR 5 10 – Triwest Healthcare – APR 12 11 – Honeywell International – APR 19 12 – L3Harris Technologies – APR 26 13 – Booz Allen Hamilton Holding – MAY 3 14 – Huntington Ingalls Industries – MAY 10 15 – Humana – MAY 17 16 – National Technology & Engineering Solutions of Sandi – MAY 24 17 – Amentum Government Services Holdings – MAY 31 18 – Consolidated Nuclear Security - JUN 7 19 – Flour – JUN 14 20 – BAE Systems – JUN 21

5. JSchaus & Associates – Washington DC – hello@JenniferSchaus.com 21 – Batttelle Memorial – JUN 28 22 – Sikorsky Aircraft – JUL 12 23 – Ads Tactical – JUL 19 24 – Atlantic Diving Supply – JUL 26 25 – Jacobs Engineering – AUG 2 26 – Space Exploration Technologies – AUG 9 27 – Veritas Capital Fund Management – AUG 16 28 – Lawrence Livermore National Security – AUG 23 29 – Triad National Security – AUG 30 30 – California Institute of Technology – SEP 6 31 – KBR – SEP 13 32 – UT-Battelle – SEP 20 33 – Caddell Construction – SEP 27 34 – National Steel and Shipbuilding – OCT 4 35 – Modernatx – OCT 11 36 – Merck & CO – OCT 18 37 – CACI International – OCT 25 38 – Okinawa Idemistu – NOV 1 39 – Hensel Phelps Construction – NOV 8 40 – Glaxo Smith Kline – NOV 15 TOP 40 FEDERAL CONTRACTORS & OUR SCHEDULE: SIGN UP: https://www.JenniferSchaus.com/top40

6. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com

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11. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com SUBCONTRACTING WITH THE PRIMES

12. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com AGENDA 12:05pm – 12:35pm MARKET RESEARCH 12:35pm – 1:05pm STRATEGIES 1:05pm – 1:35pm MARKETING/BUSINESS DEVELOPMENT 1:35pm – 2:05pm LEGAL 2:05pm – 2:35pm PRICING 2:35pm – 3:05pm COMPLIANCE

13. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKET RESEARCH

14. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com SPEAKERS: ASHLEY DUWEL & JIM SHERWOOD

15. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com ASHLEY DUWEL: DUWEL DEV https://govconhacks.com/ ashleyd@duweldev.com (844) 220 - 7029

16. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com JIM SHERWOOD: FEDERAL COMPASS https://federalcompass.com/ jimsherwood@federalcompass.com (703) 728 - 3759

17. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKET RESEARCH

18. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKET RESEARCH Pursuing The Right Market • Market intelligence is critical for subcontractors • Who is buying what you sell? • How do they buy what you are selling? • Identifying beneficial partners • Leveraging your set-aside status • Expansion through set-aside teaming • Understand the value of past performance

19. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKET RESEARCH Establish Meaningful Relationships • The value of your identity • Pursue wins that build value, not revenue • Pipeline built on “why”, not “how much”, or “what” • Strategically leverage contract vehicles • Be the sub that primes want to team with • Avoid being the squeaky wheel partner • Exploit your customer intimacy

20. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKET RESEARCH Additional Helpful Tips • Networking and teaming is ever-evolving • Teaming/subbing/JV agreements happen BEFORE the solicitation • Learn from mature primes • Rely on your partners’ capabilities and maturity

21. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: STRATEGIES

22. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com SPEAKERS: TAN WILSON & JIM BENDER

23. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TAN WILSON: ENTELLECT, LLC https://entellectllc.com/ tanwilson@entellectllc.com (703) 489 - 1947

24. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com JIM BENDER: ZK DEVELOPMENT https://www.zk-development.com/ jim@zk-development.com (571) 235 -0613

25. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: STRATEGIES

26. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: STRATEGIES Why Team: • Build relationships and expand network • Fuel business growth (i.e., new customer, capability, or contract vehicle) • Minimize risk while maximizing complementary skills, resources, and capabilities • Fill performance and/or experience gaps and deficiencies • Eliminate competition – team to beat or join • Increase the number of bids submitted at a lower capture or B&P cost

27. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: STRATEGIES Common Pitfalls: • Trust but Verify – do your research and due diligence • Unable to clearly articulate your company’s key differentiators • Unable to articulate the prerequisite qualifications, capabilities, or past performance • Determine Deal Breakers – know when to break up • Poor performing team member during the proposal process is indicative of contract performance • Waiting too late to team

28. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: STRATEGIES Key Takeaway Advice: • Do Your Homework • Don’t believe your company hype. Question your win themes • Crawl, walk, run – start with small opportunities and grow from there • Teaming is NOT a sign of weakness – Even large businesses join SB teams • Decision to team is dependent on the capture intel, procurement allowance, and bid strategy • Work together but protect your own interests. Even friends sometimes have to part ways.

29. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKETING/BUSINESS DEVELOPMENT

30. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com SPEAKERS: CHELSEA MEGGITT & MARK AMTOWER

31. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com CHELSEA MEGGITT: COLLABORATIVE COMPOSITIONS https://collaborativecompositions.com/ cmeggitt@collaborativecompositions.com

32. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com MARK AMTOWER: MARK AMTOWER https://markamtower.net/ markamtower@gmail.com (240) 882 - 9546

33. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKETING/BUSINESS DEVELOPMENT

34. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKETING/BUSINESS DEVELOPMENT Marketing & BD For Small Contractors Seeking Sub-Contracting What We’ll Cover: • Finding the right contract • What to bring to the Party • How to research the prime • What to do during your SBLO meeting • Why LinkedIn is a key element

35. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKETING/BUSINESS DEVELOPMENT Finding The Right Contract Research: USASpending/SAM/FPDS • Who are the incumbents • Has the contract been profitable • Understand the scope of the vehicle

36. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKETING/BUSINESS DEVELOPMENT What Do You Bring To The Prime Know what they value: • Insider knowledge • Leading tech, skillset, or IP • Existing agency footprint • Location • Set-aside status

37. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKETING/BUSINESS DEVELOPMENT What Matters Most To The Prime • Compliance • Competitive prices • Cleared Resources • Access to favorable Key Personnel • Location Flexibility

38. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKETING/BUSINESS DEVELOPMENT Research The Prime • Through your network • Through GovCon media • Through LinkedIn • Their Careers Page • GlassDoor

39. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKETING/BUSINESS DEVELOPMENT Meeting WithAn SBLO Or Program Manager? • What is the role of the person you are meeting with • Understand the prime • Know the contract you want to work on • Know where you fit (what value you bring) • Study the agency: do you know anyone there?

40. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: MARKETING/BUSINESS DEVELOPMENT Why LinkedIn Is A Key Element • 2.72 Million Feds are on LinkedIn • Virtually all contractors are here • This is where you are vetted • Your profile has to reinforce the position you claim: area of expertise, etc. • Your company profile is equally important

41. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL

42. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com SPEAKERS: JOHANA “JODY” REED & SUSAN WARSHAW EBNER

43. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com JODY REED: RESTON LAW GROUP https://restonlaw.com/ jreed@restonlaw.com (703) 483-2818

44. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com SUSAN WARSHAW EBNER: STINSON LLP https://www.stinson.com/ susan.ebner@stinson.com (202) 572-9927 DISCLAIMER: This presentation is designed to give general information only. It is not intended to be a comprehensive summary of the law or to treat exhaustively the subjects covered. This information does not constitute legal advice or opinion. Legal advice or opinions are provided by Stinson LLP only upon engagement with respect to specific factual situations.

45. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL

46. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL • Areas To Cover • The Subcontract • Helpful Hints and Avoiding Common Pitfalls - Select FAR Subchapters • Compliance Best Practices

47. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL • The Subcontract • Type of Subcontract • CLINs, CDRLs, and Pricing • Statement of Work • Flow-downs • Special Clauses • Representations and Certifications • Points of Contact

48. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL • Helpful Hints and Avoiding Common Pitfalls -- Select FAR Subchapters

49. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL • FAR Part 12 – Acquisition of Commercial Items • General Requirements (12.1) • Applicability • “Deemed” commercial items (12.102(f), (g)) • Special Requirements (12.2) • Commercial Item Provisions and Clauses (12.3) • Unique Terms and Conditions

50. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL • FAR Part 12 – Acquisition of Commercial Items • List of Inapplicable Laws (12.5) • Streamlined Solicitation and Evaluation Methods (12.6)

51. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL FAR Part 13 – Simplified Acquisition Procedures • Scope of Part 13 (13.000) • Applicability (simplified acquisitions, $250K, unless commercial, then $7.5M or up to $15M for other special circumstance) • Legal effect of quotations • Purpose for and Description of Procedures • Micro-Purchase Procedures (13.2) • Under $10,000 • Government Purchase Card is preferred

52. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL FAR Part 16 – Types of Contracts • Selecting the contract type (16.1) • Fixed-price contract types (16.2) • Firm-Fixed Price • Firm-Fixed Price w/ EPA • Fixed-Price Re-determinable • Cost-reimbursement contract types (16.3) • CPIF, CPAF, CPFF • Cost-Sharing • Cost • Incentive contracts (16.4)

53. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL FAR Part 16 – Types of Contracts • Indefinite-delivery contracts (16.5) • Definite-quantity • Requirements • Indefinite-quantity • Time and materials (T&M), labor-hour and letter contracts (16.6) • Agreements (they are not “contracts”) (16.7) • Basic agreements = agreements to agree • Basic ordering agreements = more specific • NOTE: Vendor inventory orders that may include products that will be sold/used in government contracts moving forward

54. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL FAR Part 27 - Patents, Data, and Copyrights • General policy: Allows contractors to benefit • Patents • Patent rights under Government contracts • Rights in “Data” • Technical data, Computer Software and Documentation • Copyrights • NOTE: Subcontracts under NON-FAR contracts, grants or other agreements may be under other rules, e.g., Bayh-Dole Act

55. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL FAR Part 31 - Contract Cost Principles & Procedures • Applicability of Part 31 (31.1) • Contracts with commercial organizations (31.2) • Direct vs. indirect costs • Elements of allowability • Specific categories of costs discussed • Contracts with educational institutions (31.3) • Contracts with State, Local, and Federally Recognized Indian Tribal Governments (31.6) • Contracts with non-profit organizations (31.7)

56. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL FAR Part 33 – Protests, Disputes and Appeals • Protests (33.1) • Agency protests • GAO protests http://www.gao.gov/legal/bidprotest.html • Court of Federal Claims protests • Subcontractors don’t have standing to protest • Disputes and Appeals (33.2) • The Contract Disputes Act (CDA) of 1978 • Submission of a “claim” • Contracting Officer’s “Final Decision” • Subcontractors: The Severin doctrine • You may have the right to stand in shoes of your Prime, or have the Prime prosecute/defend on your behalf

57. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL FAR Part 38 - Federal Supply Schedule (FSS) Contracting • Each schedule identifies agencies that are required to use the contracts as primary sources of supply. • GSA may delegate certain responsibilities to other agencies (e.g., GSA has delegated authority to the Department of Veterans Affairs (VA) to procure medical supplies under the VA Federal Supply Schedules Program). • ALL schedules are combined into ONE Schedule. • DoD may need to add additional requirements to FSS orders. • NOTE: Channel suppliers, Distributors, Prime-Sub Relationships

58. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL FAR Part 52 – Solicitation Provisions and Contract F A R Part 52 Solicitation Provisions and Contract Clauses Instructions for Using Provisions and Clauses (52.1) Text of Provisions and Clauses (52.2) Provision and Clause Matrix (52.3)

59. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL • Legal Best Practices

60. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL • Annual updates of representations and certifications • Size status changes and notifications • Domestic Preference compliance • Buy American Act, Trade Agreements Act, BABA, and more • Cybersecurity • 52.204-11 Basic Safeguarding of Covered Contractor Information Systems • DFARS 252.204-7012, Basic Assessment, CMMC 2.0 • NDAA FY 2019 § 889 Video Surveillance/Telecom products/services ban • Future NDAA FY 2023 § 5949 Semiconductor ban • And more

61. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: LEGAL • Some Take-Aways • Be sure to understand your Subcontract • Terms, conditions, how you get paid • Be sure to ensure you can and do comply • Protect your crown jewels! • Questions, seek appropriate counsel – don’t just guess

63. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 SPEAKERS: MARSHA LINDQUIST & MICHAEL GALLO J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com Copyright 2023 Granite Leadership Strategies & Federal Pricing Group

64. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 MARSHA LINDQUIST: GRANITE LEADERSHIP STRATEGIES INC. https://graniteleadershipstrategies.com marsha@graniteleadershipstrategies.com (480) 513-1132 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com Copyright 2023 Granite Leadership Strategies & Federal Pricing Group

65. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 MICHAEL GALLO: FEDERAL PRICING GROUP www.federalpricinggroup.com mgallo@federalpricinggroup.com (240) 397-9409 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com Copyright 2023 Granite Leadership Strategies & Federal Pricing Group

67. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 TOPIC: PRICING Everybody Wins When Everybody Plays Right • Subcontractors must petition to be part of the pricing dialogue • It takes cooperation of Prime and all subcontractors to craft the right price • Each party has their own responsibilities to the team pricing effort • There is one technical proposal but MULTIPLE pricing proposals! • Ultimately “right price” must satisfy both your company and the team J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com Copyright 2023 Granite Leadership Strategies & Federal Pricing Group

68. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 TOPIC: PRICING Subcontractors Can Wreck the Price…..or Make it a Win! • Holding out to get desired price • Late submission of sealed proposal to the Government • Lack of adequate documentation J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com Copyright 2023 Granite Leadership Strategies & Federal Pricing Group

69. J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com Prime’s Pricing Responsibilities 1. Timely submit a compliant pricing proposal 2. Conduct and document cost or price analyses to establish price reasonableness and include results in prime’s price proposal (FAR 15.404-3) 3. Sometimes, submit subcontractor certified cost or pricing data 4. Seek contracting officer consent to subcontract (FAR Part 44) 5. Provide subcontractor responsibility information (FAR Part 9) 6. Abide by any/all solicitation/contract pricing constraints 7. Ensure overall pricing complies with any small-business goals/targets 8. Ensure overall pricing meets any subcontract limitation requirements 9. Ensure overall pricing does trip excessive pass-through tripwire Subcontracting: Top To Bottom – FEBRUARY 1, 2023 TOPIC: PRICING Copyright 2023 Granite Leadership Strategies & Federal Pricing Group

70. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 TOPIC: PRICING Subcontractor’s Pricing Responsibilities 1. Understand contract types 2. Understand gravity of any requirement to submit certified cost and pricing 3. Fully understand RFP requirements 4. Participate in pricing strategy & preliminary pricing 5. Agree on price – provide adequate pricing detail 6. Be attentive to prime’s schedule 7. Obtain Prime guidance – schedule, templates, data calls, assumptions 8. Sometimes provide backup data to justify your prices Copyright 2023 Granite Leadership Strategies & Federal Pricing Group J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com Copyright 2023 Granite Leadership Strategies & Federal Pricing Group

71. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 TOPIC: PRICING PRE-RFP • Customer research • Pricing data calls • RFI/Draft RFP • Solutioning • Draft pricing strategy RFP • Prime instructions • Sub-Ctr submission • Prime’s evaluation • Pricing reviews • Final production Post-RFP • Clarifications/EN’s • Final Pricing Revision • Sub-Ctr Submission • Pricing Review • Final Production YOUR PRICING HOMEWORK CAN’T WAIT FOR THE FINAL RFP TO DROP! J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com Copyright 2023 Granite Leadership Strategies & Federal Pricing Group Follow the Process

72. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 TOPIC: PRICING DO • Answer pricing data calls promptly • Ask for pricing target • Comply with prime’s instructions • Read/re-read all RFP documents • Participate in pricing dialogue • Track data calls, templates DON’T • Disclose proprietary data to prime • Use cost type contracts • Hold the prime hostage • Delay – do your pricing homework • Expect the prime to lose money on you – they need to make a profit too J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com Copyright 2023 Granite Leadership Strategies & Federal Pricing Group Subcontract Pricing Tips

73. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: COMPLIANCE

74. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com SPEAKERS: DR. DOLORES KUCHINA-MUSINA & JEFF SHAPIRO

75. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com DR. DOLORES KUCHINA-MUSINA: REXOTA SOLUTIONS, LLC https://rexota.com/ dkuchinamusina@rexota.com (202) 669 - 9447

76. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com JEFF SHAPIRO: COHNREZNICK LLP https://www.cohnreznick.com/ jeff.shapiro@cohnreznick.com (703) 286 -1709

77. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: COMPLIANCE

78. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: COMPLIANCE Privity Of Contract: What Does This Mean? Government Prime Sub1 Sub2 Sub1.1 Sub1.1.1

79. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: COMPLIANCE Responsibilities As A Prime & Sub Prime Contractor Subcontractor Ensure subcontractor file is complete Ensure subcontract file is complete Track Subcontractor Quotes with each bid Ensure your estimate is compliant Issue a Subcontract with flowdowns Review Subcontract and verify flowdowns Track business classification for subs Keep SAM profile up-to-date Match invoice to subcontract terms Invoice regularly and in accordance with Subk Ensure Subk performance is in accordance with Subk Keep documentation of approved personnel, approved deliverables, and any other pertinent information

80. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com TOPIC: COMPLIANCE What In The Audit Is Going On Here? • When are audits required? (Pre-Award/Post- Award) • Who should do them? • What happens if a subcontractor claims an unallowable cost and prime includes it in their claim? • Best Practices on LCAT monitoring • Termination considerations

81. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com THANK YOU FOR ATTENDING Jim Sherwood Ashley Duwel Tan Wilson Jim Bender Chelsea Megitt Mark Amtower Jody Reed Susan Ebner Michael Gallo Marsha Lindquist Dr. Dolores Kuchina-Musina Jeff Shapiro Thank You To Our Speakers

82. JSchaus & Associates – Washington DC – hello@JenniferSchaus.com TOP 40 FEDERAL CONTRACTORS & OUR SCHEDULE: SIGN UP: https://www.JenniferSchaus.com/top40 1 – Lockheed Martin – FEB 8 2 – Raytheon - FEB 15 3 – General Dynamics FEB 22 4 – Boeing – MAR 1 5 – Northrop Grumman - MAR 8 6 – Pfizer – MAR 15 7 – McKesson – MAR 22 8 – Leidos Holdings – MAR 29 9 – Electric Boat – APR 5 10 – Triwest Healthcare – APR 12 11 – Honeywell International – APR 19 12 – L3Harris Technologies – APR 26 13 – Booz Allen Hamilton Holding – MAY 3 14 – Huntington Ingalls Industries – MAY 10 15 – Humana – MAY 17 16 – National Technology & Engineering Solutions of Sandi – MAY 24 17 – Amentum Government Services Holdings – MAY 31 18 – Consolidated Nuclear Security - JUN 7 19 – Flour – JUN 14 20 – BAE Systems – JUN 21

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84. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com

85. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com Todays Webinar Is Recorded! https://www.youtube.com/@jenniferschaus

86. Subcontracting: Top To Bottom – FEBRUARY 1, 2023 J SCHAUS & ASSOCIATES – Washington DC hello@JenniferSchaus.com THANK YOU FOR ATTENDING!

Subcontracting With The Primes - Top To Bottom - 2/1/2023

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