Presented to BUNKER LABS and CAPITOL POST. Information and strategies on teaming, partnering and sub-contracting for US Federal Government Contractors. For more info please contact us at jschaus@jenniferschaus.com or 202-365-0598. THANK YOU.

1. FEDERAL GOVERNMENT CONTRACTORS
HOLIDAY SOIREE
December 20, 2016
5.30 – 7.30pm
The John F Kennedy Center
This is a Networking Event with over 200
attendees.
https://govconholiday16.eventbrite.com

2. Strategies for
Partnering
&
Sub-Contracting
US Federal Government Contracting
Presented By:
Jennifer Schaus, WASHINGTON DC
December 14, 2016

3. Presented To:
Capitol Post
&
Bunker Labs

4. AGENDA:
• Introductions
• Company Introduction
•The Basics
• SBA Scorecard
•Best Practices
•Conclusions
• Q & A
Strategies for Partnering & Sub-
Contracting

5. COMPANY
INTRODUCTION
Strategies for Partnering & Sub-
Contracting

6. Jennifer Schaus, Schaus &
Associates
•Washington DC Based
•20 Yrs Govt Contracting
•GSA Scheds, Gov Con Services &
Events
•Product & Service Clients
•Large & Small Biz Customers
www.JenniferSchaus.com
Strategies for Partnering & Sub-
Contracting

7. THE BASICS
Strategies for Partnering & Sub-Contracting

8. THE BASICS
Federal Government Contracting
* The Largest Buyer in THE WORLD!
* Billions of Dollars Spent - $500B
*Govt is risk adverse – prefers known
and “certified” / vetted entities
* Some Certifications include
VETERAN OWNED, WOMEN OWNED,
8(a), HUBZone, etc. (Require Govt
approvals)
Strategies for Partnering & Sub-
Contracting

9. THE BASICS
Federal Government Contracting
•Long Sales Cycles
Influenced By:
Price – Trusted Entities / Relationships – Solve Problem –
Ease of Purchase
•LPTA, Lowest Price Tech Accept.
Most purchases  incumbents
LPTA allows companies w limited or no past performance
to enter market.
•Federal Govt abides by The FAR.
FAR (Federal Acquisition Regulation) defines Small
Business & Purchasing Guidelines
www.Acquisition.gov
Strategies for Partnering & Sub-
Contracting

10. THE BASICS
Federal Government Contracting
SBA – Small Business
Identify your industry/NAICS
Codes
Varies by industry. Based on:
# of Employees
$$$ Annual Revenues
Reference:
https://www.sba.gov/sites/default/files/files/Size_Standards_Table.pdf
Strategies for Partnering & Sub-
Contracting

11. THE SBA
SCORECARD
Strategies for Partnering & Sub-
Contracting

12. THE SBA SCORECARD
Evaluation Tool for Grading Agencies
Small Business Set-Asides =
23% Small Biz
(Direct award from FED GOV to
Small Biz)
34.06% Small Biz Sub-
Contractor
(Indirect award via Prime
Contractor to Small Biz)
Strategies for Partnering & Sub-
Contracting

13. THE SBA SCORECARD
Evaluation Tool for Grading
Agencies
Small Business Set-Asides =
The Breakdown….
Women Owned = 5%
Disadvantaged = 5%
SDVO = 3%
HUBZone = 3%
Strategies for Partnering & Sub-
Contracting

14. THE SBA SCORECARD
Evaluation Tool for Grading
Agencies
The SBA Scorecard
Dpt of Commerce defines goals
and SBA monitors.
Agencies receive a grade
80% based on Prime/Direct
10% based on Sub
10% based on Plan
Reference:
https://www.sba.gov/sites/default/files/files/FY14_Scorecard_Summary_by_Prime_Spend_Subk_and_Plan
_Progress_Scores_2015-05-04.pdf
Strategies for Partnering & Sub-
Contracting

15. BEST PRACTICES
Strategies for Partnering & Sub-
Contracting

16. BEST PRACTICES
•Dun & Bradstreet – DUNS#
www.DNB.com
•Register in SAM
www.SAM.gov
•Register & Find Partners in SBA
Dynamic Database
http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
•*Secure appropriate Small Biz Certs
•Prepare Capability Statement
•Review SBA Scorecard
•Prepare a Strategy based on facts / this
info
Strategies for Partnering & Sub-Contracting

17. SMALL BUSINESS
CERTIFICATIONS
Women Owned = 5%
4 Organizations formal Cert, 3rd
Party
https://www.sba.gov/sites/default/files/forms/SBA_Form_2413_comp_0.pdf
Disadvantaged = 5%
SDVO = 3%
Service Disabled Veteran Owned
www.va.gov
HUBZone = 3%
Historically Under Utlized Business Zone
http://map.sba.gov/hubzone/maps
NOTE: FED GOV CURRENTLY HAVING A HARD TIME MEETING THE HUBZONE
GOALS
Strategies for Partnering & Sub-
Contracting

18. REMINDER!!!
Govt Agencies DIRECT to Small Business
= 23%
Primes DIRECT to Small Business
(= Sub-Contracting)
= 34.06%
23% < 34.06%
Strategies for Partnering & Sub-Contracting

19. BEST PRACTICES
DIRECT CONTRACTING – 23%
Strategies for Partnering & Sub-Contracting

20. BEST PRACTICES
DIRECT CONTRACTING – 23%
•Contact each Agency OSDBU
Office of Small & Disadvantage Business
Utilization
•Submit Capability Statement or
Unsolicited Proposal through their portal
•Attend Industry Days (Open House for
Small Businesses) or events where they
will be present
* Typically listed on www.FBO.gov
Strategies for Partnering & Sub-Contracting

21. BEST PRACTICES
SUB-CONTRACTING – 34.06%
Strategies for Partnering & Sub-Contracting

22. BEST PRACTICES
SUB-CONTRACTING – 34.06%
•Download from FPDS the Top FED GOV
Contractors
(can sort by agency)
Reference: https://www.fpds.gov/fpdsng_cms/index.php/en/reports/62-top-100-contractors-report3.html
•Register on Primes website as a Small
Business
•Find contracts (on FPDS) Prime has
worked on w/in your industry/NAICS Codes
•Attend Industry Days or events where they
will be present
Strategies for Partnering & Sub-Contracting

23. BEST PRACTICES
SUB-CONTRACTING – 34.06%
•Identify Prime Contractors holding GSA
Schedules w/in your industry (GSA E-
Library)
Reference:
http://www.gsaelibrary.gsa.gov/ElibMain/home.do;jsessionid=5C27A5C57F7DF2C1E8345B21E3AB4308.prd1cweb
•Designation is “O” for Other = Large Biz
•Register on Primes website as a Small
Business
•Find contracts (on FPDS) Prime has
worked on
•Attend Industry Days or events where
they will be present
Strategies for Partnering & Sub-Contracting

24. BEST PRACTICES
Continued
•Attend Industry Events and Join
Organizations related to Small Business
Designations
Examples:
WIPP – Women Impacting Public Policy
HUBZone Council
National 8a Association
SDVO Council
SECAF
The ASBC
NCMA
AFCEA
PSC
Chambers of Commerce
Strategies for Partnering & Sub-Contracting

25. BEST PRACTICES
Continued
•Look for Match-Making Events put on by
PTAP/PTAC, SCORE, Chambers of
Commerce, SBDC’s, Incubators.
•Look for Gov Con events on
www.GovEvents.com
Strategies for Partnering & Sub-Contracting

26. CONCLUSIONS
Strategies for Partnering & Sub-
Contracting

27. CONCLUSIONS
• Competitive Market
• Relationships Matter
• What is your value & value-add?
• SIZE MATTERS, but….
Lead w your Capabilities, Not Size!
• Get Certified = more serious
• Competitor – Collaborate!
• Have a plan based on facts/data/intel
Strategies for Partnering & Sub-
Contracting

28. RESOURCES
www.Acquisition.gov THE FAR
https://www.sba.gov/sites/default/files/files/Size_Standards_Table.pdf SIZE STANDARDS
https://www.sba.gov/sites/default/files/files/FY14_Scorecard_Summary_by_Prime_Spend_Subk_and_Plan_Progress_Scores_2015-05-04.pdf SBA SCORECARD
http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm SBA DYNAMIC DATABASE
https://www.sba.gov/sites/default/files/forms/SBA_Form_2413_comp_0.pdf WOMEN CERT
http://map.sba.gov/hubzone/maps HUBZone MAP
https://www.fpds.gov/fpdsng_cms/index.php/en/reports/62-top-100-contractors-report3.html TOP 100
http://www.gsaelibrary.gsa.gov GSA PRIME CONTRACTORS
http://www.govevents.com GOV EVENTS
http://www.fbo.gov FED BIZ OPPS – Search Set-Asides & Industry Days
OSDBU – Office Small Disadvantage Business Utilization
Strategies for Partnering & Sub-
Contracting

29. Ms. Jennifer L. Schaus
Washington DC
+ 1 - 2 0 2 – 3 6 5 – 0 5 9 8
jschaus@jenniferschaus.com
www.JenniferSchaus.com
OUR SERVICES INCLUDE:
* GSA Schedules
* SBA 8a Certification
* Proposal Writing
* Federal Sales
* Capability Statements
* Government Analysis Rpt / Mktng
Plan

30. FEDERAL GOVERNMENT CONTRACTORS
HOLIDAY SOIREE
December 20, 2016
5.30 – 7.30pm
The John F Kennedy Center
This is a Networking Event with over 200
attendees.
https://govconholiday16.eventbrite.com