Upcoming Multiple Award            Contracts and Capture                  Strategies                                      ...
Who We AreExperts in federal government contracting Bloomberg Government                                      OST Global...
About the Instructors                               Started working                                                      ...
MAC TrendsThe number of MACs has nearly tripled over the past six years                 1400                              ...
MAC TrendsTrends show MAC use is growing Single-award to multiple-award shift– Required by Congress:   - Defense Informat...
Capture Techniques to Legally “Wire” theScope to You Become a trusted advisor via multiple interface opportunities   - My...
How to Shape Procurement Strategies toMaximize Task Order Awards to Your CompanyBusiness development and capture perspecti...
What MACs Should Your Company Have?It is key to have the right MAC portfolio for maximum growth and flexibility Which MAC...
Resources                                   Preparing Winning Multiple Award and Task                                   Or...
Download Full Presentation at:            www.ostglobalsolutions.com/training/webinars/Page  10                          ...
Next Steps Schedule Bloomberg Demo:  - Alexa Tsui at atsui12@blooomberg.net  - 202-416-3265 Contact OST for a free Busin...
Contact Us to Find Out How BloombergGovernment or OST Global Solutions, Inc. CouldHelp You Dominate the MAC World         ...
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Upcoming Multiple Award Contracts and Capture Strategies

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Multiple Award Contracts (MAC) have expanded during the past 6 years to 25% of federal procurement spending ($132.2 billion in 2011). Their use continues to grow as single-award contracts are broken up and transitioned into IDIQs or GSA schedules. Everyone who doesn’t have the right MACs in their arsenal will lose the opportunity to bid on the work that from now on will be issued as Task Orders or Delivery Orders. Federal contractors will face losing considerable federal revenue unless they excel at competing for the work they once owned, or had the opportunity to bid on.


Simply collecting MACs is a bad idea because companies that win slots on a MAC are not guaranteed Task Orders. Firms that fail to win slots on MACs, however, are fenced out of the competition on many IDIQ vehicles for the term of the agreement, often 5 years or longer.


This webinar covers the following topics, which will help you select the right upcoming MACs that a company with your core expertise has to have, and secure a winning slot on them:
•The latest intelligence on Multiple Award Contracts (MACs), including important IDIQ trends that will have direct impact on your federal business.
•Upcoming 2012-2013 game-changer MACs you should absolutely pay attention to.
•Types of companies that should compete for the upcoming MACs.
•How to shape procurement strategies to maximize the number of task order awards to your company.
•Specific capture strategies and action items to gain access to the vehicles that are perfect for you currently and in the near future.

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Upcoming Multiple Award Contracts and Capture Strategies

  1. 1. Upcoming Multiple Award Contracts and Capture Strategies Webinar OST Global Solutions, Inc. and Bloomberg Government Copyright 2012 (301) 384-3350 • www.ostglobalsolutions.com (202) 416-3265 • www.bgov.comPage  1 OST Global Solutions, Inc. Copyright © 2011 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com
  2. 2. Who We AreExperts in federal government contracting Bloomberg Government  OST Global Solutions, Inc. - Single source for data and - Helping businesses win analysis on the business of government contracts ($18 government, including billion won since 2005 not legislation, regulation, budgets, counting MACs) spending and directories - Services include federal - Subscription-based web service business development, capture launched in January 2011 and proposal consulting, - Draws on 30 years of business process improvement, and data and analysis by Bloomberg training LP, leader in the worldwide - Supported 18 out of the top 20 financial data market Federal contractorsPage  2 OST Global Solutions, Inc. Copyright © 2011 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com
  3. 3. About the Instructors  Started working  16 years of on IDIQs 10 writing about years ago government  Did Task Orders business exclusively for  Co-authored “Big five years MACs: The Rapid managing a $450 Growth of Million/year IDIQ Multiple-Award  Won a few dozen Contracts” and IDIQs and Task “Big MACs in Olessia Smotrova- Orders over the Brian Friel, Federal 2011: Continued Taylor, AF.APMP course of her Business Analyst, Growth, Tougher President/CEO, OST career Bloomberg Competition” Global Solutions, Inc. Government  President of the APMP NCA chapter,  Analyzed more than 1200 vehicles speaker, and author  Launched GovernmentExecutive.com  Developed and taught a graduate in 1996 and turned the magazine’s course in proposal development for website into a daily news operation the Stevens Institute of Technology with 100,000 subscribers  Prior to founding OST, won business  Reported for Government Executive, for Raytheon and Lockheed Martin, PlanetGov.com, National Journal, and and wrote for the Financial Times of Congressional Quarterly LondonPage  3 OST Global Solutions, Inc. Copyright © 2011 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com
  4. 4. MAC TrendsThe number of MACs has nearly tripled over the past six years 1400 1182 1200 1063 Number of MACs 1000 902 800 731 575 600 427 400 200 0 2006 2007 2008 2009 2010 2011 Download the Full Presentation at http://www.ostglobalsolutions.com/training/webinars/Page  4 OST Global Solutions, Inc. Copyright © 2011 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com
  5. 5. MAC TrendsTrends show MAC use is growing Single-award to multiple-award shift– Required by Congress: - Defense Information Analysis Centers - Homeland Security SETA Blanket Purchase Agreement Agency-level consolidation – Increased use of mega-MACs: - Navy’s Seaport-e - Air Force’s NetCents-2 - Veterans Affairs’ T4 - Centers for Medicare and Medicaid Services’ ESD Small-business set-asides – Policy and practice: - Small Business Jobs Act; SBA and OMB policy and guidance - Small business only MACs –WEBS; 8(a) STARS; FirstSource - Small business companions – CIO-SP3; OASIS; ITS-SB; Alliant SB - Pools and order thresholds – TABSS; NetCents-2; Pillars; Army EAGLE Download the Full Presentation at http://www.ostglobalsolutions.com/training/webinars/Page  5 OST Global Solutions, Inc. Copyright © 2011 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com
  6. 6. Capture Techniques to Legally “Wire” theScope to You Become a trusted advisor via multiple interface opportunities - Myth-busters memo, and now Myth-busters 2: http://www.fai.gov/drupal/sites/default/files/Myth-Busting%202.pdf - FAR Part 15 encourages exchanges of information with vendors - Prior to issuance of the solicitation, OK to meet with vendors to exchange general information and conduct market research related to an acquisition - OK for vendors to draft specifications for a future acquisition - Industry days, public meetings, small business conferences, vendor outreach sessions, and interactive web technology should be communication opportunities (Vendor Collaboration Event Listing on FBO) - Getting feedback on terms and conditions, pricing structure, performance metrics, evaluation criteria, and contract administration matters will improve the award and implementation process - Bring SMEs to meetings - Respond to RFIs with recommendations Download the Full Presentation at http://www.ostglobalsolutions.com/training/webinars/Page  6 OST Global Solutions, Inc. Copyright © 2011 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com
  7. 7. How to Shape Procurement Strategies toMaximize Task Order Awards to Your CompanyBusiness development and capture perspectives are even more important in MACswhere outcome is often determined before a task order RFP hits the street Scope is portable from other contracts and from MAC to MAC - Unless mandated by agency to be issued under certain vehicles Agencies compete with each other and will help drive business towards their MACs Drive the work to the MACs most advantageous to you - Maximum awards and past performance - Great customer relationships - Limited competition Download the Full Presentation at http://www.ostglobalsolutions.com/training/webinars/Page  7 OST Global Solutions, Inc. Copyright © 2011 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com
  8. 8. What MACs Should Your Company Have?It is key to have the right MAC portfolio for maximum growth and flexibility Which MACs are the agencies you want to work with using? Which companies are winning task orders or delivery orders on those MACs? What are the orders for? What are the limitations on those MACs? Situational awareness: What are other MACs in your space? Download the Full Presentation at http://www.ostglobalsolutions.com/training/webinars/Page  8 OST Global Solutions, Inc. Copyright © 2011 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com
  9. 9. Resources Preparing Winning Multiple Award and Task Order Proposals Training http://www.ostglobalsolutions.com/training/index.htmPage  9 OST Global Solutions, Inc. Copyright © 2011 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com
  10. 10. Download Full Presentation at: www.ostglobalsolutions.com/training/webinars/Page  10 OST Global Solutions, Inc. Copyright © 2011 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com
  11. 11. Next Steps Schedule Bloomberg Demo: - Alexa Tsui at atsui12@blooomberg.net - 202-416-3265 Contact OST for a free Business Development Consultation: - Olessia Smotrova-Taylor at BD@ostglobalsolutions.com - 301-384-3350Page  11 OST Global Solutions, Inc. Copyright © 2011 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com
  12. 12. Contact Us to Find Out How BloombergGovernment or OST Global Solutions, Inc. CouldHelp You Dominate the MAC World www.ostglobalsolutions.com www.bgov.com Alexa Tsui (Choi) Olessia Smotrova-Taylor BGOV Sales and Information President & CEO Office 202.416.3265 Office 301.384.3350 Cell 571.438.5093 Cell 240.246.5305 atsui12@bloomberg.net otaylor@ostglobalsolutions.comPage  12 OST Global Solutions, Inc. Copyright © 2011 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com

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