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.

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.com
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2. Who We Are
Experts 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 contractors
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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
London
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4. MAC Trends
The 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
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5. MAC Trends
Trends 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
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6. Capture Techniques to Legally “Wire” the
Scope 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
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http://www.ostglobalsolutions.com/training/webinars/
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7. How to Shape Procurement Strategies to
Maximize Task Order Awards to Your Company
Business development and capture perspectives are even more important in MACs
where 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
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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?
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9. Resources
Preparing Winning Multiple Award and Task
Order Proposals Training
http://www.ostglobalsolutions.com/training/index.htm
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10. Download Full Presentation at:
www.ostglobalsolutions.com/training/webinars/
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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
- 301-384-3350
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12. Contact Us to Find Out How Bloomberg
Government or OST Global Solutions, Inc. Could
Help 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.com
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