Transcript Document 7154584

Leveraging Federal Programs for
Success in the Current Marketplace
Society of Government Travel Professionals
Patricia Luna
Operated by the Metropolitan Economic Development Association
Presentation Outline
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Federal Programs
MBDA Federal Procurement Center
Marketing Materials and Websites
Why Federal Government wants to contract with
you?
Know Your Federal Customer
SBS, Program Managers, and Acquisition
Professionals
Strategic Sourcing and Enterprise-wide
Initiatives
Strategic Partnerships
MBDA Federal Procurement
Center
• First MBDA business center to focus solely on
federal contracting
• Central D.C. location, close to federal agencies
• Provides federal contracting assistance to
minority business enterprises (MBEs)
nationwide
• Serves MBEs with annual revenues of more
than $1 million with federal contracting
experience
Services
We help MBEs to access federal opportunities, we
help federal agencies to access qualified MBEs
Our Services include:
•Facilitating relationships
•Aligning our clients’ mission with procurement opportunities
•Initiating teaming relationships
•Providing updates on federal programs and procurement
trends
•Leveraging our strategic partnering organizations
•Conduct 8 trainings a year
Client Attributes
The Center currently serves 65 carefully selected
companies with a wide range of capabilities, all
with extensive federal experience
Many of these companies also have:
•8(a), SDVOSB, HUBZone, and other certifications
•Multiple GSA Schedules, and other GWACs that agencies
can use to simplify the acquisition process
•Capabilities in a variety of high-growth industries
Effective Strategies for the Federal
Marketplace
Target internal customers within the agency and align your
business’ solution to the government’s needs.
 Always lead with your capabilities and follow with SB and
socio-economic distinctions
Ask the following questions:
What are your core competencies?
What agencies that need/buy what you provide?
What sets you apart?
How can you collaborate with other businesses to give
the government a "total" package?
Marketing Materials and Websites
• System for Award Management (SAM)
• Necessary for you to get paid on a contract by
the Federal Government
• Serves as a marketing tool (market research)
• *Fill in all the sections
• Develop a one-two pager marketing flyer to include:
• Capability statement
• Description of your core competencies
• NAICS codes
• Special business status and clearances
• Point of contact information, website address
Why Does the Federal Gov’t Want to
Contract With You?
You’re highly qualified
Excellent record of past performance
Niche area of expertise
As a small and/or minority-owned business:
• You contribute to the majority of jobs in United
States
• Small businesses are agile and innovative
• Accessible contract vehicles or socioeconomic/setaside programs
• Partnership(s) with businesses that compliment your
arsenal of contract vehicles and set-aside programs
• 1st Your contributions to their mission and secondary
help them meet their goals for small business
participation
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Know Your Federal Customer
Target government agencies that may need what your
business does. A wealth of market research is available
free and online.
Search FedBizOpps.
Use the personal touch and network.
Subscribe to a bid-matching service (examples).
Work with a Procurement Technical Assistance Center
(PTAC).
Learn more about the General Services Administration
(GSA).
Agency’s five-year strategic plan
Anticipate future business opportunities by tracking bills
as they work their way through Congress and by
monitoring the priorities of the administration.
Key Federal Decision Makers
• Small Business Specialists
• Acquisition Professionals (including contracting
officers/specialists)
• Program Managers
Strategic Sourcing and Enterprise-wide
Acquisition Initiatives
Request for Information:
An invitation to demonstrate your expertise, experience,
and market your company.
Helps the small business advocates and acquisition
professionals determine if there are qualified Small
Businesses that can perform the work and set-aside for
them
Often leads to a sole source contract
Enterprise-wide acquisition initiatives
Most agencies either utilize existing GWACs or develop
their own vehicles to leverage their buying power across
the department and reduce the number of individual
contracts
Strategic Partnerships
“If you don’t have one of these get with a partner who does”
Small Business
8(a) Small Business
Veteran-owned and Disabled-Veteran-owned Business
Women-Owned Small Business and Economically
Disadvantaged Women-Owned Small Business
• Historically Underutilized Business Enterprise
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• Large Business Partners:
• Benefits to teaming with a large business:
Questions?
Contact Information:
Patricia Luna
MBDA Federal Procurement Center
Federal Acquisition Advisor
[email protected]
(703) 888-7440