Speak Up -- SBA Proposes New Size Standards

Bigger Pond or Fiercer Fish? Your call.
But don't be caught napping. Comments due May 16th.

Once your small business outgrows your size standard, competition can get a lot tougher. On the other hand, what would the downside be of having larger firms qualify as small business and be able to compete against you in the "small" pool? Whether an increase in size standards would help you or hurt you, speak up now.

SBA proposes to increase small business size standards for 35 industries in NAICS Sector 54 and one industry in NAICS Sector 81. The SBA estimates that over 9000 firms will be eligible for SBA programs as a result of these changes. SBA's notice of proposed rulemaking invites your comments by Monday, May 16, 2011.

SBA proposes to evaluate five factors in each industry in NAICS Sector 54: (1) Average Firm Size, (2) Startup Costs and Entry Barriers, (3) Industry Competition, (4) Distribution by Firms by Size, and (5) Impact on Federal Contracting and SBA Loan Programs.

For more information on the factors and the proposed rule, click here -- http://www.regulations.gov/#!documentDetail;D=SBA-2011-0008-0001

If you want to comment, refer to proposed rule RIN 3245-AG07.

Submit Electronically via the Federal eRulemaking Portal: http://www.regulations.gov.

Submit Via Mail: Khem R. Sharma, PhD, Chief, Size Standards Division, 409 Third Street, SW., Mail Code 6530, Washington, DC 20416.

15 Minutes -- The Truth of Government Contracts

 

 

A friend with whom I reconnected last year, Steve Paikin, has had a wonderful career as one of Canada’s top current affairs journalists, and was kind enough to invite me to do a television interview with him about US government contract.  You can see it at –

http://www.tvo.org/cfmx/tvoorg/theagenda/index.cfm?page_id=3&action=blog&subaction=viewpost&blog_id=43&post_id=14236

Get 8(m) / WOSB Certified Today. Cost: Nothing.

Links & Steps For 8(m) Certification

If you're a woman business owner seeking  federal contracts, you might qualify for the 8(m) set-aside program for Woman Owned Small Business (WOSB).




About 30 contracts have been awarded under this program. A year into implementation, it's just getting started.

Exploring opportunities? Remember:

• Set-aside programs don't guarantee you a contract. This program requires two or more WOSB's to compete for the business -- it's not a sole source program.
• Look beyond the 8(m) set-asides.  While the estimated value of the WOSB set asides is $6 billion, the federal government aims to award about $250 billion to all small businesses.

Ready?

THE FIVE STEPS

1. Learn the rules
   SBA's WOSB Program Compliance Guide and supporting documents for the 8(m) Program has details. Do you qualify? If so, here you'll learn what documents you'll need, and who to ask if you're not sure and have more questions.
   
   
2. Prepare & scan your documents
   You'll be uploading files. Find out how to do that in The Repository Guide
   
   
3. Set up your GLS account...
   on SBA's web site: Go to https://eweb.sba.gov/gls
   Click on "Instructions for GLS" to find out what to do next
   Select "Request SBA User ID" and create your account.
   
   
4. Upload your documents
   Log into your GLS account, and enter the WOSB Program Area.
   
   
5. Update or Register in CCR
   If you're already in CCR & ORCA, update your records to reflect your certification.
   If  you're not in CCR, head over to www.ccr.gov and read about how to do that.

Want help?

• Visit www.aptac-us.org for low cost or free counseling and programs in your region.

• Get Government Contracts Made Easier. 
  Save oodles of time and money on the way to your next contract...or your first one.

USASpending.Gov: Now Features Subcontractors

Best Free Research Gets Better By The Minute

I thought I was hallucinating: when I was doing a federal contract data search a few weeks ago, my query started pulling records based on a company name. Well, it's supposed to do that...but the company I was searching for wasn't ever a prime. 

My search found them because they were a SUBCONTRACTOR. "That's nice," I thought. "What changed? When did primes start collecting and publishing subcontractor data?" But I got busy and nobody else was pestering me for the answer.

Yesterday, I found out -- or, rather, was reminded! I'd forgotten that the Federal Fiscal Accountability and Transparency Act (FFATA), passed in 2006, is finally hitting its implementation dates.

• Since July 1st, federal prime contractors have been entering data on all subcontractors on contracts or task orders worth more than $20 million.
• As of October 1st, 2010, they have to report subcontracts under federally-awarded contracts and orders valued at or above $550,000
• By March 1st 2011, USASpending.Gov will have subcontractor data for every prime contract and task order worth more than $25,000.

At the 25th Anniversary conference of the Association of Procurement Technical Assistance Centers, Adam Stansifer, Senior Consultant for IBM Global Business Services on GSA's Integrated Acquisition Environment project, explained more. Over the next three years, his team will consolidate nine different systems into a single portal called SAM -- the System for Award Management.


More about that soon!

MBE100 Awards -- The Big Night!

Join Me For Two Minutes -- Highlights!

Get The Jump On 2011 Government Business

Special Online Workshop Series Starts October 13th

What new business will YOU celebrate this year? The winners are targeting now. Did you know? There are seven things that all successful companies do when they win government contracts – and it all starts with Strategy.

Got 90 minutes? Then you can get the straight talk – and candid insight – into how you can lay a foundation to win new government business in the year ahead.  Is it hard? Doesn't have to be. I've teamed up with Federal Procurement Pro and L2 Federal Resources to make it...Easier.

Starting Wednesday, October 13th at 1 pm, this online workshop presents the hard-hitting questions you’ll need to ask your team as you begin your quest for more government contracts – and gives you the tools to find the answers.

If want to know:

• How to tell if you’re ready for government business
• Which factors affect the size of opportunity you can win next
• What women and minority business owners do differently on their road to success
• The easy framework you can use to assess your next move…

…then this a high-value tour-de-force will help answer the most important question -- “Is this good business for my business?” -- and give you the perfect chance to ask questions on how to use power tools to reach your goals. The answers will keep you on the shortest path to government contract success.

Find out more -- this is the first of a series that also includes bonus materials, post-workshop recordings and more... and Register today! 

Small Business Administration Buys "Government Contracts Made Easier"

Now it's official!

SBA's Washington Metro DC District office is the first buyer of "Government Contracts Made Easier" -- and got the government bulk purchase discount for quantities between 25 and 99 copies!

I did it just the way winning companies suggest: starting small and being persistent!

Technical details: this sale was done via the SmartPay Card and the micro-purchase threshold, through RELATIONSHIPS developed over the previous TWO YEARS. 

Wow. If I won a government contract...you can too.

Don't pay $9.99 for the advance publication chapter.
 join my LinkedIn group and 

get the code for a complimentary download of the meaty "Marketing" chapter.

Unique Value: A Case In Point

Author at work...Manuscript is now with the Editors!

What Buyers Want That Only You Can Give

When I counsel clients, I talk about creating your Unique Value Proposition...and I have to do the same in my own business.  and with my book -- Government Contracts Made Easier (Not A Novel)

I'm thrilled that a major national association has committed to buying 1000 copies.

And...the Small Business Administration's Metro Washington DC District Office has just purchased copies for their small business specialists!

What's different about this book? Here's why they're buying:

• Seven Steps you can take right now to win faster
• Hot new research stats on what it takes to win
• What woman-owned and minority businesses do differently
• Real-life profiles in success from over 12 businesses
• Practical exercises to get you up the learning curve
• Checklists and tips for fast reference
• Loaded with resources that seasoned contractors take years to discover

Find out for yourself -- join my LinkedIn Group, and get the discount codes to download pre-publication chapters over the weeks ahead!

Top Teaming Tips -- An Interview with MBE Connect

Thanks to Betty Cole of WBENC and to Sharon Hadary, for inviting me to share these tips during the recent Women's Business Enterprise National Council conference. WBENC rocks!  And a big thank you to interviewer Kate Armstrong at MBE Connect. Check out all the ways that MBE Connect can help you in your quest for teaming relationships. 

The New 80/20 of Government Contracting ...

...And How To Beat It

You know the regular 80/20 rule. Well, thanks to a new report from Victory in Procurement, an initiative of OPEN by American Express, we now have a new 80/20 rule for government contracts. Actually, it's the 86/20 rule:


First-time federal contractors invest an average of $86,124 and 20 months on the road to success.

They also offer these tips to make your road shorter than theirs:

• Start small.
• Pursue subcontracting -- 76 of winners do, and 54% of them succeed.
• Ensure that government business development is part of your core growth strategy.
• Target government buyers with clear needs that you can meet.
• Develop relationships through calls on agencies, outreach sessions, matchmaking events, and associations.
• DO look into GSA Schedules...but don't assume they're right for you. Less than 50% of first time contractors do business through a GSA Schedule. First, find out how your target buyers purchase, and how your competitors sell.

Want to know more? See:

• GSA Schedules: Seven Things You Must Know (a Summit Insight exclusive guide)
• What Winning Takes (Report from VIP/OPEN)
• Four Easy Lessons in Free Market Research (Instant webinar)

Who Wants to Win A GSA Schedule (FY2010 edition) ?

FY 2009 -- The Scary Schedule 70 Stats

Sobering facts for Schedule 70 IT FY 2009

Total Sales: $15.7 billion  Total Schedule 70 Awardees: 5,333

Top 25 Firms' Market Share:   42%

Top 50 Market Share:               54%

Top 100 Market Share (1.8% of awardees)   65% => $10.2 B
 3,271 other firms (61% of awardees)             35% =>  $ 5.5 B

1,962 firms    (37% of awardees)                       $0

GSA IT procurement officials told me that, in view of the recession, they intended to go easy on routine terminations of contracts from companies who failed to reach $25K in sales in the first two years, or under $100K by year five.

Nevertheless, overall Schedule 70 awards in 2009 are down 5% -- 5,333 vs 5,614. Potentially good news: that last group -- the $0 club -- is down 12% from 2008. Some reasons for that could be that offerors must now:

• Complete the GSA Pathway to Success online training http://webcast.gsa.gov/login.asp?lib=pn100381_gsa_pathways 
• Demonstrate two years' sales of the proposed products/services, whether to commercial or government buyers
• Outline their post-award marketing plans as part of their schedule contract proposal.

What do winners do differently? They take Seven Steps To Success.

• Link here now to find out what those are, in my free podcast series.
• Join LinkedIn Groups Gov't Market Master & American Small Business Coalition

FARS Part 10: Two Ways To Leverage Research

When Federal Buyers Hunt, You Want To Be Seen

FARS Part 10 outlines all the things federal buyers are supposed to find out about how well potential suppliers can meet the requirement before they launch a competition.

Why do you care?

• If you're the only company that can meet the requirement, that research can support a sole source award. Gain the advantage by making sure that buyers know and lust after your unique characteristics.
  
• If many vendors have capability to meet the requirement, then the research results affect the kind of competitive process you can start to get ready for.
  
• And perhaps most important, if you want to be considered as a credible source, FARS Part 10 gives you the list of exactly what buyers have been told to find out when you come calling! If you're smart, you've now got a checklist when you're preparing your marketing materials!

What do you think they need to know? Find out at FARS Part 10.002.

Why To Love FARS Part 9: Are You Simply Irresistible?

Making Contractor Responsibility High Impact, Low Drama

Writing this one, I got stuck in one of those songs that won't get out of my head...so with apologies to the late Robert Palmer, I begin with a singalong (link here for the original tune)

You’re basically responsible
Always certifiable
Truly qualifiable
Never been convictable
Your 8(a) is a star, you're a powerful force
You’re part of a team 'cause there's no other course
Before, you looked good, but now they find you

Simply Irresistible

Okay now that I've passed that along to YOU, here are just some of the gems waiting for you in FARS Part 9, and why you care.

• FARS 9.104-1: Only responsible companies can be awarded a contract. So, what's it mean to be "responsible"? Better yet: by that definition, could your competition be found irresponsible? That might be a competitive edge for you!
• FARS 9.2: Are you technically dominant in your field? If the contracting officer decided that prospective vendors must meet a high level of technical qualification, would that be to your advantage? Find out how that can happen.
• FARS 9.5: Sure, we all want to shape the spec, but here's how can going too far lock you out of the business you're positioning to win.
•  FARS 9.6: Are you teamed -- in the eyes of your contracting officer? See what definition qualifies in federal contracts.

FARS Part 8: Mandatory Sources Rules That Mean Business

Who Ya GOTTA Call?

Quick question: which FAR would let a government buyer call Ghostbusters? (Answer at the bottom....) And why do you care?  Meet FARS Part 8.

Reason One: Because it's great to be a mandatory source -- if you know the rules that say when government MUST buy from you.The best known mandatory sources are General Services Administration Schedule Contracts.  FARS SubPart 8.4 gives you the details on how government uses these popular contracts, including valuable info on Blanket Purchase Agreements.

Reason Two: But wait! Even if you have a GSA Schedule, did you know which mandatory sources are in line ahead of you?  

Reason Three: Other special rules might apply to you. You need to know how they work if you want to win. A client of mine in the printing industry had been providing millions of dollars worth of printing services through contracts administered by the Government Printing Office (GPO). She asked for my help exploring sources of new government business, because she wondered if she could offer a better deal directly than the prices her clients paid through GPO. FARS SubPart 8.8 specified GPO as a mandatory source, but says there can be exceptions, if the government buyer's needs can't be met by GPO.  So I called GPO's legal counsel to ask how one went about getting exceptions.


Um, well, don't bother trying, was the basic answer. He couldn't remember the last time they'd granted an exception. But knowing the rule to look for meant I could have an intelligent conversation with the person in charge of the rules and get good guidance.

Oh, if you gotta call Ghostbusters, better look up FARS Subpart 8.002 (b).

Sources other than those listed in paragraph (a) of this section may be used as prescribed in 41 CFR 101-26.301 and in an unusual and compelling urgency as prescribed in 6.302-2 and in 41 CFR 101-25.101-5.

FARS Part 7: Insider Stuff -- Authorized!

More reasons the Contracting Officer is one of the Five People You Need To Meet... (if you know enough what to ask for!)

The best part of FARS Part 7 is arguably FARS 7.105: buyers need an acquisition plan. That means, before any buying begins, the contracting officers can already tell you some VERY useful things...if you know enough to ask.  

Wouldn't you want to know your buyer's plans for:

• invitation and selection of vendors
• contract type
• funding
• environmental/energy requirements
  
• logistics
• providing you with property or data
  
• security
• timing and nature of acquisition milestones

FARS Part 7.103 lays out the things that are supposed to happen when government buys. If these things don't happen, you can certainly politely ask why not. FARS Part 103 requires the program manager to:

• Maximize Competition, particularly opportunities for small business, buy commercial items, buy Green/biobased products, minimize (or at least justify) bundling and urgent purchases that can restrict competition, and not discriminate against vendors who propose to use a telecommuting workforce to serve the government.
• Coordinate with the small business specialist on all contracts worth more than:
• $7.5 million or more for the Department of Defense; 
• $5.5 million or more for the National Aeronautics and Space Administration, the General Services Administration, and the Department of Energy; and
• $2 million or more for all other agencies.

Ask and ye may receive!

Never Cry "Wired!" Again

Get Competitive, With FAR Part 6 

When I teach an intro procurement class, someone complains that government business always seems wired for somebody else.


"Wanna know how to get sole-sourced?" I ask them. Everyone's ears perk up. "It's in the FARS."



FAR Part 6 gives you these secrets that help experienced contractors win:

• When things must be competed, and what "Full and Open Competition" means (FAR Part 6.1) 
• The small businesses set aside you might not know about (Can you name all five? See FAR Part 6.203) 
  
• When federal buyers can sole-source (FAR Part 6.302)
  
• How to justify being sole-sourced (FAR Part Part 6.303)
• When competitions must be based primarily on price ("Sealed Bidding" -- FAR Part 6.4)

FAR Part 5: It's *Not* All On FedBizOpps

Clues To Opportunities You May Be Missing

The FARS say all opportunities worth more than $25,000 have to be published in FedBizOpps, right?

• Nope!  Clue words include "urgent", 8(a), "perishable", "national security",  "commercial items" and "under Simplified Acquisition Threshold"... but don't guess! Learn about them all in FAR 5.202. 
  
  
• Looking for a small job to launch your track record? Here's how buyers publicize opportunities worth more than $10,000 but less than $25,000 (FAR Part 5.101)
   
  
• FAR 5.4 says government can also use other methods do publicize opportunities, including traditional advertising. That could be an opportunity for marketing communication firms to offer services to procurement shops, if there is an extraordinary requirement that the buyers expect will be hard to meet.
  
  
• FAR 5.404 encourages Federal agencies to publish procurement forecast information. Find those forecasts online 24/7 at Acquisition Central.
  
  
• Looking for Stimulus-funded work? FAR Part 5.7 says how those have to be publicized -- both pre- and post-award.
  

FAR Part 4: Alchemy -- How To Turn Paper Into Gold

Didn't File Your Paperwork? You Lose.

As I write this, Hallowee'n is upon us...and who among government contractors dares to say that magic is dead? Anyone who wins has mastered the fine art of turning paperwork into gold.

Not sure how that happens? Learn FAR Part 4, Administrative Matters, and you don't need a magic wand. Seriously, you've got to complete certain applications and registrations in order be eligible for a government contract. These don't guarantee you'll win anything...but you can't win without them. Roz, here (or YOUR friendly neighborhood contracting officer) wants your paperwork -- like:

• A properly signed contract (FAR Part 4.1)
• Registration in the Central Contractor Registry (FAR Part 4.11) and
• Online Representations and Certifications (ORCA, FAR Part 4.12)

Roz has to do HER share, too. This part of the FARS includes government's obligations to:

• Safeguard classified information within the industry (FAR Part 4.4)
  
• Report contract actions to the Federal Procurement Data System (FAR Part 4.6) and track achievement on mandatory small business subcontracting plans (FAR Part 4.14) and any Stimulus-funded spending (FAR Part 4.15)
  
• And KEEP your paperwork (FAR Part 4.7, Records Retention)
  

FAR Part 3: Ethics & The No Free Lunch Rule

Avoid Toxic Coffee Syndrome

Part 3  of the FARS is about procurement integrity. Its full name is Improper Business Practices And Personal Conflicts Of Interest.

Here are three reasons why you care, and where it says so:

1.   How not to lose your contract
In general, government officials can't seek or receive coffee, lunch, gifts or entertainment from a contractor. (FAR Part 3.101-2) So don't offer. Individual agencies are allowed to have their own rules about this, so if you're uncertain, look up their rules online and/or ask the contracting officer to confirm your understanding.

Pay Attention: if you do so with intent to get favorable treatment on a contract worth more than $100,000, your contract can be cancelled (FAR Part 52.203-3).

2.  How to protect your business secrets

Find out how to mark your documents to prevent the government giving competitors sensitive business information from your proposal (FAR 3.104.4). This really can happen if you don't watch out.

3. How to avoid shady practices
Whether you're a prime or a subcontractor, ethics rules apply to you. Those rules prohibit things like kickbacks, contingent fees, and under-bidding today in order to raise prices after award. If you're even remotely concerned about whether a business practice is legitimate and permitted, run, do not walk, to FAR Part 3. It's not long, but it's very clear.

Balancing Women's Natural Advantages

Creativity, But Not At The Expense of The Rules

Barbara Annis of Barbara Annis & Associates is dedicated to bringing the latest research and thinking on Gender Diversity and Inclusiveness into the workplace. As a recognized leader in Inclusive Leadership, her firm helps organizations achieve a true competitive advantage with their most valuable asset, their people.

She and I recently got to talking about gender differences in how men and women do business, and she told this story:

“Two or three years ago, I competed recently for a $50 million government project for 'inclusive leadership'. My competitors answered every question, and no more. I went more in the relationship way. I thought, 'They’re defining their requirement wrong, because I’ve been delivering inclusive leadership for years! You need diversity but you also need culture intelligence and gender intelligence.' So I added to it, with the best of intentions.

“We lost. In the debriefing, the contracting officers went through our offer line by line and said, ‘That didn’t fit the RFP, this didn’t fit the RFP. We got as far as page 12 of your 200-page proposal, and abandoned it.’ We didn’t answer the specific questions or use their words.”

“The ones who won the contract and went off on a big party trip to celebrate their win lost it three months later because they couldn’t deliver. The government agency is now asking us how they could get the service they need. 2 to 3 years later, we have even better tools and are very much involved in shaping a statement of work that we think is realistic and will achieve their goals.”

Is strong focus on creativity in pursuit of business an inherent female trait? That trait can be a strength for women as well as men in government contracting, but not at the expense of playing the game by the rules.

What would be the warning signs that you need a better balance between creativity and other elements of marketing effort?

I'll be talking about these and tactics to make the most of other gender differences to women Presidents, Owners and Chief Executives of the American Small Business Coalition on Thursday October 8th.

The Joy Of Lex: FARS Part 2

When Lexicon Means Profit

Why would FARS Part 2 be interesting? It's about the language, or lexicon, of contracting and its definitions. 

Because the Joy of "Lex" can be tangible. "Oh, Yawn," you say.  Not so fast. What if tiny little FARS Part 2 were a key to profit and competitive advantage? Read on.

In government contracting, everyday words and phrases have very specific meanings. How is a "commercial item" different from a "commercially available off-the-shelf item"? What does "cost or pricing data" include? Is your product or service "environmentally preferable"?

You want to know the answers for two reasons.

First: Competitive Advantage. Understand and comply with the terms and ensure your proposal qualifies for every advantages.

Three examples:

• if the solicitation says that environmentally preferable products shall receive preference in evaluation, you want to be sure your products qualify, find out how that sets you apart from your competition, and, if so, be sure your proposal shows how you qualify. 
• If the solicitation says that only environmentally preferable products shall be purchased, you want to be sure to include information about how your products meet that definition, so you don't get disqualified on a technicality. 
• Armed with Good Lex, you can also point out competitors who aren't compliant -- and disqualify them from a competition. 

Second: Compliance with Incorporated Terms
The standard contract includes definitions simply by referring to FAR Part 2. That's called "incorporation by reference." Government contracts incorporate hundreds of provisions by reference. In other words, the government buyer expects you to know what all these terms mean when you sign that contract, even though the contract doesn't spell them all out. And if you don't know what they mean, the FAR reference points you to where you can look it up.

Neeld Wilson, President of GEAR Engineering, found himself scrambling on his first federal contract proposal to remove an underground storage tank. He was looking for the statement of work in order to cost the job, because that information seemed to be missing from the Request for Proposal. 

His proposal consultant showed him the small clause that referred to published project standards that his proposal needed to meet. 

If his proposal hadn't complied with those standards, his offer would have been rejected. Instead, he went on to win a project worth several hundred thousand dollars.

The Joy Of Good Lex: Helps You Win.

Got a story about a definition that made a difference for you? Email me, or leave a comment!

FARS Part 1...Just What You Need To Know!

Rules of the Road

In writing my book, "Seven Steps to Success in Government Contracting," I knew I had to cover acquisition regulations. How could I make it something you'd want to read?

Today I planned to launch my "FAR - a - Week" blog series -- working through the Federal Acquisition Regulations.  Life got in the way...but brought the perfect lesson to start me off!


I was delayed by what I thought would be a routine annual vehicle inspection. An hour later, I found out that it's gonna cost me $2600 in mandatory repairs -- including replacing the pump that feeds the power steering -- just to keep my beloved six-year-old Mini Cooper on the road.

What's this got to to with the FARS? 

Easy: If I want to drive, my vehicle's gotta meet the rules of the road. When you get on the acquisition superhighway of selling to the federal government, you agree to comply with those rules.

Even if it costs us. So, let's know before we go.

Federal Acquisition Regulations Part 1: The  Opening Act
Explains the purpose of the federal procurement rules, how they are managed and by whom, and who has authority to bind the government to a contract. (You really care about that last part, because you need to know whether or not the person you're talking to has the authority to buy from you.)

Highlights:

• 1.102: The acquisition regulations are intended to achieve: 
• on-time delivery 
• of products or services that give best value to the government customer 
• while maintaining the public’s trust 
• and fulfilling public policy objectives

• 1.601 Agency heads delegate contracting authority to Contracting Officers.

• 1.602-1: Contracting officers have authority to enter into, administer, or terminate contracts and make related determinations and findings, including ensuring that all 2requirements of law, executive orders, regulations, procedures, clearances and approvals have been met.
  

GSA's Inside Scoop on New Mentor-Protege Program!

Did you know? In GSA's Mentor-Protege Program:

• Companies of any size, small or large may be mentors
• Mentors may hold ANY GSA contract -- not just a GSA Schedule Contract
• Mentors may hold SINGLE award contracts, not just multiple award contracts.
• GSA's Small Business Utilization Office is glad to meet with you
  
• For more, Web: http://gsa.gov/sbu and follow twitter.com/GSAOSBU
  

Thanks to A/Associate Administrator Mary Parks, Director of the Small Business Utilization Office for her interview on this with me, recorded September 18th with me for YOU to hear, at
http://bit.ly/ixvhe.

With pressure from the Obama Administration to improve federal awards to small business, and recession putting the pressure on small companies, this program comes at a very good time.

Now, let's see SBA and Commerce promote it during their outreach, too!

Will YOU pursue a mentor on this program? Become a Protege? Why or why not?

EMAIL ME YOUR ANSWER!

Attracting Your GSA Mentor

What's In It For Them? And You? 

1.  Learn about the program.
If GSA offers a briefing on its Mentor-Protege program, attend. Otherwise, read all you can. If your prospective mentor is new to Mentor-Protege (because this is new for GSA), you may need to be able to explain how it works, and provide links.

2.   Think about what you can offer your mentor.
These programs take time -- theirs and yours -- for application as well as participation. What's in it for them?
- More margin on sales subcontract to you?

- Access to a new client base?
- Opportunity for an equity position in your company?

- Something else?

3.   Decide what you want from your mentor. Need ideas? The 2007 GAO report said:

• 87 percent of responding protégés said their mentors helped their business development and corporate infrastructure. 
• 84 percent credited mentors with "enhanced their engineering or technical expertise"; a
• 25% said their participation helped them meet ISO quality Standardization, CMMI, or other certifications. 

4.   Prepare To Meet
Update your Capability Statement and list your objectives before you approach your prospective mentors! Remember, a good initial point of contact is the person listed on their GSA Schedule online. Pay attention to your gut. Are you comfortable with what you're hearing and who you're meeting?

Got your mentors narrowed down? Link to the application here and find out more.

Top Vehicles for YOUR GSA Mentor-Protege

GSA Runs 6 of Buyers' Top 10 Contract Faves

If technology is your business, and you're thinking of GSA's Mentor-Protege program, prime contractors of any size participating in any of GSA's programs could be a mentor. 

Look beyond the schedules program! There are more choices than you might have thought. Nick Wakeman of Federal Computer Week told us the results of a 100,000 readers surveyed about the federal IT contracts they planned to use:

1. GSA SmartBuy, with 34 percent saying they plan to use it.
2. GSA Schedule 70 – 31 percent
3. GSA 8(a) STARS – 16 percent
4. Army ITES-2S — 15 percent
5. GSA Networx – 13 percent
6. DISA I-Assure – 13 percent
7. DOD Enterprise Software Initiatives – 13 percent
8. GSA Alliant Small Business – 12 percent
9. GSA Millenia/Millenia Lite/Alliant – 12 percent
10. Army ADMC-2 – 12 percent

So You Want A GSA Schedule Mentor?

Tips For Prospective Proteges On The Hunt

1. Get the latest update from GSA's Office of Small Business Utilization about the program.
   
   
2. Learn more about GSA's programs, including the Schedule Contract, that best fits the kind of business you want to win more of.
   
   
3. Then check out GSAAdvantage to see who is offering goods or services that complement yours. Make a list of those companies. The point of contact listed is a good starting point if you want to get in touch.
   
   
4. Next, see how much business they've won recently,
   through Schedule Sales Query, and on other contracts, via Federal Procurement Data System.
    
5. Narrow the list by geography if you want to work with someone located near you.

Now, what would YOU do next?

Why Mentor-Protege, GSA?

Simply: A Good Idea That Delivers.

The Department of Defense pioneered Mentor-Protege in 1991. In the report commissioned by Congress in 2007, the Government Accountability Office found that participant benefits among those they surveyed included:

• 48 protégés collectively attributed 95 new contracts and about $131 million in increased revenue to their participation in the program. 
• 63 % percent reported an increase in employees. 
  

But there's no magic -- you get out of it what you put into it. 

GAO also reported that "Despite the overall value protégés attributed to the program, about one-quarter reported that the program had no impact on gaining new contracts or increasing revenue."

What could GSA's program achieve for you? Well, what do you want to get out of it? 

Julie, and Julia...and Judy: The FAR-A-Week Blog Series

52 Parts. 52 Weeks. Starts Monday September 21st!

Remember I said I found the movie "Julie and Julia" inspiring? I was wondering what I could do that my community would find appealing and would really cook...

And I was kinda mired in writing Part Three of my book, Seven Steps to Success in Government Contracts, always wondering, "What does someone REALLY need to know about procurement rules?"

Sure, the perfect answer is "everything," but what would a real-world approach be? I decide to find out, and share that with you one week at a time.

SIGN UP NOW for RSS feed, and get the whole series, starting next week!

GSA Launches Mentor-Protege Program

September 14th, 2009 Is Opening Day


All part of the White House push for more contract awards to small business...now there's another way for big companies to help the smaller ones.

Mentor-Protege programs that began with DoD and have spread to other agencies have driven growth for many small firms through the technical assistance, subcontracting, and even equity positions extended by Mentors to Proteges.


How will GSA's program work? See Federal Register notice, Aug 14th, 2009.

How about in plain language? GSA said to check this link.

A Lesson From Julia

Blogging Like Nobody's Watching

Procurement this, procurement that... I went out to see the movie Julie and Julia tonight, and I was inspired on a couple of levels.

First, that Julie started out doing a project just because...and people started to care about it along the way, whether she knew that or not. For her, it was about the journey, and putting it out there.

And for Julia, bringing "Mastering The Art Of French Cooking" was such a very long journey, fired by the passion of knowing that what she had to share with the world was worth it, that someone would care.

I really do write this blog for two reasons:

• so that if you really CAN win a government contracts, you get things that help you succeed...
• and if it's really not a great idea, you can figure that out before somebody skims thousands of dollars off you for courses and services and proposals that burn your cash and line their pockets.

And I have a book coming -- Seven Steps To Success In Government Contracts. Maybe, like Julia's book, the title will change. And, like Julia's, it's not gonna be the only contracting cookbook out there. But if you ARE hungry for government contracts, it's going to take you through the recipe, one step at a time.

Stick with me, folks. And sign up for the RSS feed if you want the updates as the writing comes along.

(Okay, and Stanley Tucci is SOOO cute as Paul Child.)

Trap 3: The Shotgun Tactics

The Danger: Wasted Scarce Resources.

See the classic shotgun pattern? Lots of effort, not much reaching your target. Sure, FedBizOpps (www.fbo.gov) is the place where the federal government must publish opportunities and includes links to stimulus opportunities. But if you pump out proposals to every Request for Proposal you find, most of your effort is off target.

Improve Your Win Rate.

FACT: The win begins long before RFP's are published. When you want to win government contracts, research and focus tightly to win. Otherwise, I guarantee you'll go broke trying.

The Fix: Focus.

Did you know? Public money drives much more public information -- on federal departments' budgets, contract spending forecasts and contract awards. Savvy companies pinpoint well-funded buyers, scope out competition and partners, refine their focus, and pick out and position themselves to win opportunities a long time before formal competition begins.

Where to start:

Free web sites offer extraordinary amounts of federal contract market intelligence -- but can take time to hit the bull's eye. Look into www.usaspending.org, www.ccr.gov, www.gsaadvantage.gov, https://fpds.gov, and www.ssq.gsa.gov. Good if you're testing the waters and not ready for a big investment yet, or prefer to spend time rather than money.

Jump Start: Get a free instant webinar in how to use all these -- at www.summitinsight.com/video.asp.

Now tell your friends.