STRATEGIC PLANNING FOR THE 8A COMPANY

Report
Post 8(a)
Certification
BEST PRACTICES
MICHAEL PERCH
ROADMAP CONSULTING, LLC
February 12, 2014
Road Map
Consulting, LLC
• Owned 100% by Michael Perch
• Grown to over one hundred clients in the past year
• Provides Training and Technical Assistance to private
companies, organizations and government agencies
• Assists company with SBA 8(a) Certification, HUBZone
Certification, VETS First, GSA Schedule Proposal
Preparation, Business Development, Proposal Preparation
• Expertise in providing a strategic “Road Map” for federal
government contracting and successful business practices
Copyrighted - Road Map Consulting,
LLC - www.roadmapc.com
Michael Perch, PMP, ITIL
Principal Consultant
Roadmap Consulting, LLC.
• Thirty Two Years (32) of Financial Management,
Sales Management and Contract Management
Experience
• Owned and operated Corporate Presentation Systems,
Inc. (CPS) for Seventeen (17) Years before selling
company
• SCORE Counselor since 2007
• Adjunct Professor with George Mason University
specializing in federal procurement
Copyrighted - Road Map Consulting,
LLC - www.roadmapc.com
The Federal procurement
landscape is changing
• Federal budget deficits are forcing agencies to do more with
less
• Sequestration continues – smaller budgets
• Increasing percentage of the federal government
procurement experts are retiring
• Increasing number of firms entering into the federal
procurement market
• SBA and its portfolio 8(a) companies heavily scrutinized
• Other small business socio-economic set-asides
(ED/WOSB, SD/VOSB) increasing in numbers
Copyrighted - Road Map Consulting,
LLC - www.roadmapc.com
Results of changing
landscape
• Fierce price competition for contract awards
• Lowest Price Technically Acceptable (LPTA) basis of award
increasing vs. Best Value
• Agencies are moving heavily towards strategic sourcing
• Increased usage of Government-Wide Acquisition Contracts
(GWACs) (e.g. NASA SEWP, GSA 8(a) STARS)
• And utilizing their own inter agency Indefinite Delivery Indefinite
Quantity (IDIQ) contract vehicles, (e.g.. EAGLE II)
• High number of contracts that were 8(a) contracts are being
pulled from the program and placed into agency specific contract
vehicles and GWAC’s or small business competition
•
8(a) sole source awards are dwindling
Copyrighted - Road Map Consulting,
LLC - www.roadmapc.com
Transitioning out of
the 8(a) program
• Map out a ten year Capture Management Plan for targeted
agencies and GWAC’s
• Target Mentor Protégé Program for strategic Business
Development efforts
• Cut overhead and General and Administrative costs to make your
indirect rates competitive
• Acquire key BD and Technical personnel that can augment your
Capture Management Plan
Copyrighted - Road Map Consulting,
LLC - www.roadmapc.com
8(a) Best practices
• Grow your staff ’s personal qualifications
• Grow your corporate qualifications
• Develop a niche that no one else does and get good at it
• Acquire company that will better position you with a targeted agency
• Don’t ignore subcontract opportunities that will replace volume lost from
direct 8(a) awards
• Invest in GovWin, Bloomberg or similar tool to allow for market intelligence
gathering
• Make your graduation from the 8(a) Program a “non event” and focus your
customers attention toward your corporate prowess, strategic positioning and
expertise as a company
Copyrighted - Road Map Consulting,
LLC - www.roadmapc.com
Strategic Planning
Identifying the strategic plan – Federal Government
Market
1. Understanding the mission of the government customer
2. Get first hand information on agency funding levels
3. Understanding the roles of Government Officials
4. Establishing relationships with various Government agencies
5. Understanding utilized contracting vehicles (acquisition
strategy)
Copyrighted - Road Map Consulting,
LLC - www.roadmapc.com
TYPES OF CONTRACTS
• 8(a) Sole Source
• 8a Set-Aside Open Competition
• Indefinite Delivery and Indefinite Quantity
• Task Orders
• Firm fixed price
• Cost reimbursement plus fixed fee
• Time and materials
Copyrighted - Road Map Consulting,
LLC - www.roadmapc.com
Identifying Potential
Contracts
• More than likely, if the RFP has been announced in
www.fedbiz.opps it’s too late. However, a Sources
Sought Announcement is your chance to market.
• Research, Research, Research – using FPDS, FBO,
GovWin, Bloomberg, etc…
• Obtain a listing of agency forecasts.
• Obtain a listing of active 8(a) contracts.
• Identify targeted contract and develop Capture
Management Plan.
Copyrighted - Road Map Consulting,
LLC - www.roadmapc.com
RMC Case Studies
•
RMC Client #1 - months before graduating establishes a five year $4MM IDIQ with an
agency that it has been doing business with for years.
•
RMC Client #2 – makes a key hire of an individual highly thought of by key
management personnel at a targeted agency resulting in a strengthen relationship with
that agency
•
RMC Client # 3 – enters into a teaming and MP relationship and MP with a targeted
newly certified 8(a) company resulting in the continuation of a 12 year relationship with
a federal agency
•
RMC Client #4 – seeking acquisition of a GSA 8(a) Stars company that will allow for
“directed buy” opportunities to substitute for 8(a) sole source awards.
Copyrighted - Road Map Consulting,
LLC - www.roadmapc.com
Resource Listing
• www.scoredc.org – SCORE
• www.roadmapc.com – Road Map Consulting
• www.sba.gov – SBA
• www.irs.gov - IRS
• www.fpds.gov – Federal Procurement Data System
• www.fedspending.org –Federal Spending
• www.arnet.gov/far/ - Federal Acquisition Regulations (FAR)
• http://www.fbodaily.com/cbd/archive/ - Previous RFP’s
• www.fedbiz.opps – Listing of RFP’s
Copyrighted - Road Map Consulting,
LLC - www.roadmapc.com
Michael V. Perch
PMP, ITIL
Road Map Consulting, LLC.
Principal Consultant
1800 Diagonal Road, Suite 600
Alexandria, VA 22314
Voice (703) 286-5426
Cell (703) 928-1430
Fax (703) 859-7649
[email protected]
Copyrighted - Road Map Consulting,
LLC - www.roadmapc.com

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