Kevin M Jans President Prior US Government Contracting Officer Skyway Acquisition Solutions, LLC.
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Transcript of Kevin M Jans President Prior US Government Contracting Officer Skyway Acquisition Solutions, LLC.
Kevin M JansPresident
Prior US Government Contracting Officer
Skyway Acquisition Solutions, LLC
Marketing to theUS Government
16 years as a Department of Defense contracting officer Air Force Material Command, Air Force Space Command
US Special Operations Command
Contracts from $92,000 - $882 Mil
Bought aircraft, weapons, engineering services, specialized vehicles, maintenance services, space systems, simulators, medical equipment, body armor, radios, R&D, professional services…
Certified Federal Contracts Manager (NCMA) Certified in Contracting and Program
Management (DAU)
NOTE: I present as if I’m still a Contracting Officer
Kevin M. Jans
2© Skyway Acquisition Solutions, LLC
How to find the RIGHT
opportunity
How to WINthe contract
3
Federal Market
Winnable Opps
Targeted Opps
Proposal Resources
The Universal B2G Problem
(B2G = Business to Gov’t)
3© Skyway Acquisition Solutions, LLC
Who is YOUR customer? You know, don’t you?
Some agencies who buy services in Florida,or have buyers in Florida:
DOD3 SOCOM VANOAA DHS DOS DLA
USACE USCG NPS DOJ DARPA USFS
Size of Market
4© Skyway Acquisition Solutions, LLC
Military & Coast Guard Bases in Florida
Does not include Reserve bases, VA, civilian agencies…
5© Skyway Acquisition Solutions, LLC
GPC Use Preferred
Best Value
Source Selectio
n
Best Value
Source Selectio
n
Lowest-Price
Technically Acceptable
Lowest-Price
Technically Acceptable
Price-Performance
Trade-Off
Price-Performance
Trade-Off
Simplified Acquisitio
n Procedure
s
Simplified Acquisitio
n Procedure
s
Sealed BiddingSealed BiddingMicro
Purchase
Micro Purchas
e
Time Value
Evaluation Criteria
Complexity
Some Acquisition Strategies
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Price
Technical AbilityPa
st P
erfo
rman
ce
…Through Process
The Acquisition Strategy details how each of these required elements will relate in the award decision. FAR 15.101-1
9
Program Manager (PM)The end customer. Is or represents the “user” Interacts with industry for information (conferences, etc.)Focus: market research, relationships, knowledge, solutions
Contracting Officer (CO or KO)Connect Customer with Industry (manage business
relationship)Determine / approve acquisition strategyNegotiate with offers and is only one who can sign the
contractFocus: competition, process and documentation1/3 have less than 5 years of experienceDoes NOT work for PM (by regulation)
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…Key Personnel
10© Skyway Acquisition Solutions, LLC
There is no short cut There is a lot to learn Can take up to a year for first win Estimate $93,000 of “effort” until
first contract Submit up to 12 proposals before
you win If it were easy… Less than 1% of US businesses in
USG market
Know Your Commitment Level(Expectation Management)
12© Skyway Acquisition Solutions, LLC
Have a plan: “Hope (and darts) is not a plan”
Set federal business baseline (i.e. SAM, SB Status, NAICS, etc)
Determine breadth of federal market Obtain any special skills/knowledge Identify Target Agencies Avenue of Approach (Sub vs. Prime) Target opportunities you can WIN Build and Submit a high probability
proposal13
Where to start
Tampa SBDC
Identify Target Market (Agency, Base,
DODAAC)
• Who Buys Your Goods or Services? When?
• How do they buy? (GSA, Source Selection, SAP)?
• Whom do they buy from? (SB, WOSB, LB)
• Do these align with your capability, strength,
status?
Have a Deliberate Bid / No Bid Process
• The CO is “Trying to Get One” – You Should Be
Too
• Given LOTS of Opportunities (See Target Market)
– Find a Reason NOT to Bid
• Four R’s (Relationship, Response,
Resources, Revenue)
14© Skyway Acquisition Solutions
Filter Ruthlessly
The Evaluators “Already Know What We Can
Do”
• FAR 15.305(a) “...assessment of the proposal...”
The Small Details Don’t Matter in the Big
Picture
• Ex. FAR 52.219-14, Limitations on Subcontracting
Proposals are a Good Marketing Tool
• So is junk mail, but proposals are expensive
The “Wind-Up-Doll” Sales Approach Wins
Business
• Perhaps, but it is expensive – in time, energy, and
image
You Can Win Work You Find After RFP Release
• Many have done it, of course, but at what cost?
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Myth
Maybe
Proposal Myths
15© Skyway Acquisition Solutions, LLC