MAXIMIZING YOUR OPPORTUNITIESNIH Small Business Industry Day

June 30, 2014

Barbara Weaver, CPCMPCR-CMR, U.S. SBA

OGC-Area II

SBA Area Office

As A CMR . . .

• Ensure that primes meet small business and attain SB goals

• Review Prime SB activities

• Assist SB with LB relationships

As A PCR . . .

• Coordinate with and train federal agencies

• Reviews agency small business programs

• Identify small business set-asides

• Advocate for SB

The Small Business Act

It is the policy of the Government to provide maximum practicable opportunities in its acquisitions to small business . . . . Such concerns must also have the maximum practicable opportunity to participate as subcontractors. FAR 19.201

Why We Support Small Business

• Agility• Productivity

• Courage• Passion

• Innovation• Exporting

• Contributions to GNP

Small Business –What do you need?

A Chance to Show What You Can Do

• Resources• Working Capital• Support Network• Relationships with

other SB • Advocacy

Small Business Goals

% Small Business

SDB HBZ WOSB

SDVets

MinimumStatutory

Goals

23.0 5.0 3.0 5.0 3.0

Actual 23.42 8.61 1.75 4.33 3.49

Note: Agency goals are negotiated annually with SBA.

Government Customer

Includes multi-disciplined teams that are trying to obtain the optimum market response to requirements in terms of:

Quality Timeliness Cost

while Minimizing business and technical risks Maximizing competition Accomplishing socio-economic goals Maintaining integrity

A Small Business

A concern, including its affiliates, that is:

• independently owned and operated, • not dominant in its field of operation,• and qualified as a small business

under the criteria and size standards in 13 CFR part 121.

• North American Industry Classification System (NAICS)

Basic-Level AdviceJust for Small Business

Form Your Own Dream Team

SBASmall Business Development

CenterProcurement Technical

Assistance CenterHHS SB SpecialistsSCORENCMADevelopment Organizations

Be a Relentless Federal Market Student

Free On-Line CoursesFree WebinarsWorkshopsPresentationsProfessional AssociationsCertification Courses

Know Who You Are & Where You’re Going

3-5 year Strategic Plan12-Month Operations PlanBusiness Development PlanFederal Marketing Plan

Create Integrated Marketing Info

• Logo and a Look• Business Cards• E-Capability Statement• Tri-Fold• Web-Site• Real Business E-Mail

Does it all hang together???

Parity exists among: 8(a), HUBZone, Service Disabled Vet, and Woman-Owned Small Businesses

The Contracting Officer has the latitude to select set-aside type. These four categories have priority over a small business set-aside.

Work on Your Tool Chest

Next Level Advice

Decide Who Gets to Go Along With You

• Employees• Shareholders• Team

Members• Mentors• JV Partners

Target Large Prime Contractors

Large Prime Contracts valued over $650,000 [$1.5 M – construction] must commit to a small business subcontracting plan .

Failure to show good faith effort in meeting small business goals and complying with the plan could result in Termination for Default or liquidated damages.

Don’t Ever Stop Marketing!

• Target Diverse Opportunities

• Analyze your chances• Develop a winning plan• Assign and execute

Respond to Gov. Market Research

What they send out:• Requests for

Information• Sources Sought

What you provide:• Exactly what they

request• Exactly what they

request

Do not send generic capability statements.

Make Course Corrections As Required

• Identify New Customers• Change Partners• Grow NAICS• Etc. Etc.To accommodate the most dynamic market going!

Barbara Weaver, CPCM, PCR-CMRU. S. Small Business AdministrationOffice of Government Contracting

barbara.weaver@sba.gov