Teaming Arrangements Alliance South Conference Atlanta, GA April 17, 2012.
-
Upload
chase-huck -
Category
Documents
-
view
215 -
download
0
Transcript of Teaming Arrangements Alliance South Conference Atlanta, GA April 17, 2012.
Teaming Arrangements
Alliance South ConferenceAtlanta, GA
April 17, 2012
Dinora GonzalezDG Federal Procurement Advisors, LLC
. . .your connection to federal contracts
614-434-6672
DG Federal Procurement Advisors, LLC
Dannie JamesGovernment Business CoachSultants LLC
“Where government and business meet”
404-557-0027
3
Workshop Objective:
By the end of this workshop, participants will be able to:
Use their knowledge of forming teams to strategically build and position a strong team in the federal space.
4
Finding a partner for achieving your federal contracting goals
What does the FAR say about Teaming?
The Government will recognize the integrity and
validity of contractor team arrangements; provided,
the arrangements are identified and company
relationships are fully disclosed in an offer or, for
arrangements entered into after submission of an
offer, before the arrangement becomes effective.
(FAR 9.603)
Sub-Contracting OpportunitiesPrime contractors for goods/services $650,000+ and $1.5 million+ for construction must subcontract a percentage of the contract to Small Business
Prime Contractor must submit contracting plan and demonstrate good faith effort.
Subcontracting
Risk Free Good Way to Get “your foot in the door” Allows focus on core capabilitiesFor young business: good way to learn about federal contracting
For mature businesses: Increases competitive edge, market share, & visibility
Subcontracting Tips
Register with the CCR to be easily identified as a potential
subcontractor or to find companies to create subcontracting
relationships – www.ccr.gov.
Seek talents that compliment your company’s expertise
Review a detailed list of subcontracting opportunities around
the nation - http://www.sba.gov/subnet
Subcontracting Tips. . .
Small Business Liaison Officer (SBLO)Program Administrator:General overall responsibility for the contractor’s subcontracting program to include:Developing, preparing, and executing the Prime’s subcontracting plan;Monitoring vendor performance.
http://www.sba.gov/subnet
Mentor-Protégé ProgramsProtégé developmental assistance can Include:
Management guidance relating to:
Financial management
Organizational management
Overall business management/planning
Business development
Loans
Engineering and other technical assistance
Rent-free use of facilities and/or equipment
Temporary assignment of personnel to the protégé for purpose of training
Identifying a Mentor or ProtégéMentor and Protégé firms are responsible for selecting each
other as a Mentor or Protégé.
Additional Available Business Resources
Subcontracting Directory – www.gsa.gov/smallbusiness
GSA e-Library – www.gsaelibrary.gsa.gov
Central Contractor Registration (CCR): www.ccr.gov
FedBizOpps: www.fbo.gov
Existing Business Relationships
Contractor Team Arrangements (CTAs)
Allow for two or more GSA Schedule contract holders to “combine” products and/or services into one offering, enabling them to compete for an order they would not have qualified for individually
All CTA members:Hold a GSA contractAre responsible for their respective offeringsAre responsible for tracking sales and remitting IFF for their portionAre governed by their respective GSA contract pricing, terms, and conditionsHave privity of contract with the governmentCan interact directly with the government 13
MAS/FSS
http://www.gsa.gov/portal/cta
Contractor Team Arrangements
Team lead is typically the company initiating the CTA
Team lead typically serves as buyer’s main POC
If one invoice is issued for the team, the team lead responsible for distribution
Buyers can be responsible for submitting separate payments directly to each team member
Sales tracking is important – each team member is responsible for reporting and remitting IFF on their provided products and services
Cannot charge more than the GSA-approved price list
MAS/FSS
Writing A Good Agreement:1. Make the terms and conditions clear and simple so that all parties
understand the agreement.
2. Make sure to identify each party. Legal names are an important aspect of a quality document.
3. Be specific, clear and detailed. Modifications should be treated with the same effort as the original agreement.
4. Money or other compensation should be clarified with due dates, late consequences, and method of payment.
5. Decide together what is fair and make sure to identify who has the authority to cancel or terminate the agreement. Make sure to specify what reasons are fair or if there has to be a reason at all.
6. Disputes often arise. How will you settle issues between the partners? Perhaps a neutral party like a lawyer
Joint Ventures“A business enterprise in which two or more companies enter a
temporary partnership”
In a joint venture both firms share, in some proportion, the responsibility and the profits or loss on a contract
They are considered affiliated for the purpose of that contract: Extensive rules by SBA on “affiliations”
Normally, the revenues or the employees of both firms are added together to determine the size of a joint venture
On some large federal procurements, a joint venture comprised of only small businesses would qualify as a small business joint venture
Check with the agency or the SBA if unsure
16
Partnership Value Add ChecklistPositive reputations
Successful contracts
Accessible location (services more than products)
Appealing niche
Certifications
Memberships
Past performance
Steady growth
18
Summary of Small Business Set AsidesSmall Business Category Definition
Procurement Method Eligibility & Dollar Thresholds
FAR Reference
Small Business Independently owned and operated, for profit, not dominant in its field according to NAICS Code
Automatically set aside for procurements $3K - $150K
Set aside based on “Rule of Two” if >$150K
FAR 19.3, FAR 19.5
8(a) 51% owned and controlled by a socially and economically disadvantaged individual, includes automatic SDB Certification
Competitive: If > $4mil / $6.5 (Mfr)
Sole Source: If < $4mil /$6.5. CO may accept – OR if only one source available that can perform.
FAR 19.12, FAR 19.8
Historically Underutilized Business (HUB) Zone Small Business
51% owned and controlled by U.S. citizens, principal office located in HUBZone, 35% of employees must live in HUBZone
Full & Open with a price evaluation preference of 10%
Competitive: If > $4mil / $6.5 (Mfr)
Sole Source: : If < $4mil /$6.5 OR if only one source available that can perform.
FAR 19.13
Service Disabled Veteran-Owned Small Business
51 % owned and controlled by one or more service-disabled veterans
Competitive: If > $3.5mil / $6 (Mfr)
Sole source: If < $3.5mil / $6mil (Mfr). OR if only one source available that can perform.
FAR 19.14
Woman-Owned Small Business / EDWOSB
51% owned and controlled by one or more women / Economically Disadvantaged women
Only eligible NAICS / NO Sole Source
Competitive: If > $4mil / $6.5 (Mfr)
FAR 19.15
19
Government Agencies Operating International
US Department of Commerce and USAID
2011 Spending $17,155,195,551
2011 Afghanistan $1,444,598.30
US Department of State
2011 Spending $10,633,142,886
2011 Afghanistan $745,470,868
US Corp of Engineers
2011 Spending $381,416,755,524
2011 Afghanistan $16,357, 359, 128
US Department of Agriculture
General Services Administration
20
USAID plays an active and critical role in the promotion of U.S. foreign policy interests.
Asia, Afghanistan/Pakistan, Europe and Eurasia, Latin America and the Caribbean and Middle East
21Pacific Ocean Davison, Transatlantic Division, Europe District
The U.S. Army Corps of Engineers (USACE) supports war fighting and disaster relief operations by responding to local, national and global disasters with contract construction support capabilities.
22
International Partnership Benefits o Geographical Representation
o Complementary Services
o Support Federal Government Efforts
o Support International Needs
o Financial Gain
Concerns
o Vetting Process
o Trust Factor
o Unknown Variables
o Financial Lost