Growing Your Business Through Subcontracting … · Growing Your Business Through Subcontracting...

transcript

Growing Your Business Through Subcontracting

Presented by SBA and DC SCORERalph Buchanan & Karen Williams

October 31, 2017

Today’s Presenters

KarenWilliamsDCSCORE

RalphBuchananSBA

Today’s Webinar

• Sponsored by DC SCORE and the Metropolitan District of the Small Business Administration (SBA)

• Question can be submitted online during the session

• A copy of this webinar will be posted on www.washingtondc.score.org

SBA WashingtonMetropolitan Area District

• District of Columbia• Montgomery County, MD

• Prince George’s County, MD• Fairfax County, VA• Loudoun County, VA

• Arlington County, VA• Cities of Alexandria and

Fairfax

Today’s Session Objectives

• Develop an understanding of how to grow your business through subcontracting

• Find out how to move forward

• Now . . . a little bit about SCORE

We Help Small Businesses

SCORE is a non-profit resource partner of the

United States Small Business Administration

SCORE: An Overview

About SCORE:

• SCORE was formed in 1964 as an SBA Resource Partner

• Our mission: Help aspiring and existing businesses succeed

• For the past 50+ years we’ve helped over 11 million people in pursuit of their business goals– Free 1:1 mentoring (face-to-face, e-mail, phone, video)– Workshops– Business Advisory Services

Last year SCORE helped

Small Business…Huge Impact

Create over 53,000 new businesses

Create over 65,000 new

Over 38,000 businesses

increase revenue

Of SCORE’s Clients:

Small Business…Huge Impact

56% were women

31% were minorities

12% were veterans

Who Does SCORE Help?

OpeningGrowth

Research & Planning

Pre-Startups

Startups

In Business Firms

Ralph BuchananCommercial Market Representative (CMR)

Office of Government Contracting - Area IIU.S. Small Business Administration

Small Businesses: 23%

Service-Disabled Vets: 3%

SDB: 5%

Women-owned: 5%

HUBZone: 3%

PROCUREMENT TARGETS:

Nearly$500 Billion +

per year

Federal Contracting Goals

} The Small Business (SB) Subcontracting Program focuses on increasing subcontracting opportunities for SB through establishing regulations, processes and procedures to ensure “maximum practical opportunities” in Federal government subcontract awards.

} The SBA’s Subcontracting Program website provides information to assist all involved in the success of the Subcontracting Program. www.sba.gov/contracting/finding-government-customers/subcontracting

q Federal Contracts > $150,000• Must provide “maximum practicable

opportunity” for small business

q Federal Contracts > $700,000 (or $1.5 million for construction)• Must accompany a small business

subcontracting plan with separate goals for each socio-economic group

• Applies only to other-than-small (or large) businesses

q Pre-award subcontracting plan review: Procurement Center Representative (PCR)

q Post-award goal monitoring and compliance review: Commercial Market Representative (CMR)

q Where to find your PCR or CMR: www.sba.gov/contracting/resources-small-businesses

} (1) Facilitate the matching of large prime contractors with small business concerns

} (2) Counsel large prime contractors on their responsibilities

} (3) Instruct large prime contractors on identifying small business concerns

} (4) Counsel small businesses on how to market themselves to large prime contractors

} (5) Maintain a portfolio of companies for the purpose of assisting prime contractors in compliance

} (6) Conduct periodic reviews, including compliance reviews

q Prescribes the amount of subcontracting

q Require the prime contractor to use a particular small business

Treat subcontracting as part of yourmultiple revenue streams

q Perform market research to identify prime contractors

q Identify subcontracting opportunities

q Market your services and products to a prime contractor

q Develop a unique marketing strategy

Perform Market Research to Identify Prime Contractors

q Utilize research tools such as FPDS.gov and usaspending.gov

Identify Subcontracting Opportunitiesq Utilize SUB-Net: www.sba.gov

qClick on SubcontractingqClick on SubNet

q Review agency forecast

q Visit prime contractor’s website; introduce yourself to their Small Business Liaison Officer (SBLO)

q Review solicitations on FBO.gov

Market Your Services/Productsto Prime Contractors

q If it is an agency of focus for you, treat it as such! Treat that large business as a customer you are marketing.

q Establish relationships with project managers and/or business development staff • Participate in events organized by industry

associations• Attend pre-solicitation meetings hosted by

agencies and prime contractors

Develop Unique Marketing Strategy

Examples include:

q You have a contract with the agency.

q You have relationship(s) within the agency.

q You have recent and/or relevant past performance.

q You have teamed with large businesses before.

q You have the resident and/or unique expertise.

CMR POC

Ralph Buchanan (Primes Headquartered in DC, MD, VA, PA, WV, DE)

E-mail: ralph.buchanan@sba.govPhone: (202) 205-6539

Becoming a Preferred Subcontractor in the Federal

Contracting Marketwww.aronsonllc.com/blogs/FedPoint

Understand What Motivates Prime Contractors} The only true mission statement:◦ Provide owner(s) with a rate of return on their

investment better than they can receive by investing their resources elsewhere. We do this by:� Winning business � Performing the business we win profitably

} A preferred subcontractor will support one or both of these missions

Deal with the decision makers} Small Business Subcontractor Fairs are not

productive� Bidders list only work for commodities

} Business Development Professionals make the decisions� You find them� They find you

Be a Good Prime Contractor} Corporate experience} Past performance

references} Relationships with key

agency executives

Other Attributes of Preferred Subcontractors} Competitive prices} Strategic hires} Quid pro quo, you let us bid with you, we

will let you bid with us.} Help with the proposal} Handle staffing surges} Ethical} Adequate business systems, especially

accounting

Things NOT to do• Don’t depend on your

small business status• Be more than just staff

augmentation• Don’t be all things to all

people, develop a niche

How to Become a “Preferred Subcontractor”

NEXT STEPS

Get Started Today

• Begin your market research; identify targets – then develop your strategy

• Assistance in the Federal contracting and subcontracting available from SBA and DC SCORE

• Contact SCORE:

– Request a mentor at www.washingtondc.score.org

– Call (202) 619-1000 and request an appointment with a SCORE mentor

• Prepare for a long, but fruitful journey

Summary

• Question for DC SCORE can be sent to karen.williams@scorevolunteer.org

• Question for SBA can be sent to ralph. buchanan@sba.gov

• A copy of this webinar will be posted on www.washingtondc.score.org

Contact the DC SCORE Office:washingtondc.score.org

(202) 619-1000

Growing Your Business Through Subcontracting … · Growing Your Business Through Subcontracting...

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