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Growing Your Business Through Subcontracting Presented by SBA and DC SCORE Ralph Buchanan & Karen Williams October 31, 2017
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
jobs
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
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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
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} (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
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q Prescribes the amount of subcontracting
q Require the prime contractor to use a particular small business
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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
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Perform Market Research to Identify Prime Contractors
q Utilize research tools such as FPDS.gov and usaspending.gov
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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
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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
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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.
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CMR POC
Ralph Buchanan (Primes Headquartered in DC, MD, VA, PA, WV, DE)
E-mail: [email protected]: (202) 205-6539
© 2015 | All Rights Reserved | 805 King Farm Boulevard | Suite 300 | Rockville, Maryland 20850 | 301.231.6200 P | 301.231.7630 F | www.aronsonllc.com
Becoming a Preferred Subcontractor in the Federal
Contracting Marketwww.aronsonllc.com/blogs/FedPoint
Slide: 26© 2015 | All Rights Reserved | Aronson LLC | www.aronsonllc.com | www.aronsonllc.com/blogs |
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
Slide: 27© 2015 | All Rights Reserved | Aronson LLC | www.aronsonllc.com | www.aronsonllc.com/blogs |
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
Slide: 28© 2015 | All Rights Reserved | Aronson LLC | www.aronsonllc.com | www.aronsonllc.com/blogs |
Be a Good Prime Contractor} Corporate experience} Past performance
references} Relationships with key
agency executives
Slide: 29© 2015 | All Rights Reserved | Aronson LLC | www.aronsonllc.com | www.aronsonllc.com/blogs |
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
Slide: 30© 2015 | All Rights Reserved | Aronson LLC | www.aronsonllc.com | www.aronsonllc.com/blogs |
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 [email protected]
• Question for SBA can be sent to ralph. [email protected]
• A copy of this webinar will be posted on www.washingtondc.score.org
Contact the DC SCORE Office:washingtondc.score.org
(202) 619-1000
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