Tag: 8a program

Helleni Moon: Breaking the Federal Arena through Agile and Streamlined Data Management Support Services

Posted on by Eric Coffie

Learn how Helleni Moon transitioned from an employee to building her own data management support services company!

BACKGROUND

Helleni Moon has over 15 years of hands-on experience in software and database management, business intelligence, and technical production support through her earlier affiliation with General Dynamics IT and Lockheed Martin, among others.  

Currently, she is the CEO of EIDOS Technologies, a company that she founded to provide information technology services such as data management and custom application design and integration.

Although EIDOS was just built in 2015, the company is already gaining recognition. In fact, it was nominated for the 2021 Prince William Chamber Business Award. 

BUILDING EIDOS TECHNOLOGIES

Moon had always desired to build a company of her own and after working for others, she built EIDOS Technologies in 2015. 

One thing that helped her in building EIDOS and getting her first two contracts is her previous relationships. She already has a network, and her colleagues were also very supportive of her. 

Even with that, she was continuously going to numerous outreach and agency events in order to show that she’s persistent.

“Luckily, you know, one of the contracting officers, eventually, they started knowing who I was and they said, ‘Oh, you know, I may have this opportunity, but that may be a really good fit.’ So, it’s being out there because you want to make sure, they want to make sure that you’re not just there for, you know, that you’re there for a long term.”

However, building her own company is not always easy. In fact, she wished that she would have done a lot of things differently. 

One of these is not waiting to be part of the 8(a) program because although she understood the proposal and the execution part, she still didn’t understand the marketing aspect of it. This then led to them losing six months without a contract.

“You need to be able to not only understand where your financials are and what your cash flow is like, but how are you going to get your next contract and how many things you have in the pipeline that will occur and you can get that you can close by the time the contracts end.”

ADVICE FOR SMALL BUSINESSES

1. Be patient.

Everything will take some time. So, be patient and don’t get disheartened if something is not happening yet. 

While waiting, why not do your research and build your network first? This way, you are not just waiting, but you are using your free time on matters that could be important in your business in the future. 

2. Spend your time efficiently. 

Consider what opportunities you should go after. Don’t just take every opportunity that you want because not all opportunities offer you the best returns. 

“All of these things are really critical because one of the things that I learned is when you first start off, you feel like you want to go after everything, but then you take a step back and then you say, you know, am I really spending my time in the most efficient way and am I getting the best return, you know, in doing this?”

3. Self-education is key. 

Regardless if you have the necessary educational background for what industry you want to go after, you should continuously educate yourself. 

Consider that there are more things that you don’t know about. So, instead of wasting your time, focus on educating yourself. 

“You have to do your research, and really understand what you’re getting yourself into, and what you’re going to need.”

RESOURCES

If you want to learn more on how Helleni Moon transitioned from being an employee to building her own data management support services company, then be sure to click the resources below.

You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

86: Data Management Support Services – Helleni Moon

https://www.youtube.com/watch?v=Yj_T1AcRsv8

Angela O’Byrne: Award Winning Architect and President of Internationally-Known Perez APC

Posted on by Eric Coffie

Learn how to win local and international federal contracts with award-winning architect and CEO of Perez APC, Angela O’byrne!

BACKGROUND

Angela O’Byrne came from Cali, Columbia where she was born and moved to the United States years later. 

She then earned two master’s degrees in architecture from Tulane University and in real estate development from Columbia University, respectively. 

Meanwhile, she became part of the Perez APC, a U.S. based architecture and planning company with international reach. A few years later, she was asked by the owner to take over the company. 

Currently, O’Byrne is a licensed architect in 15 states, a licensed general contractor in two states, a Fellow of the American Institute of Architects, and a LEED Accredited Professional.

She has also successfully led complex design and construction projects around the world, including a $500 Million USAID contract in Afghanistan— the largest infrastructure construction contract awarded to a women-owned business to date by the USAID-Afghanistan Mission.

With all of these, she was named as the 2016 Small Business Person of the Year in New Orleans and the first runner-up for the National Small Business Person of the Year by the U.S. Small Business Administration.

“Keep going around the world and keep doing more and more.”

ADVICE FOR BUSINESSES

1. Bid but ask for a debrief. 

O’Byrne doesn’t think that bidding is a bad strategy, in the sense that it’s a way to get your name in front of people. The only thing that you should do is ask for debriefs.

Although you don’t win every bid, you will be able to learn a lot from it through asking what’s wrong with your proposal and it also helps agency decision-makers learn from your company. 

“Like everything, if they don’t know who you are and they’ve never met you, at some point, you do have to look on FedBizOpps and start submitting proposals… You’re not going to win it the first time because they don’t know who you are.”

2. Market to international missions.

It’s not enough to just go after contracts in Washington D.C. because there are far more opportunities in the international market. 

With this, why not market to missions because these basically have their own budgets. 

Apart from that, you can meet people who are doing these jobs for years and learn from them. Although you will be spending money on marketing, the return on investment is far more advantageous.

3. Find the ones who want to help.

Avail all the resources that you can use in building your business and these include organizations and people who want to help you. 

In fact, it was years on being in the 8(a) program when O’Byrne got their first contract and she would have never done that without the help of their Procurement Technical Assistance Center person. 

So, you really have to find the ones who really care and then latch onto those people and they will help you. They really will. 

“You can tell quite quickly who in those agencies and which OSDBUs actually care about the mission and want to help you. And you can tell which ones don’t care. So, don’t waste your time with the ones that don’t care because they will waste a whole lot of time.”

ARE YOU COMMITTED ENOUGH?

Building a business is really difficult and it is easy to get discouraged, so O’Byrne recommends to do some soul searching and decide whether you’re committed enough to stick it out.

You have to decide, “Are you committed enough to stay the course?” Because if you’re not, don’t do it. 

Don’t put yourself through this because it’s going to be tough. There are going to be a lot of ups and downs. You never arrive, you’re always striving, and it’s always going to be difficult. 

“It’s not for everybody. You know, you really need to be real with yourself and don’t do it, if you don’t really feel like you’re up for it.”

RESOURCES

If you want to learn more on how to win local and international federal contracts with Angela O’byrne, then be sure to click the resources below. You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

005: Angela O’Byrne – Award Winning and Internationally Known Architect

https://govcongiants1.wpengine.com/podcast/2019/05/28/005/

https://www.youtube.com/watch?v=BbcwfN57Y9Y

 

SOURCES SOUGHT: Consolidated Application Development & Maintenance and IT Specialty Services

Posted on by Eric Coffie

This is the notification that Headquarters Army Sustainment Command intends to consolidate two information technology requirements that are currently being performed by Small Business Administration 8(a) Program participants into a single unified 8(a) requirement. This single requirement would combine the requirements of the following contracts W52P1J-16-C-4009 ASC Application Development & Maintenance and W52P1J-17-C-0043 Information Technology Specialized Services (non-C4IM). The current performance work statements for both requirements have been attached to provide interested parties with the necessary information to determine if they have the capability to perform this combined requirement. HQ ASC intends to award one (1)
combination Firm-Fixed-Priced (FFP) and Labor-Hour (L/H) type contract consisting of one (1) thirty (30) day transition period, one eleven (11) month base year with four (4) twelve (12) month option years, and one (1) six (6) month option to extend. The Information Technology Specialized Services portion of the contract will be Firm-Fixed- Price, while the Application Development & Maintenance portion of the contract will be Labor-Hour.

  • Original Set Aside: 8(a) Set-Aside (FAR 19.8)
  • Product Service Code: DA01 – IT AND TELECOM – BUSINESS APPLICATION/APPLICATION DEVELOPMENT SUPPORT SERVICES (LABOR)
  • NAICS Code: 541519 – Other Computer Related Services
  • Place of Performance: Rock Island, IL 61299 USA
  • Original Response Date: May 20, 2021 01:00 pm CDT
  • Full details via beta.sam.gov

    govcon giants logo Check out our RESOURCES page for a sample letter that we use in response to government market research.

Cecil Whitlock: Did You Know that You Can PURCHASE an 8a Company?

Posted on by Eric Coffie

Did you know that you can purchase an 8a company? Let’s answer this question together with Cecil Whitlock!

BUYING AN 8A COMPANY

Cecil Whitlock started his career in the federal market by working with different large companies.

He was then hired at the J2 Engineering, Inc. when the company is close to graduating in the 8a program because the company already outgrows the necessary numbers that small businesses can leverage. 

Then, at some point, he bought the company when the owner approached him about buying it because he chose to go back to law school. 

As the new owner, he still needed to make sure that the company continued working even after the program, so he went and bid on some MATOC and SATOC contracts on top of the sole source contracts that the company was already working on. 

Whitlock highly recommends these to 8a companies as these contracts last for over five years and even if you graduate from the 8a program, you can still keep these contracts and continue bidding on it. 

“I suggest that, you know, everybody, especially 8as, learn how to bid these contracts… and once you learn how to do them and get involved into them, you see that it’s a great thing.”

Apart from that, the company also leveraged the partnerships that they have with some of the largest corporations, including AECOM.

They continued bidding and winning on different million dollar worth of contracts until they had tapped out on their bonding and Whitlock decided to sell the company to a much larger firm in 2015. 

WORKING FOR THE MIAMI NATIONS

After selling the company and retiring, Whitlock decided to work again and in this instance, as the Managing Director of the 8a tribally-owned company, Miami Nations Enterprises. 

When he came in, Miami Nations wasn’t even formed yet, so there are things that they should do in order to keep the business afloat. 

In this case, Whitlock brought not just sole source work, but also IDIQ contracts because he knew that going after sole source contracts is not enough to sustain the whole company. 

“You need these IDIQ contracts. I think those are the easiest way to grow and it limits your competition.”

Currently, the company is involved in a handful of million dollar contracts with different teaming partners in order to get more past performance bonding for the company. 

ADVICE FOR SMALL BUSINESSES

1. Offer value. 

Consider that Miami Nations has a handful of teaming partners and these companies offer value in the contracts that they’re going after. 

Not because you’re an 8a or a tribally-owned company, someone will already give you a contract opportunity. This market doesn’t work that way. 

So, what are you bringing to the table? 

“I don’t give people business. I team and we work together on getting business or I’m out there getting business myself.”

2. Team with other companies.

Aside from being able to go after million dollar worth of contracts with a teaming partner, this could also help you in getting your past performance. 

Consider that when you team with someone, even if you only provided twenty thousand worth of work and the whole work is worth a million, you can still say that you did a million dollar job and you can also use that in your future projects. 

“I can’t stress how much past performance does for you. If you’re out there and you don’t have any past performance, if you team with somebody, you get that past performance for that… So, that’s pretty nice.”

3. Take advantage of the SBA. 

The Small Business Administration (SBA) is a helpful organization, but you need to use their services to your advantage. 

You should not just wait for them to do the work because if you think that the SBA is just going to give you a sole source project, you’re going to be sitting at home with no money on hand. 

Rather, you should prepare everything needed for them to do their job. 

“I like all the SBA people that I work with. They do a very good job, but you’ve got to help direct them to do the job for you.”

RESOURCES

If you want to learn more on how Cecil Whitlock bought an 8a company, then be sure to click the resources below.

You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

Did you know that you can PURCHASE an 8a company? with Cecil and Eric

https://www.youtube.com/watch?v=tZgQ1o3t_f0&t=343s

Brian Henry: Truck Driver turned Successful General Contractor

Posted on by Eric Coffie

Get inspiration from Brian Henry, the former truck driver who built a multi-million general contractor!

BACKGROUND

Brian Henry grew up in Green Cove Springs, North Florida. He is the son of a school teacher who instilled in him that there’s nothing he can’t do if he just put his mind into it. 

Meanwhile, although construction was  not on his agenda, after being laid off in his job as a truck driver, he started in the industry through trucking and shifted to being a general contractor. 

Eventually, he worked his way up in the 8a program and four years later had surpassed the $10 million annual revenue mark.

Currently, Brian Henry’s company, Henry General Contractors, is known for its wide service in providing public construction projects including historic preservation and restoration, demolition, and other commercial and federal works. 

“There’s more opportunities out there. Do more than what you usually do.”

HENRY GENERAL CONTRACTORS

Brian Henry started in 1992 but during that time until 2002, it was still a trucking company. He only shifted to construction when a good friend encouraged him to stop doing trucking and start a construction company. 

“I said to myself, ‘Well, why can’t I build houses? Why can’t I do this? Why can’t I do this in my spare time?’ So, it got to the point where I said, you know, ‘I could do this.’”

He then set out to get his construction supervisor’s license and started taking small projects working on the state level as a minority business enterprise and as a subcontractor for his friend. 

At first, there were only two people in his company. There is another gentleman who was working in the field while he’s in the office doing all the paperworks for the contracts and submittals. 

Then, when their 8a application was approved and they experienced growth during the first three years in the program, he decided to hire more people. Until now, they continue bringing in more good people who could help them grow. 

“One thing about construction is that you don’t have to know everything, but the people in your company have to know. So, at the end of the day, you surround yourself around people that are gonna help you grow.”

ADVICE

1. Go the extra mile. 

Customers want best for them and to gain that response, you need to treat them right and like they’re your only customers, this way, you’re at the top of their list.

“Well, that’s pretty much the one that I live by, and I even tell them, I say, ‘I’m going to treat you like you’re my only customer. You’re not my only customer, but I’m gonna try my best to treat you like you’re my only customer.’ And that’s really— once I put that statement out there, then I have to live up to it.”

2. Market your business.

Marketing is very important. It is the biggest key why other contractors won contracts and others didn’t. So, speak to an agency, introduce yourself, and bring your literature and present it to them. 

“Basically you want to build a relationship because at the end of the day, when the agencies call, they can’t just recommend one contractor, but you definitely want your name thrown in the hat. So, to have that relationship is only beneficial to you, especially if you’re out there making all your customers happy.”

3. Ask for help.

Sometimes when you’re a business owner, you think that you can do more than you can, but when the point comes when you really can’t do it all alone, you need to hire more people. That’s the best strategy, as long as you hire the good ones and the  best fit.

“Let’s be cautious. Let’s be conservative. Let’s just go at this very conservatively. But when the clock ticks and… as the contracts grew, then you can’t do it all. And that’s when I started bringing in people to try to help and assist and really take lead and help grow the business.”

4. Treat your team well. 

Be fair to your employees and treat them the way you want them to treat you. 

“You know, you can’t run off with all the money. At the end of the day, acknowledge people for their accomplishments, acknowledge them, make them feel comfortable. This is a team effort, and let’s just grow and see what we can… see how far we can go. And I have a good group of people and we’re continuously looking for good people.”

6. Help others.

There are a lot of people who helped Brian Henry on his way to success and he wants to give back by helping them or other people who need it as well.

“Don’t be afraid to help someone when you get to the point where you’re able to help someone. It’s one thing I’ve always learned that, you know, there’s many people that have inspired me and helped me to be who I am today.”

RESOURCES

If you want to get more inspiration from Brian Henry, the former truck driver who built a multi-million general contractor, then be sure to click the resources below. You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

078: Brian Henry – Former truck driver builds successful top contractor company

https://govcongiants1.wpengine.com/podcast/078-2/

How did this Truck Driver build a Successful Top Contractor Company

https://www.youtube.com/watch?v=hHjHrCIdfS8

 

TOP 7 With Charles Jones—Baltimore Powerhouse Commissaries

Posted on by Linette Genao

Back in August 2019, Charles Jones, President and CEO of C&S Jones Group, LLC. joined us on the GOVCON GIANTS PODCAST. With hard work and perseverance, he was able to build his business. We were honored to have Jones as a guest and give our audience some advice on how to continue to meet your HUBZone requirements while growing your business. We also touched on his win percentage to stay ahead of the curve and continue growing, his favorite books, training recommendations, and much more.

BACKGROUND KNOWLEDGE 

Charles Jones runs a minority-owned business based in the Baltimore Metro Area, conducting work for the U.S. government in five separate states in three different time zones. CEO of C&S Jones Group, LLC is a certified full-service government contractor dedicated to improving all areas of government and business operations, streamlining processes and cost reduction.

TOP 7

EVERY COLLEGE IS A HUB ZONE

As Mr. Jones stated, “This is $1 million that I’m giving you right here…College students, even ivy league colleges are considered HUBZones because the students that reside there, their income is below the threshold, to be considered a low-income area.”

Therefore, it’s a win-win. By doing this, students get experience and get prepared for their future business or career success. In turn, the company gets the benefit of maintain their size standard.

 

DON’T GIVE UP!

Most companies give up before the 5th year. Don’t give up! If you can stick it out and maintain to your 5th year, that becomes your turning point. At the 5th year, doors begin to open, and you begin to propel forward in new ways. As Reginald F. Lewis said and Jones quotes, “Keep going no matter what.”

 

HOW TO GET A MENTOR

When looking for a mentor, Jones advises looking at what you bring into the relationship as a mentee. Looking at it from these lens, evens the playing field and allows you to know what you can bring into the relationship and what you have to offer in return for their mentorship.

 

CONTINUE LEARNING EVERYDAY

The Wall Street Journal, The Washington Post and his local paper, the Baltimore Sun, are three tools Jones uses to keep his learning going. As an avid reader he loves to educate himself and states, “If you’re not looking for new ideas and seeing what’s coming down the pipeline, you may miss some harvest.”

Some of his recommendations include online classes, online magazines and the following books:

  • “Soul Food: Fifty-two Principles for Black Entrepreneurial Success” By Doctor Robert Wallace
  • “Entrepreneurial Finance: Finance and Business Strategies for the Serious Entrepreneur” by Steven Rogers

 

WAIT

Wait? For what? Well, Jones advises you wait until your company is ready to join the 8a program. In order to receive its full benefits, you want to assure you are prepared and ready to take full advantage. Also, wait to assure you can do what you say you’re going to do. “This is a people business,” states Jones. “They have to like you and trust you…we’re utilizing taxpayers’ dollars, so you definitely want to make sure that you’re doing what you say you’re going to do and delivering because if not you’re out of the game.”

 

CHECK THOSE CHECKS!

Okay, maybe most of us get direct deposits and this is a digital era so they’re not necessarily “checks,” but checking your payroll is very important as a business owner and having your own company. As Jones states, “you are responsible for its financial health and wellbeing.”

 

“BE CAREFUL WHO YOU GET IN BED WITH…IN BUSINESS”

An old saying that still holds true. Make sure you listen to your gut and that you can trust the people you are working with. Most importantly, Jones advises that even if you do, “you still have to get it in black and white.” Make sure you have paperwork, so everyone is protected and on the same page.

  

To conclude, Charles Jones ended with some great advice and encouragement, “If I can you can… Know that there’s ups and downs. It’s a cycle. It is not easy. It’s not going to be easy… Be prepared for the ups and downs and sleepless nights. Have a strategic plan but don’t let that plan become your gospel. Be fluid in everything you do. Have someone to turn to,” for Jones it’s his wife, “and also have alone time during the tough times.”

  

To learn more from our guest speakers, join the GOVCON GIANTS Podcast Community available on  Spotify, Apple Podcast, Stitcher, Google Play and iHeart.

To learn more about government contracting subscribe to the GOVCON GIANTS YouTube Channel.

 

Is The 8 (a) Program A Waste Of Time?

Posted on by Linette Genao

 

This can definitely be a controversial topic. First and foremost, what is the 8 (a) program?

The 8(a) program is where small disadvantaged businesses can receive assistance from the federal government. Each year, the federal government awards a percentage of federal contracting dollars to small disadvantaged businesses. A huge benefit to a small business, but is it a waste of time?

It can be, if, you do not prepare properly. There is a proper time for you to take advantage of the benefits it offers. Before you jump into the 8 (a) program, we encourage you to first build a foundation, create the company, your organization, your structure and get some experience under your belt. You do not want to waste an opportunity like this, if you are selected for the 8a program. Preparation is key!

You need to know your company and be confident in your structure, organization, and delivery. In the program, you are going to be dealing with the small business development specialists who represent dozens of firms.  A lot of times, you will be getting new specialists who have limited experience in the program, how it works, and how to best help you. The specialists are not familiar with your business. No one is going to be more familiar with your business than you are.

Remember that the program itself does not create the foundation for companies. You have to! You want to maximize all of your success by doing your proper planning. Then again, it’s only a nine-year program and a once in a lifetime thing. Why squander the opportunity?

OUR FINAL VERDICT?

Yes! The 8(a) program is worth it, if you plan properly.

The 8 (a) program takes you from good to great. This is a great opportunity if you are ready and prepare and you want to be ready so that when you get into the program, you can spread like wildfire! What does this mean? Get to planning and preparing!

 

To find out more about the 8(a) program and properly preparing for government contracts, watch the video below. To learn more about government contracting, visit our YouTube Channel..

 

 

 

The SBA 8a Program Transitional Years Explained

Posted on by Eric Coffie
The 8a program is a business development program meant to help people launch, grow and graduate into a successful small business firm. They provide you with the tools and knowledge that you need in order to compete for contracts in the open market.
In short terms, the 8a program will assist you in growing and succeeding as a small-business. They do this by including “transitional years.” Transitional years are the years where you must do work outside of the federal government.
These transitional years serve as steps to slowly push you to find work outside of the 8a sphere. Therefore, by the end of the program, a large chunk of your work must and will derive from elsewhere.
This is good news because when the program ends, you are still in business and can succeed on your own.
Beginning your fifth year, you must start demonstrating a mixture of federal government and non-federal work. The range starts at 15%. By your final year, 55% of your revenue must derive from business outside of the 8a sphere.
If the company fails to comply with these guidelines, they are subject to suspension from the program for up to 1 year. This poses a challenge for budding entrepreneurs who have no private or commercial contracts outside of the federal government.
However, if you follow the guidelines, you will be in a position to continue doing business without the 8a program.
Learn more about 8a certification requirements and how it works via this United States Army Corps of Engineer presentation.
To learn more about government contracting visit the GOVCON GIANTS YouTube Channel.