Tag: contracting

178: Unleashing Success in Government Contracting Through Innovative IT Solutions with Bryant Lynch and Pierce Robinson

Posted on by Eric Coffie

In today’s episode, we have Mr. Bryant Lynch, the President of Valen Solutions LLC. Bryan is an accomplished and innovative entrepreneur and IT professional with over 10 years of experience in improving business efficiency through IT solutions.

Bryant is a multi-skilled professional who serves as a trusted business advisor, providing valuable guidance to entrepreneurs and customers. With his vision, passion, and expertise, Bryant works with aspiring and growing tech businesses, championing and promoting entrepreneurship.

In this episode, he shares how his determination to learn about government contracting through videos and podcast has led him to reach his milestones in his GovCon journey. Now, he has six contracts under his belt.

As a highly qualified IT Advisor and Consultant, Bryant has a keen eye for excellence and a deep understanding of technical concepts. He excels in translating business requirements into effective solutions, providing technical leadership, and overcoming challenges with smart strategies. His infectious optimism, deep sector knowledge, and extensive network enable him to bring immediate value to any IT project or business.

Join Pierce and Bryan in this enlightening conversation as Bryant shares his insights, experiences, and strategies for achieving success in the government contracting space. Learn from his wisdom as he discusses the importance of IT solutions, visionary leadership, and building a strong team.

Let’s welcome our next guest, Mr. Bryant Lynch.

If you want to connect with Bryant, you can click these links:

Linkedin: https://www.linkedin.com/in/bryant-lynch/ 

Company Linkedin: https://www.linkedin.com/company/valen-solutions/ 

Website: https://www.valencorporateservices.com/

https://valen-corporate-services-40093162.hubspotpagebuilder.com/valen-corporate-services 

Social Media: https://www.facebook.com/valencorporateservices 

Instagram: https://www.instagram.com/valencorporateservices/

174: Transforming Federal Contracting: Innovating the Customer Experience with MYSBCX with Wayne Berry

Posted on by Eric Coffie

In today’s episode, we have Mr. Wayne Berry who has over 20 years of Federal service in Contracting across the departments of Veterans Affairs (VA) and Health and Human Services (HHS). He is an expert in data analytics for Federal contracting and creating exceptional customer experiences.

Mr. Berry holds a FAC-C Level III certification in Contracting and a FAC-C Level II certification in Project Management, showcasing his extensive expertise in these domains. He has played a crucial role as a technical advisor in the development of the HHS OSDBU system known as MYSBCX. This web-based program has revolutionized the way OSDBU efficiently and securely routes HHS program and Contracting staff requests, including small business program and subcontracting reviews, along with all the necessary supporting documents.

A Small Business Specialist serves Contracting and agency program officials as the subject matter expert for the Federal small business program. These duties include monitoring contracts awarded to small businesses and maximizing contracting opportunities for small businesses. For those of you who do not know, HHS has 12 operating divisions, including nine agencies in the U.S. Public Health Service and three human services agencies.

Mr. Berry currently serves at the National Institutes of Health (NIH) and Health Resources Services Administration (HRSA). Let’s welcome our next giant, Mr. Wayne Berry.

If you want to connect with Mr. Berry, you can click these links:

Website: https://osdbu.hhs.gov/ 

Linkedin: https://www.linkedin.com/in/wayne-berry-3a042b1/ 

U.S. Department of Health and Human Services (HHS) Linkedin: https://www.linkedin.com/company/us-department-of-health-and-human-services/ 

HHS Website: https://www.hhs.gov/ 

The Office of Small and Disadvantaged Business Utilization: https://www.hhs.gov/about/agencies/asfr/ogapa/osdbu/index.html

Where Do the Contracts Go?

Posted on by Eric Coffie

Learn the reason why over half of the contracts are not on beta.sam and where you can find them!

WHAT MOST PEOPLE USUALLY DO ON BETA.SAM?

Most people recognized beta.sam as the only platform to browse for opportunities.

What they do is they look for certain contracts within the last few months, their NAICS code, their location, and their certification, among others. 

Then, in most cases, they use all of these keywords to look for certain opportunities. And what happens is there’s only a few results. And now they’re left wondering where the contracts go. 

And if this is their question, it must be for you too. 

WHAT REALLY HAPPENS WITH THE BID OPPORTUNITIES?

When you visit the Department of Defense website for Defense Pricing and Contracting, the latest full report was in 2015. Although there are reports in 2018, it still lacks for the fourth quarter, so we’ll use this instead. 

Going back to the 2015 Department of Defense Competition Report, the negotiated competition trends, over the previous 10 years going back, hovered around 56% to 60% and back to 56% again.  

“So, what does that mean? That means that the government is not competing half of the projects, which also means that they’re not showing you half (of) the projects.”

However, when the negotiated competition was only 56%, the effective competition was 87%. 

“And that’s how these large organizations and agencies are saying they’re meeting their goals.”

Then, we also have the non-competitive bids wherein this report says that the majority 76% of non-competitive dollars were obligated under the FAR 6.302-1.  

WE HAVE TO START QUESTIONING THINGS

So, what all of those data above mean? It means that when people tell you that government contracting is competitive, you gotta question their position, intent, knowledge, and experience, because this report says otherwise. 

But what can you do with this information? Well, use this as a way for you and for us, small and minority businesses, to win.

“This is designed not for you to go back and pout and cry and complain and say that this is unfair. This is for you to understand, to gain wisdom, to seek clarity, to know how to operate within the confines of the rules that someone else has set out for us.”

IF NOT IN BETA.SAM, THEN WHERE? 

Now that you understand that most contract opportunities are not really on beta.sam, then you can use the same strategies that we use here in GovCon Giants. 

With this, we use the Federal Procurement Data System and USA Spending to do our own market research in order to find out and do a predictive analysis of what the government’s going to be doing next.

“So, we get ahead of the opportunities. We get ahead of the actual bids before they come out. We respond and we let the government know that we are ready, active, and able to go after these opportunities.

Just take into account that you should not rely on any type of software and on a single marketing strategy or source of information, and you need to interpret this information or else it will just be nothing.

“So, simply having the information alone is not good enough. And again, we all like to use, at least in the govcon world, we all like to use fishing analogies. Simply having a fishing rod and the fishing reel doesn’t teach you how to fish.”

RESOURCES

If you want to learn more on where to look for these contracts or learn the step-by-step process of GovCon Giant’s strategy, then you can visit and join us at GovCon Edu where we teach you how to start a government contracting business and win contracts. 

Also, you can check these resources below or follow us on our website and social platforms.

THESE CONTRACTS ARE NOT POSTED! Where to find them?

https://www.youtube.com/watch?v=b7U0-A_o3wU

2015 Department of Defense Competition Report

https://www.acq.osd.mil/dpap/cpic/cp/docs/DoD_FY_2015_Competition_Report.pdf

Finding all the search results on beta.sam.gov with Mo and Eric Coffie

https://www.youtube.com/watch?v=TcxGZ87hw70&t=95s

Before the RFP/RFQ comes the presolicitation learn how to use it

https://www.youtube.com/watch?v=T7xtSfNgUpY

How to get AWARD Data from USA Spending?

https://www.youtube.com/watch?v=Hr_U9z1xK2g

How to respond to a Sources Sought?

https://www.youtube.com/watch?v=-eEGLkukCOo&t=19s

TOP 5—”Building A World Class Construction From Faith” With Patricia Bonilla

Posted on by Linette Genao

Patricia Bonilla attributes many of her successes to one thing—faith.

From the beautiful island of Dominican Republic, Patricia Bonilla went after her dreams and created “Lunacon.” The company founded in Miami, FL., now has 5 office locations including Puerto Rico and serves more than 300 customers worldwide. Having been recognized for a number of awards including 2014 SBA State of Florida Minority Owned Small Business Person of the Year and 2015 Government Contractor of the Year, Bonilla continues to be a powerhouse in the industry.

 

TOP 5

 

1. Follow your dreams and have faith

During the recession, as a single-mother with 3 children, Patricia Bonilla acted on faith. She had to decide whether to leave her then comfortable job, to follow her dreams of having her own business. Therefore, with over 17 years of experience in government work, she quit and started her own company, proving a little faith is sometimes all you need.

 

2. Prepare before the opportunity opens

Many times during the conversation, Bonilla speaks on how she prepared before the doors opened. Before the opportunities came, she hired staff, using Starbucks as her office since their garage wasn’t very promising. Within a month, she hired 25 people, which prepared her in advance for the work she was about to receive.

 

3. Invest in yourself

“Some people don’t understand the value of investing in marketing and networking,” stated Bonilla.

Marketing, conferences and events are all tools Bonilla used to invest in herself and back into her company. She continued seeking knowledge in order to propel her company forward and put their name out there.

 

4. Keep Going!

“When you’re about to give up and you’re really at the burst of giving up, this is when your blessings are about to come.”

These are words from Bonilla that we can attest to. When you feel like giving up, keep moving forward. You never know what lies at your next step.

 

5. No one is responsible for your growth but yourself

Instead of conforming, Bonilla decided to be part of the change. As she states, “Nobody’s responsible for your growth, but yourself.”

Being a woman in a male-dominated industry, she could’ve let a number of barriers affect her but she didn’t.

“I try not to look at this stuff…When I worked for a company in Miami, they.. you didn’t see a woman more than a project manager. You didn’t see any in the leadership. You didn’t see a woman. You know that, that was it. So when I realized that, it was time for me to go.”

Was it easy? Probably not. This is why it’s important to also manage your growth and success by finding something that grounds you.

with patricia bonilla

For Bonilla this includes faith, meditation and fitness. “So what would I say…without my peace, my emotional sanity, I can’t really do much and inspire the people around me,” says Bonilla.

Inevitably, the challenges will come and there will be times where you want to give up. Therefore, learning how to manage your mental stability through these tougher times and having something that grounds you and keeps the peace is key.

These 5 tips are tools you can use to grow not only yourself but also your business if you’re willing to put in the work.

Are you willing to put in the work?

 

If there is a country that allows you to get to wherever you want to get to, whether it’s good or bad is this one. If you were willing to work and, you know, work hard cause I think you have to work, and, go through that process and be honest to the process. You can get to wherever you want to be and everyone including those that don’t look like you, will give you a chance. If you have that desire. Well just believe that you can do it. That’s the only job we have. Believe it. – Patricia Bonilla

 

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

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

Choosing the Wrong NAICS Code can Cost You Millions!

Posted on by Eric Coffie

What is a NAICS code and why do you need one? Even further, let’s answer the question on why choosing the wrong NAICS code can cost you millions! Read this article to learn more. 

WHAT IS A NAICS CODE?

A NAICS code is a six digit code used by federal agencies to determine the products and services that they want to buy. It is also used by small businesses to identify products and services that they want to sell to the government. 

You can view the NAICS code list from the U.S. Census Bureau or by contacting the bureau through 1-888-756-2427 or on their email address, NAICS@census.gov. You can also visit NAICS.com.

Now, you need these codes when you get ready to register in the System for Awards Management database and when you apply for some of the small business programs. 

With this, you need to make sure that your NAICS code is appropriate for your business.

For instance, if you’re under the construction industry, you need to look for the appropriate keyword for your products and services. You may not be providing sanding services, but you can be under the  New Single Family Housing Construction section. The key is to be specific on what you provide. 

Most importantly, consider that you can have multiple codes, depending on the products and services that you provide. Check this video entitled “Primary vs Secondary NAICS Code” that we have on our YouTube channel. 

WHAT IS A SIZE STANDARDS TABLE?

Now, why is choosing the right NAICS Code important? Let’s answer this question by pulling the Small Business Administration’s Size Standards Table. 

So, this table determines your eligibility to be a small business and this corresponds to the NAICS codes that you use.

This standard is also divided into two categories: manufacturing which is determined by your number of employees and contract work which is determined by millions of dollars.

So, how does this break down? If you are under the contract work category, you will be provided with annual gross receipts over a three year span that you should not exceed. Same thing with the manufacturer category where your employees cannot exceed 500 employee average over a three year span. Still, consider that the number depends on your NAICS code. 

WHY SHOULD YOU CHOOSE THE RIGHT NAICS CODE?

So, why do you need to check the Size Standards Table in choosing your NAICS code? 

Well, let’s say, you are under the NAICS code 238320 which is for Painting and Wall Covering Contractors and your secondary NAICS code is 236015 which is for the New Single Family Housing Construction. 

This means that your cap to be eligible as a small business is $15 million a year over three years or a total of $45 million in the three year span. Once you exceed that number, you are no longer eligible to be a small business.

However, you can change your primary NAICS code whatever you like.

In the case above, you can change the primary code to be 236015 and the 238320 is the secondary one. This way, your cap would be $36.5 million per year on average which over three years would be a total of $110 million dollars. That’s a difference of $60 million dollars!

RESOURCES

So, that is why choosing the right NAICS Code for your business is so important prior to your registration because once you choose the wrong one, you might really lose a potential millions of dollars in revenue. 

With this in mind, if you want to learn more on how to navigate the federal marketplace as a small business without losing millions of dollars, then check the resources below. 

You can also join us here at GovCon Giants or check the new GovCon Edu where you learn everything about government contracting!

Choosing the wrong NAICS code can cost you millions!

https://youtu.be/BAeWQix2sM4

https://govcongiants1.wpengine.com/wp-content/uploads/2018/12/Choosing-the-wrong-NAICS-code-can-cost-you-millions.pdf

Primary vs Secondary NAICS Code

https://www.youtube.com/watch?v=kpgW_N-Vg7k&t=22s

We are more alike than we are different

Posted on by Eric Coffie

I don’t have any specialized talent or skills. I don’t have a super memory. I am not connected to the Washington beltway or sponsored by one percenters. I am just like you and I’m here to tell you why we are more alike than we are different. 

I ONCE HAD A 9-5 JOB

It wasn’t a long time ago that I had a nice cushy job and always had the security of a steady paycheck. However, when the market took a dump, my private sector projects tanked my business and I was forced to take a position in Miami-Dade County as a Construction Manager 3.

In that job, my days were pretty easy. Each morning, I would dress up ‘business casual” and head to the office on the Express bus, transfer to the train piled with 9-5’ers, and get off at the exit at my building.

My office was on the 11th floor and after a few morning pleasantries, I was back on the elevator down to the cafeteria for some pastries and pastelitos.

The morning cafecito crowds were a usual mix of the same characters. The smokers, people who drag in late, the homeless, early birds returning from a walk after clocking in, delivery drivers, visitors and county staff from other facilities. It was a good mix of morning humor and a way to pass the early morning hours, assuming you had no 9 a.m. meetings.

Then, I was back upstairs to welcome everyone that I had not greeted in the 1st set of rounds. Our team occupied 25% of the floor, so there were another 75% of people at desks who I didn’t interact with throughout the day. Truth be told, I got more local news in the first two hours of the day than Channel 7.

After returning to my desk and responding to the barrage of emails, the assistant director usually would come in with a new found agenda that we were now forced to adhere to based on upper management meetings.

So, off we go in the county car to a county facility to address a complaint or, in this case, a change that a tenant wants in one of our over 100 facilities. These meetings can take between 15 mins to 1 hour, but there is still a 2-hour traffic back and forth.

After a late morning meeting, we track back to the office in preparation for lunch where we spend countless times discussing what to order, where to go, and with whom.

A usual meeting or conference call in the early afternoon, a few more emails, and the day is over.

If any of that story sounds familiar to you, then I wish you the best because I decided to end it. 

BUT THEN, I QUIT

I remember the day I came back to the office and announced that I QUIT. Many people told me to never come back as it would only be a lifetime sentence of unfulfilled hopes and shattered dreams. 

So many people admitted that they felt trapped in that job too. They once had aspirations and dreams like starting a restaurant, a day care, bakery, and a cleaning business.

However, they didn’t pursue these because they weren’t sure and they love the security of living from check to check. The job that once brought them security and comfort now becomes the chains that held them back from ever pursuing those ambitions.

Some (like me) came to the county after failed attempts at business, a layoff in the private sector, and others referred by family and friends, and they simply never worked anywhere else. All of them knew that the minimal responsibility position was not transferable to “real world” jobs.

“In the private sector, you must deliver; in the county, you just have to show up and get through the day.”

NOW, EXPLORE YOUR INNER GIANT!

Now picture me, Eric Coffie, in that same 9-5 job all over again. What if I had stayed in the county and left my dreams rot away in my mind? Would you ever know me? Would you know about Govcon Giants and learn from our wide-array of valuable content?

I don’t think so. You would never come to know my name or that of thousands of other entrepreneurs out there in the world if we all had chosen to stay at our jobs.

Though I have to admit, many people do enjoy the routine and consistency of a steady paycheck, but for the rest of us with high hopes for the future, this was not the place. 

So, if you think you are the next inventor, creator, and entrepreneur, explore your INNER GIANT!

Abandon the false comfort of check and take the first step towards realizing your FULL potential!

TAKE ADVANTAGE OF THESE RESOURCES!

With this in mind, if you want to know how to transform your life and realize your full potential, then check the resources below. 

If you also want to learn how to do business with the government through government contracts, then join us here at GovCon Giants.

Just visit our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!

10 Steps to Life Transformation – Eric Coffie

https://www.youtube.com/watch?v=Yeu0bRx71cc&t=1111s

5 Step Formula for Overnight Success – Govcon Training Day 4 – Eric Coffie

https://www.youtube.com/watch?v=lMMWh5dSbgU&t=737s

Evolve or Die! Savor Life versus Make Impact

https://www.youtube.com/watch?v=JQbA8nesh8s&t=2161s

How to Set Goals in Life – Eric Coffie

https://www.youtube.com/watch?v=mLqx9IjOXTs&t=167s

Govcon Giants Podcast Playlist

https://www.youtube.com/playlist?list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH

Motivation Playlist

https://www.youtube.com/playlist?list=PL6-jBNNcc98vrZd7y7Jp78iyFpJhcrO-R

Fundamentals and Basic Building Blocks of Winning Federal Contracts!

Posted on by Eric Coffie

Want to become a prime and start doing government contracts? Then, read this blog to learn the fundamentals and basic building blocks of doing federal contracts!

LET’S START WITH THE BASICS! 

Looking at my previous content, I made a bunch of content talking about specific things that the only people who were familiar with are already doing business with the federal government, so I decided to make this content where I actually start connecting the dots.

“I’ve got great videos, but if you’re not familiar with how to put the pieces of the puzzle together, then they’re just, basically, puzzle pieces scattered out.”

Note, that this blog is only for those people who want to become prime contractors. These contractors are basically companies that have direct contracts from a specific government agency. 

However, if you want to do business with the government, but don’t want to go that route, we have videos on my Youtube channel about being a subcontractor and a consultant. 

FOUR FUNDAMENTALS

1. NAICS code

A North American Industry Classification System (NAICS) code is a six-digit long code that  distinguishes the products and/or services that your business would like to provide to that specific agency.

If you also provide a wide variety of multiple products and services, then you can certainly have a multiple NAICS code. 

You can view the NAICS code list from the U.S. Census Bureau or by contacting the bureau through 1-888-756-2427 or on their email address, NAICS@census.gov.

If you want to know about this code and how to choose one, then check this video entitled “Primary vs Secondary NAICS Code.”

2. DUNS number

A Data Universal Numbering System (DUNS) is a nine-digit identification number assigned to identify your business and to track your company’s credit record.

It is actually similar to your EIN number, the tax ID number that’s assigned to your business after you’ve set up your corporation.

Note that a DUNS number is free to obtain and if your business is in various locations, then you need to get a different DUNS number for each location.

To get your DUNS number, you can go into the Dun & Bradstreet website or you can either request via this toll-free telephone number, 1-(866) 705-5711.

If you want to know more about this code and how to apply for one, then check this video entitled “How to Apply for a DUNS Number.”

3. SAM.gov

The System for Award Management (SAM) is the website where all particular companies that are doing business with the government, even if you’re talking about Boeing and SpaceX, need to register. 

In registering, you primarily need to create an account first. You can either choose an individual user account or a system user account. However, it is preferred to create the latter.

After creating an account, you can already register but make sure that you appropriately fill all of the information.

Depending on the complexity of your business, your registration might take about an hour and it can also take an average of 7-10 business days to process in the database. 

Other than that, you should update your SAM profile on an annual basis or when a certain change in your business information is made. The updating or renewal process might take for approximately an hour before it becomes active on your SAM profile. 

If you want to learn more on how to register in SAM, then check this video entitled “Register System for Award Management “SAM.gov” to win Federal Contracts.”

4. DSBS

Before you finish your SAM profile, make sure to go down to your Dynamic Small Business Search (DSBS) page and answer the necessary information because you can use this to create a unique profile for your business. 

“This is what helps you stand out from the crowd. This is your opportunity to highlight your history, your past performance, and give a brief description about your company to fellow agencies.”

Besides, information in the DSBS is publicly available and is widely used by contracting officers to help them choose between two similar companies entities.

With this in mind, you can check this video entitled “SAM.gov part 3 of 3 (SBA Profile) Dynamic Small Business Search” to learn more about the process. 

BASIC BUILDING BLOCKS

1. Professional email address

This seems like a very novice concept, but we don’t need people out there with caseyandjojo@gmail.com, we need people with professional email addresses that represent their company. For instance, it can say yourname@llccorporation or suchandsuchpainting.com.

2. Website

As a prime, it doesn’t make sense if you don’t have a website because these are what most consumers or buyers tend to look at. Besides, websites are so inexpensive to create. 

3. Corporate Identity

When we’re talking about corporate identity, we’re talking about your marketing materials like your business cards, brochures, and things like that. Remember, corporate identity is your logo.

“(It should be) something that when someone sees it, it sticks out that that is your brand and who you are.”

4. Capability statement

Your capability statement is your company’s resume and it should be formatted in a certain format that has information that agencies look for when talking to you. 

This is especially important because when you’re going to go around and you start talking to small business agencies and small business specialists, they’re going to ask you for your capability statement. 

If you want to learn more about this, then check these videos on how to “Build a professional capability statement for pennies on the dollar!” and “Capability Statement Do’s Don’ts Resources and more.”

RESOURCES

Now, you have the fundamental pieces of the huge puzzle. Note that these are just the building blocks and fundamentals for interested businesses that want to become prime contractors. 

With this in mind, if you want to learn more about the tips and tricks in winning government contracts, then join us here at GovCon Giants.

Just visit our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!

You can also check these resources below to learn more about the topic above:

BASICS Building blocks to win federal contracts! (government)

https://youtu.be/jqfX2ZBg2Ck

https://govcongiants1.wpengine.com/wp-content/uploads/2018/11/BASICS-Building-blocks-to-win-federal-contracts.pdf

5 Step Formulas for Overnight Success!

Posted on by Eric Coffie

This is the time to take action and stop asking different questions about federal contracting. Use these 5 step formulas for your overnight success!

CREATE AN ORGANIZATION

This seems very basic but you have no idea how many people want to win federal contracts, yet they don’t even have an organization or haven’t even formed an LLC. 

If you haven’t created your organization, go ahead and do that first before you start pursuing contracts. With this, form an LLC because it’s easy to manage, cheap to open, and you can restructure  it any time.

It may seem mundane but you better do that first because we’ve had a scenario where people actually won a contract, but because they didn’t have a corporation (they only wrote it under the name of a corporation that wasn’t even incorporated),  the government could not award them the contract.

RECRUIT THE BEST PEOPLE

If you are building an all-star team for a video game, would you add the best basketball players or choose the ones that are not even that great? 

Of course, you would choose the best people. And that is the same thing with building a team for a contract opportunity. You make sure that you find the best people and the best companies to partner with and not just hire someone because you are related to them in some way. 

Where to get people?

You can get the best people through industry trade shows, conferences, and networking events.

Every single industry, no matter what product that they sell, has a conference where you will find all of the CEOs, the executives, and the corporate people in any respective industry.

However, you should make sure that you are talking to these people during these events and not just taking advantage of the free stuff there. Go to their table, sit down with them, and talk to them. 

“I went through the book and I got the pictures and I was able to establish an actual, a real rapport with those persons where they were able to give me their contact information later for questions because I wasn’t part of the massive crowd or audience trying to get their autograph or shake their hands after they were presented with an award. I got to them beforehand.”

What do you offer them?

You should present them an opportunity, may it be a contract, an increased revenue, a new marketing opportunity, and the ability to expand and grow their brand among others. 

There are a lot of things you can offer. Just make sure to present these to them while talking to them on these events or afterward because that’s how you get their attention. 

What are the benefits of hiring large companies?

1. They have money. 

If you’re working with a large organization, they have cash and lines of credit at their disposal and they’re more willing to let go of these money in exchange for an opportunity because they understand that nothing comes for free. 

However, if you work with your friend’s company who doesn’t have any money or any resources, they can say that they are certified, but besides that, they can’t really offer you anything else.

2. They have resources. 

It’s instrumental that you have resources when you start targeting set-aside projects because you’re gonna have to put together technical proposals and a lot of times you’re gonna need someone to put these together and review them over a short turnaround window.

3. They have history and past performance.

It makes it easier for you to talk to contracting officers and small business specialists when you have a huge company to back you up because in that way, you tend to speak confidently knowing that you have the team and the resources that they need. 

For instance, imagine working with a small company that doesn’t have resources and because of that, you overlook a million dollar mistake. That’s going to be a huge problem.

However, if you’re working with a huge firm, they surely have people to foresee that problem or the cash to pay for that. 

4. They are progressive thinking

Large companies understand the federal arena and they may already have people who have already investigated the market and understands the power of federal contracts. So, you don’t have to actually even sell them on that.

The only thing that you’ve got to do is convince them that you’re the right person to work with in obtaining some of these contracts.

5. Have the ability to branch out.

The last advantage of working with large companies is that they have the ability to branch out and work in multiple states.

TAKE ADVANTAGE OF THE BIGGEST GOVERNMENT LOOPHOLE

The All Small Mentor Protégé Program is brand new and once people understand the power of this program, in a very short period of time, they’re gonna close this as well because this is the same program that was modeled after the 8(a) program.

It’s the same program that highlights that if you’re a certified small business, then you can partner with a large company to pursue a specific opportunity. The catch is you should partner with them as a joint venture and then they agree to become your mentor. 

Then, that large firm now takes on your small business size; so if that company does $50 million a year and you do $50,000 a year, that company now qualifies as a small business and you guys can bid on these huge projects together.

So, while this program is still open, take advantage of this now!

START PURSUING IDIQ OPPORTUNITIES

IDIQ stands for Indefinite Delivery, Indefinite Quantity contracts which are opportunities that are multiple year contracts, so the contracts usually range from zero to five years and these have a dollar threshold that goes from zero to a hundred million dollars. 

So, how this works is if you get to the five years, whatever money you spent, that’s where it stops. Also, if you get to the hundred million threshold in three years, then that’s where it cuts off.

What are the benefits of IDIQ opportunities?

1. These are similar to a blanket purchase order.

A blanket purchase order is essentially when the government lumps together a whole bunch of projects that they want to get accomplished.

For instance, one of the company’s I consulted with was on a million dollar IDIQ and in that IDIQ, they need to pre-qualify in order to participate.

The good thing is these companies don’t need to bid on each contract or job because they are essentially prequalified in that IDIQ’s hundreds of jobs. 

2. There are a limited number of participants in the pool. 

An IDIQ doesn’t have hundreds of people in it. To give an example, SATOC and MATOC just have less than 10 companies in it, maybe even two companies competing for millions of dollars. 

3. Once the pool is closed, it is closed. 

Even if you’re a qualified company to be part of the pool of companies in an IDIQ, once you are late to prequalify yourself, you’ll never get in. 

That’s the benefit with these IDIQs because once it’s closed, it’s closed and they don’t add more people just because they are qualified, so you’ll be able to take advantage of its benefits until the time period closes. 

4. No company can do all the projects simultaneously.

Don’t think that you won’t have an opportunity in the federal marketplace. Consider that the federal government is spending millions of dollars a day. 

The best thing that you should do is work with the best company that you can find because you’re likely to be as good or better than the competition. The only difference is that they don’t know that these opportunities exist or how to pursue them and that is where your value comes in.

RINSE AND REPEAT

Once you win an award, the chances of winning becomes astronomically easier because the entities recognize you. 

However, instead of just bidding for projects after projects, why not consider a multiple year award contract that consists of hundreds of contracts with that information?

Consider that the documentation and paperwork is just the same whether it’s a small contract or a huge one, but what matters most is how people will look at you and your company.

Again, the contracting officers are risk-averse, but if you show that you’ve qualified for an IDIQ, then that legitimizes your business and who you are. 

“It’s another sales tool in your arsenal or marketing strategy that you can use and leverage when you’re going out and you’re talking to people on that.”

RESOURCES

Now, you already have the 5 step formulas for your overnight success, so stop asking questions and start taking actions!

Remember, if you plant a seed and you give it proper care, then it will grow into a plant and someday a tree. That’s the same way in this marketplace. You will just be closer to winning, once you do the legwork. 

With this in mind, if you want to learn more about the tips and tricks in winning government contracts, then join us here at GovCon Giants.

Just visit our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!

You can also check these resources below to learn more about the topic above:

5 Step Formula for Overnight Success – Govcon Training Day 4

https://youtu.be/lMMWh5dSbgU

https://govcongiants1.wpengine.com/wp-content/uploads/2018/11/5-Step-Formula-for-Overnight-Success-Govcon-Training-Day-4-.pdf

Government Programs to Help Small Businesses Export Products and Services to Foreign Markets!

Posted on by Eric Coffie

Export excellence with these government programs to help small businesses export products and services to foreign markets!

EXPORTING FOR SMALL BUSINESSES

American-made products are respected and coveted around the world and exporting goods and services to other countries is good for the United States economy and to all small businesses. 

However, while large businesses often have the experienced staff to successfully export their products or services, small businesses need extra guidance and support in order to understand the complexities of exporting successfully.

This is why it’s no surprise that governments at all levels pitch in to help small businesses in the US.

In fact, the departments within the federal government, especially the  Department of Commerce and the Small Business Administration (SBA), participate in enabling small businesses to bring products and services to foreign markets.

With this, the best place to start is at the International Trade Administration’s Export Solutions, a portal that pulls together the resources from 19 federal agencies that help businesses with exporting.

EXPORT EXCELLENCE!

1. Learn how to export.

If you want to compete on the world stage, you will need to learn the ins and outs of successful exporting.

You can do this through the SBA’s growing library of videos, podcasts, online courses, and other resources. Learn how to do your international market research now!

2. Understand the complex world of exporting.

Every country has their own licensing and standards requirements. Finding the right licenses and adhering to the right standards will ensure a successful exporting business. 

With this, the International Trade Administration’s Export Solutions provides a convenient landing page that outlines licenses, standards, sanctions, and training that exporters need to navigate through the international market.

3. Understand the market.

The United States Department of Commerce has an International Trade Administration that performs market research.

They provide over 100,000 industry and country-specific market research reports for US-based companies registered on their Export Solutions portal.

4. Find and connect with partners and buyers.

Through a variety of programs offered by the US Department of Commerce, small businesses can find potential customers through a Trade Leads program, receive trade fair certification to appear in foreign trade shows, search for partners, and meet foreign buyers in US trade shows.

5. Manage your financials.

It costs money to initiate an exporting business. With this, the SBA offers 3 loan guarantee programs:

  • The Export Express Program streamlines the lending process and backs up to 90% of a loan from a lender so small businesses can borrow up to $250,000 to fund a variety of exporting initiatives.
  • The Export Working Capital Program guarantees lenders up to $1.5 million of a $2 million loan so exporters have a working capital to fund the various costs required in exporting.
  • The Trade Loan program guarantees lenders up to $1.5 million of a $2 million loan so exporters can start exporting or become more competitive if they have been adversely affected by imports.

Get more information about these finance programs (including the temporary 2009 Recovery Act fee waiver) at the SBA’s website.

Apart from that, you can also check these organizations for financial solutions:

With all of these, there are also other insurance products that include multi-buyer policies, short-term policies, and political risk policies, depending on the destination and type of exporting transaction. If you want to learn more about this, visit this link.

THINGS TO CONSIDER

Note: The resources listed above are for federal government exporting use only.

Most states provide their own additional resources to help companies within their state export to the international stage. Be sure to Google the name of your state plus “export assistance” or visit your state’s government website for export guidance.With this in mind, if you want to learn more about doing business with the US government around the globe, then join us here at GovCon Giants. Just visit our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!