Tag: PTAC

Melissa Burant: PTAC Government Contracting Specialist

Posted on by Eric Coffie

Melissa Burant shares her govcon insights through the lens of a current PTAC government contracting specialist and a previous contracting officer.

BACKGROUND

Melissa Burant has over 20 years of government and contracting-related experience.

She served as a federal contracting officer at the Army Contracting Command in Rock Island.

During that time, Melissa also assisted in the Iraq Drawdown and managed the contract for critical security service operations.

She then left the federal service in August 2014 and is currently a government contracting specialist at the Center for Industrial Research and Services of Iowa State University’s Procurement and Technical Assistant Program. 

In this position, Melissa works with Iowa companies to develop relationships with other industry partners, delivers webinars and workshops, and works one-on-one with businesses.

Aside from all of these, she is also doing photography on the side for Melissa Burant Photography.

PROCUREMENT TECHNICAL ASSISTANCE CENTERS

The Procurement Technical Assistance Center (PTAC) Program is a program that’s funded by the Defense Logistics Agency (DLA).

The sole purpose of the program is to help government contractors interested in federal, state, or local markets to help them understand that market.

With this, they provide training, webinars, in-person workshops, one-on-one counseling on different topics in building your business and doing contracting. 

“What I  discovered as I got outside of the PTAC world is that there’s a lot of power in knowing and connecting and leveraging that network with others.”

SMALL BUSINESSES MISTAKE AND HOW TO AVOID IT

A handful of small businesses lack business strategy. These companies don’t really have a goal. They’re just throwing spaghetti to a wall and waiting for something to stick. 

“The thing is a lot of the people, they come with their dream, but they don’t always want to take the time and put in the work to write it down and to kind of strategize.”

As an owner, she recommended sitting down and do basic planning. Do you have a business plan? What are your goals a year from now? What are your goals two years from now?

It really stems from having good written communication because in building a business and doing government contracts, you fill out hundreds of paperworks every year.

“It’s really important (that) people understand how critical written communication is, and not just written, but good written communication. If you don’t have that skill and if you have to submit a written proposal to your government customer, it essentially comes down to an essay writing activity and you’re likely not to pass go.”

IN THE LENSE OF A CONTRACTING OFFICER

1. Lead with your value. 

Contracting officers don’t look at your numbers. They want companies that lead with value and not the programs that you are a part of. 

2. Consider the timeline. 

The legal process of every contract takes a lot of time, but the government agency that you are working with wants the project to be completed on or before the said due date. 

However, there’s no harm in asking questions regarding your contract’s timeline, as long as you have a valid reason and you educate them properly about the matter. 

RESOURCES

If you want to learn more about Melissa Burant’s govcon insights through the lens of a current PTAC government contracting specialist and a previous contracting officer, 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!

Melissa Burant – The free government resource that all small businesses should use, PTAC

https://www.youtube.com/watch?v=sdlmPcWeyD4

12 Questions to Ask your PTAC for Business Growth in 2021!

Posted on by Eric Coffie

Here are the 12 questions to ask for your PTAC for your business growth this 2021!

GO TO YOUR PTAC 

The reason why you need to take advantage of the Procurement Technical Assistance Centers (PTACs) near you is because PTAC is a free organization meant to help you. 

This organization has centers across the country that can provide you with the necessary support and service that you need, in terms of government contracting. 

However, if you don’t know the questions that you should be asking your PTAC specialist, then you’re basically just wasting your time. 

The key is to ask the right questions. And this is why we have this blog for you. 

“So, ask the question. Don’t be afraid to ask again. You cannot get the answer to the question that you don’t ask.”

QUESTIONS TO ASK

1. Can you help evaluate my business?

This is the first question that you should ask as it entails where you at as a business owner.

This lays out who you are, what you do, your experiences, so that the specialist can evaluate your business easily. 

This way, the PTAC specialist can recommend the type of people you need to surround yourself with or the contracting level your business fits the most. 

“That means looking at whether or not I’m fit to be a prime at the federal level, or maybe a subcontractor federal level, or maybe do I need to start at the local level to be a prime or a local subcontractor, or do I need to team up with someone to help me to be able to fill in the gaps of what I’m missing.”

2. What do I need to be successful? 

Now, after that question that showcases your background, ask your PTAC specialist what you need to be successful.

This is a different question than the first because in this case, you’re already asking what will help you to fill the gap. You’re showing them your weaknesses and with it, they may give you advice such as needing more training, getting the best possible team, etc. 

3. Can you help with market research?

So many of us ask about bidding, but if you were to bid in a market where there’s large contractors, there’s an abundance of people working on that already. 

You’re probably not going to have a good chance coming in as a newbie, however if you will ask this, they can analyze your situation and look at the region and space you’re in, and maybe determine the opportunities that exist that not everyone chases. 

“So, wouldn’t you like to know where there is an area in the market around… where there’s a whole abundance of opportunities and no one chasing them? That’s more important to me than bidding.”

4. What area are you most experienced in?

This is a question that you want to ask the PTAC person. This is not to ridicule the person, but to understand where they have more knowledge about. 

Because take it this way, it is more justifiable that someone with more experience in local contracting will surely motivate you towards that marketplace.

It’s not that they believe that you should do local contracts, they just don’t know that much thing about state or federal contracting.

“We are just trying to qualify the information that we’re receiving, so that we can make an informed decision for our business.” 

5. Do you have contacts in my industry?

Asking this won’t just help you learn about who the key person to talk to, your PTAC person may even have the contact information of these people.

“Having this type of insightful information will allow you to be able to maybe go out and pitch or do a presentation for one of these contracting officers, small business people, and then allow you to get some feedback that you wouldn’t have had before.”

6. What can I do to increase my odds for success?

How is this different from the previous questions? Well, this will help your PTAC person spark something in the back of their minds. 

“We are humans and we forget that we know certain things… and this is a way… hopefully trigger something in the back of their brain that reminds them of an opportunity of a person, of a relationship that they forgot that they had or that they didn’t think about based on your previous six questions.”

7. Have you heard of projects where no one is bidding?

There are a lot of projects from all government contracting levels that no one is bidding. And as a newbie in this marketplace, this should be something that you should take advantage of. 

8. What meetings can I attend and organizations can I join?

This question is a must. Although your PTAC person already has lessons to guide you towards your business growth, you need to learn more outside that space.

So, ask the question as it shows that you want to take initiative and you’re not just looking for free handouts.

9. Can I speak to your most successful clients?

Don’t be afraid to ask this question. Your PTAC person sure does have clients that are successful and with this, why not take advantage of that connection. 

Ask your PTAC person what events they attend, what organizations or meetings they are part of, and other similar information. 

You might not know, but there’s a possibility that you can bump into these people at an event. 

“Listen, you want to fly with eagles. In order to be the best, you have to learn from the best, right? So, you want to be around those types of people.”

10. What are some common mistakes small businesses make?

This is a great question because if your PTAC person has already been at this job for years, then they surely had people come through the door that wanted to succeed but failed. 

And with this, you can draw upon those people’s knowledge. How can you take that knowledge that they’ve got and implant it upon yourself, so that you can now learn the things that you should avoid?

“Find out what are those experiences. You want to make the most of your time and you want to gather all you know.”

11. Can you recommend a training that is low-cost or free?

Sometimes people forget about the resources that they have, so you should ask this question. 

“You have to be intentional in your meeting and what you’re asking for and ask them specifically this question, ‘Can you recommend any free or low cost training that I can take to further my knowledge?’”

12. Have you heard of GovCon Giants?

This question is something that we slid in this blog because GovCon Giants is a national non-profit organization. We are all across the United States and we’re growing… and we are providing training. 

Consider that PTAC receives millions of fundings to provide matching and training services to businesses. And with this, you might be able to spend days with someone from us to help you and your business. 

RESOURCES

As part of our goal to help all of you reach your business growth this 2021, we also want to lay out these 12 questions to ask your PTAC person. 

Still, make sure that you take the first step in the process and go to your nearest PTAC. Let them know that you are a serious candidate to be in the next multi-million dollar corporation and you need their help.

If you want to learn more about this topic, then check our full video below. You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

12 Questions to ask your PTAC for Business Growth in 2021

https://www.youtube.com/watch?v=Nz0tEWmHxcw&t=7s

Charles Jones ­- Baltimore Powerhouse Commissaries

Posted on by Eric Coffie

Learn how you can continue to meet your HUBZone requirements while growing your business, including the tips on writing proposals for federal contracting with CEO and President of C&S Jones Group LLC, Charles W. Jones.

BACKGROUND

Mr. Charles Jones ventured into the mortgage industry back in 2008. However, that was only until the market crashed and the economy tanked due to the recession.

During those difficult times, he decided to form a business he called the C&S Jones Group in 2010. It was founded to assist with the cleanup of abandoned properties on behalf of asset managers. 

“We didn’t know when the economy was going to come back and there was a bunch of real estate that was out here. So I did my due diligence and got a subcontract with asset managers to maintain the properties in particular areas.”

They also did the operations support for the army and did facility management operations where they operate and assist with operations of commissary stores across the country.

Fast forward to today, his business has been named by the Baltimore Business Journal as one of the top 50 minority owned businesses in Baltimore for six consecutive years and it has also grown to become responsible in managing commissaries throughout four states. 

For those who are unfamiliar with commissaries, they are where you can purchase discounted groceries and other household goods for active duty, reserve, and guard members. But what most people are unaware of is that the success of this program is thanks to the diligence of the C&S Jones Group.

EXPERIENCE IN THE FEDERAL MARKETPLACE

Mr. Jones didn’t have any idea about writing proposals nor did he have any background, or friends who showed him the ropes. What he did was go to every outreach, agency and events that could teach him how to play in the field.

But he also credited the local PTAC or Procurement Technical Officer for being a huge help with his procurement technical assistance. 

“In the past, we literally just kept grinding. If we could not win the contract, we would do a debrief to see where we were strong and which areas we needed to improve.” 

Mr. Jones shared that he has had his fair share of defeat in the federal marketplace but what really pushed him to keep on going was that he understood that there was some space for the company to get in.

And all he needed was a good product, a sound business practice, and that the federal marketplace was a leveled playing field.

“Federal Contracting is an open book. You compete on a level playing field as everybody gets the same information.”

The HUBzone Program

“Businesses are all about solving a problem for somebody else and capturing some revenue for yourself.”

The HUBZone stands for Historically Underutilized Business Zone. It is basically an area where business development and growth has been fairly limited. The program’s goal is to help small businesses in urban and rural communities gain preferential access to federal procurement opportunities.

And they award at least three percent of federal contract dollars to HUBZone-certified companies each year.

While three percent may not sound like much but in 2011,

 

that percentage amounted to over 9.6 Billion dollars and was awarded to small businesses. 

In 2012, the median total value of awards for these firms was slightly more than $360,000.

The HUBZone certified companies either compete for contracts or are awarded a sole source contract. 

And when they compete for contracts amongst other HUBZone certified companies, they compete within a smaller pool of contractors.

They receive a 10% price evaluation preference in open contract competitions. Its main benefit is the growth you’ll be bringing into your own community!

So how can you know if you qualify for this program?

Well, HUBZone certification is location-based. All you need to do is to confirm if your business is located within a HUBzone, look up your address on the HUBzone map. 

If you are located in a HUBzone then the next step is to check out your eligibility requirements and the application process. 

Get 8A Certification Only When You’re Ready

“A lot of companies have made the mistake of getting their 8A certification way too early in the game.”

Mr. Jones mentioned that the 8A certification is a nine year program and if for example, you came in too early and had to spend five years to hit your mark, you’ll only have four years left to benefit from the program.

If you haven’t even opened up your business, don’t get 8A. Make it work in the beginning and not at the end.

The 8A is not a guarantee that you can receive a contact. You can’t get any contracts during that period if you don’t have the credit line, the security clearance, the past performance, and the relationship. 

This is not an easy industry where you only need to provide a certification. There are a lot of regulations to follow. You have to have people to trust you.

“Remember, you are using the taxpayer’s money in federal contracting, if you fail to deliver what you’ve promised then you are out of the game.”

RESOURCES

If you want to watch the full video of the interview with CEO of C&S Joes Group LLC, Charles Jones on how to stay ahead of the curve and continue to grow in federal contracting then be sure to click the link down below.

Charles Jones ­- Baltimore Powerhouse Commissaries: 

GovCon Website: 

https://govcongiants1.wpengine.com/podcast/charles-jones-baltimore-powerhouse-commissaries/

Youtube Full Video: 

https://www.youtube.com/watch?v=jd3bsvoKfiQ

Matthew Schoonover: Joint Venture and Mentor Protégé Guru

Posted on by Eric Coffie

Representing small businesses on matters relating to government contracting, Matthew Schoonover shares his insights about the mentor-protege program and the joint venture agreement.

BACKGROUND

Matthew Schoonover is an experienced attorney who worked in the industry for more than 10 years with institutions like Snell & Wilmer and UnitedLex professional services. 

Currently, he is a partner at Koprince Law LLC, a boutique law firm in Kansas, that works exclusively with federal government contractors. As part of his practice, Schoonover counsels government contractors on issues with the government as well as represent them in bid protests and claims. 

He is also a frequent contributor of SmallGovCon, a blog managed by Koprince Law to provide legal news and notes for small business contractors.

MENTOR-PROTEGE PROGRAM

Schoonover states that this is a business development program open to all small businesses of any socioeconomic designation, including those who are part of the 8(a).

This program works when a bigger business or a mentor agrees to help a small business develop their business, enhance their capabilities, and become more competitive.

On the side of the mentors, they will also gain an exemption to affiliation for the items of assistance and they can take up to a 40% equity stake.

Also, if they agree to enter into a joint venture agreement, the Small Business Administration will only consider the protege side for determining the size of the joint venture. This is a huge benefit for both parties because ordinarily a joint venture has to be between two small businesses. 

“The government has experienced working with some of the larger companies already. They trust them, they know them, they know that they have the ability to get the projects completed. So, teaming up with these people would improve your reputation as a small business as well.”

However, in order for this program to be effective, small businesses should work with a mentor who really understands their business. They should mainly be able to understand the goal of the program.

“I think generally the relationships are stronger when the parties know each other, if they’re both committed to helping the protege grow. And if part of that can be a joint venture for a job, that’s awesome.”

Because of this, you should find a mentor that is within your industry. This can be people or businesses that you have worked with in the past and even your competitors.

Also, you can consider talking to your local SBA office or to your local Procurement Technical Assistance Centers as they will surely help you in finding a prospective mentor. 

“So I really encourage folks to, you know, sit back and think about… what are some companies that I look up to or then I admire and do I have any contacts there or know of anybody who might be able to introduce me to start that discussion? And it really should frankly be a discussion between the mentor and the protege.”

JOINT VENTURE AGREEMENT

Schoonover defines a joint venture where two businesses come together to form a third separate legal entity in order to bid and perform a job. Because of this, the old SBA rule wherein the sizes are combined no longer apply. 

In most cases, this agreement only applies to two small businesses but if you are under the mentor-protege program, this also applies to you.

However, one of the companies, which should be under any SBA program, has to be the managing venture that provides the different requirements under the FDA’s regulations. They also need to follow the different approval requirements depending on the socioeconomic status of the joint venture.

“The parties need to make sure that they’re meeting the knows.”

Apart from that, there is also the 3-in-2 rule wherein it says that a joint venture cannot be awarded more than three contracts within the two year period.

RESOURCES

If you want to watch the full video of the interview with Matthew Schoonover as he shares his insights about the mentor-protege program and the joint venture agreement, then be sure to click the link down below.

006: Matthew Schoonover – Joint Venture and Mentor Protégé Guru

https://govcongiants1.wpengine.com/podcast/matthew-schoonover-joint-venture-and-mentor-protege-guru/

https://www.youtube.com/watch?v=df9jBqAT3Xc&list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH&index=16