Tag: sba

How To WIN FEDERAL CONTRACTS With No Past Performance

Posted on by Eric Coffie

On average, there are 2,000 to 5,000 new government contracting opportunities available each day in all industry categories. 

Taking a piece of that pie is no small matter, as government contracting involves technical complexities that people often find overwhelming. 

Is it possible to win Federal Contracts with no past performance? The answer is yes.

It’s a massive market, and almost everyone, if not all, wants to go into this industry. But many small business owners don’t how to do it or don’t have the time to learn about it, so that’s where consultants come in.

There are companies that have the potential to go after and win federal contracts, as they have tools, money, and past performance. 

All they need now is to hire someone who can do the research and preparation for them while they focus on running their business.

THE ANSWER: Consulting Government Contracts

The reason people struggle when going into the federal marketplace is that they’re going through it alone. 

They think they can come into this market and start by being a small firm and expect that their business will eventually grow and build credibility over time.

The problem with that mindset is that hoping to grow strategically over time is ineffective in government contracting. The government cycles are so long that the opportunity you’re looking at might be gone for the next five years.

Organic growth only works if you’re building products, revenue generation models, and subscription-based services. 

When you’re in the federal marketplace, you need to take advantage of what opportunities exist right now while you’re active. So how do you do that when you’re just the little guy? 

If you lack the capability, team, and capital, you’re going to have a hard time successfully doing government contracts by yourself.

When you do it as a consultant, however, you don’t need any money. All you need is hustle, grit, and knowledge on federal procurement. 

Although doing local and city work like micro-purchases, the government might give you some money upfront, that’s still not enough money to take care of yourself and feed your family. 

If you want to make more money, like six figures, government consulting is the way to go.

HOW TO BECOME A FEDERAL CONTRACTS CONSULTANT

I’ve got videos on how you could become a Consultant for Federal Contracts on my YouTube channel, but in a nutshell, what you do is you find companies that want to get into the marketplace and help them win federal contracts.

Many small business owners think that the government will not buy their products or services, but on the contrary, the government buys everything. 

So what you do, as a consultant, is work out a contract between the small business and the government, and if successful, you will receive payment in response to that.

I’ve also written a guide on How To Become a Federal Government Contractor. It’s a step-by-step process for people who are starting out as a contractor.

Do You Need Set-Asides to Win?

There’s so much misinformation about set-asides, like how they’re the only way for people to win in this industry. 

Apart from the fact that set-asides only represent a small percentage of all the opportunities in the federal arena, I’m here to tell you that they’re not even written or asked on most contracts.

If you go through sam.gov, you will see that most contract opportunities put “Total Small Business Set-Aside” as their contract classification. 

What is Total Small Business Set-Aside? This pertains to companies that fall underneath the small business size standards table by the SBA.

If you find yourself under that threshold, then you are a small business and you are qualified to go for that contract.

So, the answer is No. You don’t need set-asides to qualify for these contract opportunities.

RESOURCES

If you want to learn more about how you could win contracts with no past performance, then be sure to click the resources below. You can also visit the GovCon Giant website or the new GovCon Edu, where you know everything about government contracting!

How to WIN Government Contracts With No Past Performance?

https://www.youtube.com/watch?v=uR8vdTtvuyU

How to Win Government Contracts WITHOUT Past Performance! PT 2

https://www.youtube.com/watch?v=on8gxVwwHQ8

Want to make money as a Government Consultant, follow these steps – Eric Coffie

https://www.youtube.com/watch?v=g1801TXW3pQ&t=133s

http://www.bidnotice.org/Facts.html

Steven Koprince: Founder of Koprince Law and Small GovCon!

Posted on by Eric Coffie

Learn about government contract laws and regulations from the founder of Koprince Law and SmallGovCon, Steven Koprince!

BACKGROUND

Steven Koprince is the founder and is a Senior Partner at Koprince Law LLC, a boutique law firm providing legal solutions for government contractors.

He also founded the blog SmallGovCon where he has written over a thousand posts on government contracting legal issues.

The site is viewed by thousands of readers each month and is one of the official must read websites for learning about new rules, changing policies, and court findings in federal procurement.

Mr. Koprince is also the author of the book entitled The Small-Business Guide to Government Contracts and three GovCon Handbooks providing in-depth information on discrete government contracting topics. 

Due to all of these, he appeared on numerous radio programs and podcasts and has been quoted in several national news outlets regarding different government contracting matters.

He is also a ten-time Association of Procurement Technical Assistance Centers featured speaker and was honored as a “Friend of APTAC” at the Spring 2016 APTAC National Conference.

ALL SMALL MENTOR-PROTEGE PROGRAM

In the All Small Mentor-Protege Program, any small business can team up with a mentor that is approved by the Small Business Administration (SBA).

The mentor then provides business development assistance to the protege and in return the SBA allows the mentor and the protege to form joint ventures. 

What mentors get?

With this, as a mentor in a joint venture project, you’ll be getting 60% of the profits because you did 60% of the work, meanwhile the protege is getting 40% of the profits.

Apart from that, the SBA also recently confirmed that it is legal for a mentor to be getting 40% of the small business’ 40% profit because in that joint venture, you basically own 40% of their company.

Lastly, mentors can have up to three proteges at one time. Although the proteges can’t be actual competitors to one another, there’s a lot of room and opportunities out there. 

What mentors should provide?

Primarily, mentors should provide business development. It is a requirement in the mentor-protege program, so that regardless if the protege gets a contract or not, they will still exit the agreement in a much better spot than when they entered. 

This is why it is a must for proteges to not skip the mentor-project agreement before entering a joint venture because by doing this, the mentor has the contractual obligation to provide business development.

“Whatever it is you need to take your business to the next level, you ask your mentor to put, to do that.”

Apart from that, the mentor can also provide financial assistance, provide facilities, help in writing proposals and anything related to project management, and help the small business in developing good internal policies and procedures.

How do proteges find mentors?

Most primes want to mentor businesses that they have a past relationship with and not just someone who goes straight and asks them, “Hello, be my mentor.”

So, the best thing to do is be a subcontractor to them. All these large businesses have subcontracting plans and they need subcontractors with different socioeconomic certifications.

If you see a contract coming up that they’re bidding and that you could be useful to, let them know. You will then be included on their team and you can start working together and soon build a relationship. 

THE THREE-IN-TWO RULE 

The three-in-two rule was a restriction on joint venture entities. In this rule, it said that within a two-year window period, you are only restricted to get three contracts. 

Then, after you get your third contract, you can either stop working with your partner or mentor or you form a new joint venture and resets the clock to zero. 

However, this is where it gets more frustrating because when you continue bidding under that old joint venture and you exceed the three contracts, the size of your partner will then be added to yours, so you now can’t go after small business set-asides.

And if you build another joint venture, you will still be subject to the three-in-two rule which means that if you reach the three maximum contracts, you need to build another joint venture. 

Fortunately, the three-in-two rule was recently changed where they get rid of the three parts. 

Now, in this new rule, the two rule, joint ventures can already win as many contracts as they want between the two-year period. 

Still, consider that the two-year period is still there and if you continue bidding after that period with the same joint ventures, then you will be found affiliated with that and could get in trouble. 

SMALL BUSINESS SIZE STANDARDS

In the old small business size standard, small businesses were determined based on the number of employees or dollar amount of revenues from a three-year average.

However, the Congress made some changes and on December 17, 2018, the Small Business Runway Extension Act of 2018 was signed into law.

With this new modification, small businesses are now determined based on a 5-year average.

HUBZONE PROGRAM

In recent years, the government wasn’t able to reach its goal for the HUZone Program. This may be due to structural issues that are imposed in the program that affects disadvantaged businesses in HUBZone areas. 

One of the structural issues has been its 35 percent requirement wherein HUBZone companies should have 35% of its employees living in a HUBZone area. 

This is certainly a problem because this requirement must be met when these businesses apply in the program and during both the bid date and award date of a contract. 

Another problem is that if one of these employees living in a HUBZone move to another place or quits the job, then you will be removed from the program. 

Fortunately, there are positive changes that the government made for HUBZone companies.

Now, you don’t have to maintain the 35% requirement within a contract’s bid date and award date, as long as you meet it on the date of your certification and you will do an annual renewal afterwards. 

Then, the government also made it for you to do joint ventures as they get rid of the requirement that you can only do this with another HUBZone company. Now, you can do joint ventures with a mentor, like any program. 

OTHER THINGS TO CONSIDER

1. Don’t do something that is not written in your contract.

Many folks believed that everyone in a contract or a project who carries a government business card can essentially tell you to do more work or change your work, but it is not.

Only the contracting officer can do these changes as they are the ones who have the authority in that contract. 

For instance, if you are doing a landscape project and the project manager asks you to do something else, then you should not agree to it, unless the contracting officer made the changes in the contract and added what the project manager asked. 

But what happens if you do it, will you get paid? In some cases, you will be paid through ratification, but this is optional and it depends on the people in that agency. This is why you should protect yourself from these instances. 

2. Update your SAM profile before you submit a bid.

It’s a common misconception that you only need to update your SAM profile once a year, but this information is false. 

In fact, the FAR says that any time you bid on a government contract, your reps and certs in SAM should be current, accurate, and complete, as of that date.

So, one year is the minimum of making changes. If nothing has changed or you didn’t bid in anything, you still have to update it once a year. 

However, if anything changes in those reps and certs and every time you submit a bid, you need to update it, otherwise you’re making a false certification towards the government. 

3. 1099ers are subcontractors, not employees.

1099 independent contractors are subcontractors. This doesn’t mean that you need to give them your subcontracts to companies, but you can call it an independent contractor agreement that hereby incorporates all the FAR clauses.

You can’t also call them 1099 employees. You either classify them as 1099 or your employees. You can’t have it both ways.

Besides, you can’t tell the IRS that they are a 1099 while also telling SAM that they’re an employee when you want that to be true.

However, if you call them employees, then you better be paying all of your unemployment taxes and other stuff, otherwise you’re committing tax fraud.

RESOURCES

If you want to learn more about government contract laws and regulations from Steven Koprince, 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!

81: A Guest That Needs NO Introduction… Mr. Koprince of Koprince Law

https://govcongiants1.wpengine.com/podcast/081/

https://www.youtube.com/watch?v=9QelKtX7HKk

Narjis Ali: Pakistani Immigrant turned award-winning IT security company

Posted on by Eric Coffie

Learn how Narjis Ali, a Pakistani immigrant, built an award-winning IT security company!

BACKGROUND

Narjis Ali fled from Pakistan to the United States alone, before being followed by her three children. 

She then founded Sure Secure Solutions in 2004 to optimize the IT atmosphere and to provide information and security to the government and the private sector.

Today, the company is known as an Information Technology security company providing services including cloud computing, web development, cybersecurity, content and information management, and data analytics. 

Due to all of her hard work, Narjis Ali received numerous awards dating back in 2012, including the 2016 SBA Small Business of the Year award, the 2016 and 2017 NASA Small Business Prime Contractor of the Year, and the 2017 Small Business Prime Contractor of the Year at NASA HQ and NSSC. 

Apart from managing her company as the President and CEO, she is also doing volunteer work and is helping organizations across the globe in promoting entrepreneurship.

“I think that diversity adds so much more weight… You’re walking, talking ambassadors of your people and you become good examples of where you are and where you’ve been. I think that’s so important to me to hear people’s stories from, coming from different backgrounds.”

NAVIGATING THE FEDERAL MARKETPLACE

When Narjis Ali immigrated to the U.S., she needed to start her life all over again. She worked in companies related and unrelated to software programming and development and architecture.

Then, after a couple of years fearing the unknown, she started her own company. It took her awhile, but when she hired more employees, that’s when it dawned on her that she had a company.

In 2010, that’s when she made a strategic change to her company. She brought in more partners to get diverse skills in the company.  

One key person was the late John Michael Lounge, a former astronaut, who played a role in helping her with the company’s business development.

She also joined the 8(a) program that same year and was approved on February 8, 2011. 

However, navigating the federal marketplace is different and because she didn’t have much resources and knowledge, she faced difficult challenges at that time.

“For anyone starting your business with the intent to work with the government, it’s a whole different world. I mean, you have to know and you have to know how to navigate through the system.”

Fortunately, she was able to gain success in the following years and was able to learn how to navigate the federal market. 

“The advantage I had was, which I feel till today, is the relationships that I’ve built with my customers. When I say customers, it just doesn’t mean the customer who you’re selling the product or services to. I’m talking about customers in the way of the environment that allows you to be there and create those relationships with coworkers, colleagues, other companies, and the customer.”

ADVICE FOR SMALL AND LARGE BUSINESSES

1. Have familiarity with your target customers. 

Not all opportunities are meant for your company. Some of these are in your domain and some aren’t, so you need to learn how to filter these opportunities and focus mainly on where you want to be. 

This way, you will be able to really learn about what your customers need and place your company in a position where you are seen as knowledgeable. 

“It’s very important to filter out very quickly where you want to focus. It’s better to focus on a few agencies and be persistent and get to know that very well.”

2. Sit on the backseat.

As company owners, you want to really be the one to lead your company in everything it does, but you should not be the one doing it directly. Learn to sit on the backseat and see what’s happening. 

“Almost six years of my 8(a), I was a billable resource… But you know what it took away from me… is that you’ll have to sit on a back seat where you have limited interaction. You do have interaction with customers, but, you know, you don’t spend all your time there because you will not be able to grow the company that way.”

3. Find a resource with technical capabilities.

In building your company, you need good people with technical skills and expertise. You don’t have to be the one facing your customers all the time, you can hire good people to do it instead. 

“There have been times in my company where we’ve had to cut back on management expenses so much and yet we want to keep the people that are providing good value to us so that they can stick around… We feel that these are people that are the most valuable resources the company has.”

2. Be proactive in helping others.

There’s a handful of resources where people can learn about government contracts, but the best resources are the people who have already been in the marketplace for years.

“I would say, just work with a lot of other companies that have gone through things and find out what worked for them, what didn’t, because those lessons are not recorded anywhere.”

So, if you are the latter, why not help new companies? Be a good resource and help them learn how to navigate this lucrative marketplace. 

RESOURCES

If you want to learn more about Narjis Ali, the Pakistani immigrant who built an award-winning IT security company, then check the resources below.

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

001: Narjis Ali launched a NASA award winning IT security company

https://www.youtube.com/watch?v=PIy1d2r0xBI&t=551s

https://govcongiants1.wpengine.com/podcast/2019/05/07/01-2/

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

Frank Spencer III: From $1,000 Investment into Multi-million Construction Firm

Posted on by Eric Coffie

Frank Spencer III shares how he bought his dad’s company and what he learned by going through the process!

BACKGROUND

Frank Spencer III was born and raised in Pecos, Texas. He played in the American Gridiron Football in Australia and graduated from A&M University.

He then began his career in the mortgage lending industry, but changed path when his father offered to sell his company’s business name for $1,000. 

Currently, he is the President of Aztec Contractors, Inc., a general contracting company providing general construction, construction management, engineering and surveying services to both government and commercial clients.

In 2016, Frank was the recipient of the El Paso Minority Small Business Champion Award at the SBA’s Small Business Week awards.

Meanwhile, his company became part of the Inc. 5000 list with their 242% growth this year.

PURCHASING AZTEC CONTRACTORS, INC. 

Before the market crashed, Frank and his father had a  conversation about starting his own business and his father offered to sell Aztec Contractors for $1,000.

However, it was not an easy path for Frank. His father charged him for his space in the company and for using his accountant.

He then thought it was brutal but it was the right thing to do to teach him a lesson. 

“It’s something he instilled in us at a very early age that nothing’s given to you, you gotta work for it.”

HARD TIME GETTING FINANCES

In managing Aztec, it took them six years to find an investor and a local bank to support them to get started. 

Although he had investors and a bank to support the company, they put tremendous hurdles in terms of liquidity and it’s a battle to work on their backlogs because he wanted to do it on his own. 

Luckily, with the help of the Hispanic Chamber of Commerce who helped put their loan package, Aztec Contractors received a small business loan worth $1,000,000  through the SBA 7(a) Guaranteed Loan Program in 2012.

GETTING INTO THE GOVERNMENT SPACE

Aztech Contractors received their certification in February 2009, but their biggest struggle is their infrastructure because they don’t have enough past performance.

However, Frank continued on working and going to local and national events to communicate with other contractors and do their capability presentations. That’s when in 2012, they received their first sole source job in Homestead Florida. 

“So you know, just trying to find other people that would help you and really just trial and error, just stumbling on these things or asking questions or knocking on the door and then having to shut in your face.”

Although that project didn’t make any money, this gave them the necessary past performance because six months later, the GSA gave them a job worth of over a hundred thousand dollars.

“That’s the story I like to tell a lot of these 8as that are coming out and, you know, just hungry to get work. And sometimes those opportunities there’s risks but, you know, if they open that door slightly, take it, run with it, bear down. And that’s kind of what kicked me off, you know, a $43,000 job. And now, we’re doing, you know, $20 million job.”

ADVICE FOR BUSINESSES

1. Know your “why.”

As a business owner, you need to learn the market but you should also not forget to have a management perspective on everything. Remember, you are a leader and it is your job to fill the gaps in your organization. 

“That vision early on has given me that I know where I need to be and I’m not going to stop till I get there. And that’s where it comes from, I think because there’s a reason, there’s a why behind it.”

2. Look for every detail. 

Be reliable, predictable, and consistent. Focus on what you’re supposed to do and if there’s a little thing that needs tweaking, then work it out because those simple things are important. 

“In our situation, our businesses in general, is if we look at the little things, if we take care of those things, then, you know, when it’s, when the big things happen, you’re there. You got it… I mean, that’s how I look at things. I’m always looking at the little things, paying attention to detail, and pushing our team to try to do better, find ways to improve.”

3. Be accountable.

At the beginning, you should already set everyone’s expectations on what level you are working or what you can do, because in this sense, it’s not really threatening but accountability.

“I think that if you’re putting yourself out there and they’re putting in, you’re also putting them again, it, they know that when you sit down at the table, you know, things are going to come up and it makes people feel uncomfortable. But I think that that’s how they earn their trust and their respect, because you’re, you’re not, you’re not hiding anything.”

RESOURCES

If you want to learn more on how Frank Spencer III shares how he bought his dad’s company and what he learned by going through the process, 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!

075: Frank Spencer III – Turns $1,000 investment into multi million dollar construction firm

https://govcongiants1.wpengine.com/podcast/075/

This is How He Turns $1,000 investment into multi million dollar construction firm

https://www.youtube.com/watch?v=s0_wxZ8DyE8

Teresa Jacobsson: Alaskan Woman Helping ANCs and Tribal Entities Succeed!

Posted on by Eric Coffie

An Alaskan woman herself, Teresa Jacobsson shares her story in building her own firm and what drives her to help other Alaskan-Native Corporations (ANCs) and tribal entities succeed!

BACKGROUND

Teresa Jacobsson held different positions for several ANCs and tribal entities for over 15 years before founding JW Industries Group, an 8a, Alaskan-Native, and woman-owned management consulting firm.

Through this company, she provides professional and industrial services including contract management, SBA 8a application and development, and construction management among others. 

Apart from this, Jacobsson also founded these non-profit organizations: the Alaska Tribal Administrators Association, the Alaska Women’s Leadership Forum, and the Jacobsson Foundation. 

She also served as a director of The Eva Foundation and volunteered to mentor women in business and those recovering from trauma. 

In 2017, Jacobsson was recognized as the Women Entrepreneurs of Alaska Mentor of the Year.

JW INDUSTRIES GROUP

Even before building her own company, Jacobsson is already fascinated with the structure of businesses.

“I love the structure of business. I love to see the growth. I like when people can share a product or a service and it’s needed and it’s well received. I think that that in itself is an art form.”

Then, instead of renewing her contract with an ANC, she built JW Industries Group in 2011, and then approached the 8a program in their second year. 

Her business continued to grow and they were able to help more ANCs and tribal entities.

Still, even with this success, Jacobsson wants to further improve their capabilities. In fact, she’s looking for a mentor who will help them achieve this.

“I told one of my employees the other day, I said, ‘You know, we have got to constantly be evolving and growing and needing demands.’ And especially right now, all the things that are going on, how do we make, remain a viable company? You know, how do we have to adapt? What new technologies do we have to, you know, embrace?”

ALASKA TRIBAL ADMINISTRATORS ASSOCIATION

Jacobsson built this organization to help over 200 tribal administrators in Alaska with their roles as the head of their tribes.

This is because, in most cases, they are tasked to be the first responders on matters including federal funding sources, reporting, public safety, and others. 

“My belief is if we have a supported tribal, we have a healthy and supportive tribe, which means we have a healthy and supported community, which means we have a healthy and supported Alaska.”

ALASKA WOMEN’S LEADERSHIP FORUM

During any event and conferences that Jacobsson went, there’s always a group of women who would get together and start a little impromptu sessions during breaks.

Realizing the reason behind it, she decided to do it for women in Alaska in order for them to have a group of people who can help them with their journey.

“This isn’t a nonprofit for women leaders, it’s a nonprofit for all women because all women lead, whether you’re going to school, whether you’re running a home, whether you’re a federal contractor, while women lead and women should be supported that way.”

ADVICE FOR SMALL BUSINESSES

1. It’s about relationship-building.

Looking for opportunities is sometimes daunting but when you have a good relationship with other business owners, they will be happy to ask you to work with them. 

“You know what I tell my folks who are clients, who are here, who are new to it, is, you know, it really is about relationships. It’s about who you can work with, that joint venture partnership where you can build that experience and put it on your own list of past performance.”

2. Keep your eyes on the prize.

Over the course of years, Jacobson did everything to gain success. She reached out to others, sent her capability statements, and built relationships.

Although most of the time, she didn’t hear anything from these people, she didn’t give up. She just continued doing it until the right people came in. 

“Don’t give up. Keep, you know, keep your eyes on the prize. Where (do) you want to be? Visualize that. If you can hold it in your head, you can hold it in your— If you can see it in your head, you can hold it in your hand.”

3. Be a good steward of your time.

Don’t let everything be only about your business, you also need to keep account of your time on other matters, especially your family and your health. 

In order to do this, take note of your schedule and inform your employees and your clients regarding it. 

“I’m a really good steward of my own time. And I make sure that I set those boundaries with clients right off the bat, because when I first started my company, I’d be getting texts at 11 o’clock at night, ‘Hey, the board meeting is still going. You need to call in,’ and things like that. And I learned, you know, I learned that it’s better for us and it’s better for the client that we respect one another’s boundaries.”

4. Hire slowly, fire quickly.

When you bring people on board, you need to assess if they really believe in your mission because if they do, you have a community and a family helping you achieve your goals. 

“Just because they look good on paper, doesn’t mean that they’re necessarily a good fit and believe in what you’re doing.”

5. Do your homework in looking for a mentor.

You need to do your own research in order to ensure that your mentor wasn’t previously disbarred or is a problematic one. 

Also, they should be responsive and will provide you a mentor-mentee relationship, not just to win contracts.

“You’re worth it. You’re worth having a good mentor. You’re worth being a good mentor. And you know, especially for the, you know, the individuals who own an 8a company like I do. You know, we have to have that mindset. We’re worthy of good mentorship.:

6. Appreciate the small things.

Sometimes, you need to appreciate the little things like getting a gift card and buying a butter dish, instead of just getting into the ebb and flow of things. 

“You know, all that hard work really, what’s it about? It really is about moments like this, you know, where you appreciate small things.”

7. Remember why you formed your company.

When you have those days where you don’t like getting up, remember why you started your company. Your work may be so difficult, but how do you make it joyous?

If you have to put your mission and your vision statement somewhere on your wall, then do it. Just make sure that in everything you do, you remember the excitement that you felt when you first created your business. 

“I had to remind myself, ‘Remember, girl, you formed this company. Not anybody else start your own company.’ They said, it’d be fun, they said. You started this and you started it because you felt that there was a need out there. I want you to remember that and remove that energy of franticness and, ‘Oh my God, I need a contract.’ And, you know, there has to be joy in what you’re doing. Always remember why you formed it.”

RESOURCES

If you want to learn more on how Teresa Jacobsson built her own firm and what drives her to help other ANCs and tribal entities succeed, 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!

073: Teresa Jacobsson – Alaskan Women driven with a purpose to help Alaska Native Corporations and Tribes succeed

https://govcongiants1.wpengine.com/podcast/073/

Alaskan Women driven with a purpose to help Alaska Native Corporations and Tribes succeed

https://www.youtube.com/watch?v=74RsdRHAxr4

Dee Kivett: Queen of Quality Control

Posted on by Eric Coffie

Experienced quality consultant and supply chain company CEO, Dee Kivett, shares advice for small businesses and the importance of providing quality control when working with the government.

BACKGROUND

Dee Kivett grew up with her father and his four brothers being part of the famous Wood Brothers, the longest running race team in the NASCAR Cup series.

This may be one of the reasons why she pursued a bachelor’s degree in Mechanical Engineering and further developed her background through her MBA and master’s degree in Engineering Science and a doctorate degree in Automotive Engineering. 

She also had an in-depth background in terms of quality control through her experience in working as a quality consultant and manager with various companies including Universal Supply & Services, General Motors, and General Electronics.

Currently, Dee Kivett is the President & CEO of NextGen Supply Chain Integrators, a company providing a full range of sourcing and consulting solutions following the highest quality standards for the government, the defense, and commercial clients. 

She is also an adjunct professor at Clemson University wherein she teaches design and manufacturing project management for the automotive industry.

QUALITY CONTROL AND CERTIFICATIONS

In providing services to agencies and private clients, Kivett knew that the process of quality control is complex.

“Its traceability to every detail about its fabrication are quite critical to ensure that those who will use those parts and components in the assembly of something as critical as an aircraft, they have the assurances that they have full traceability on every part and component that goes into it.”

It is more than just getting an ISO 9001 certification because in terms of automotive and technical machineries where safety is a major concern, there are a lot of prescriptive instructions that companies need to accomplish and all of these should be kept. 

“There’s no room for error when a human life is concerned.”

Kivett also encouraged her clients to be certified to the IT standard and any other standards that need to be followed in working with both the government and the commercial marketplace. Then, this standard should strongly be applied from the top tier all the way down.

“Different manufacturers based on the risk of what’s being incorporated into their assemblies will roll those requirements down to lower and lower levels within the supply chain.”

ADVICE FOR BUSINESSES

Kivette believed that business should walk before you run. Don’t just go down and dive in the marketplace especially if it’s a critical one like the aerospace and medical device industry. 

“Refine your craft on something with less critical requirements, get your processes in place, be confident with the way you’re managing your business, and then grow into those industries where the requirements are more strict.”

It’s just like teaching your children driving. You don’t let them drive a Lamborghini if they don’t even know how to drive. Start with small steps first just like teaching them how to drive using a cheaper automobile that won’t cause you too much trouble and loss.  

“The same falls true for a manufacturer. Get started, build your capabilities, your strengths, your abilities, get your quality management system developed around the basics before you try to enter into a business where safety is a critical part.”

Then, she also encouraged businesses to think beyond the federal marketplace. There is a wide variety of clients that you can work with. So, start with those marketplace that you already have an in-depth knowledge of its consumers. 

“Do we want to be the 75 cent bolt or do you want to be the $250 bolt in your life? It’s all about the amount of detail and time and care that you put into the work that you do and how you can present yourself. So they’ve got the same amount of raw material in each one. Same amount of actual physical processing of work went into each one. But that attention to detail is what differentiates the 75 cent bolt from the $253 bolt.”

RESOURCES

If you want to watch the full video of the interview with Dee Kivett as she shares her advice for small businesses and the importance of providing quality control when working with the government.

015: Dee Kivett – Queen of Quality, CEO/President of Next Gen Supply Chain Integrators

https://govcongiants1.wpengine.com/podcast/dee-kivett-queen-of-quality-ceo-president-of-next-gen-supply-chain-integrators/

https://www.youtube.com/watch?v=4wJj5Ywz0wo&list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH&index=8

Dee Kivett: Queen of Quality Control and Certifications

Posted on by Eric Coffie

Experienced quality consultant and supply chain company CEO, Dee Kivett, shares advice for small businesses and the importance of providing quality control when working with the government.

BACKGROUND

Dee Kivett grew up with her father and his four brothers being part of the famous Wood Brothers, the longest running race team in the NASCAR Cup series.

This may be one of the reasons why she pursued a bachelor’s degree in Mechanical Engineering and further developed her background through her MBA and master’s degree in Engineering Science and a doctorate degree in Automotive Engineering. 

She also had an in-depth background in terms of quality control through her experience in working as a quality consultant and manager with various companies including Universal Supply & Services, General Motors, and General Electronics.

Currently, Dee Kivett is the President & CEO of NextGen Supply Chain Integrators, a company providing a full range of sourcing and consulting solutions following the highest quality standards for the government, the defense, and commercial clients. 

She is also an adjunct professor at Clemson University wherein she teaches design and manufacturing project management for the automotive industry.

QUALITY CONTROL AND CERTIFICATIONS

In providing services to agencies and private clients, Kivett knew that the process of quality control is complex.

“Its traceability to every detail about its fabrication are quite critical to ensure that those who will use those parts and components in the assembly of something as critical as an aircraft, they have the assurances that they have full traceability on every part and component that goes into it.”

It is more than just getting an ISO 9001 certification because in terms of automotive and technical machineries where safety is a major concern, there are a lot of prescriptive instructions that companies need to accomplish and all of these should be kept. 

“There’s no room for error when a human life is concerned.”

Kivett also encouraged her clients to be certified to the IT standard and any other standards that need to be followed in working with both the government and the commercial marketplace. Then, this standard should strongly be applied from the top tier all the way down.

“Different manufacturers based on the risk of what’s being incorporated into their assemblies will roll those requirements down to lower and lower levels within the supply chain.”

ADVICE FOR BUSINESSES

Kivette believed that business should walk before you run. Don’t just go down and dive in the marketplace especially if it’s a critical one like the aerospace and medical device industry. 

“Refine your craft on something with less critical requirements, get your processes in place, be confident with the way you’re managing your business, and then grow into those industries where the requirements are more strict.”

It’s just like teaching your children driving. You don’t let them drive a Lamborghini if they don’t even know how to drive. Start with small steps first just like teaching them how to drive using a cheaper automobile that won’t cause you too much trouble and loss.  

“The same falls true for a manufacturer. Get started, build your capabilities, your strengths, your abilities, get your quality management system developed around the basics before you try to enter into a business where safety is a critical part.”

Then, she also encouraged businesses to think beyond the federal marketplace. There is a wide variety of clients that you can work with. So, start with those marketplace that you already have an in-depth knowledge of its consumers. 

“Do we want to be the 75 cent bolt or do you want to be the $250 bolt in your life? It’s all about the amount of detail and time and care that you put into the work that you do and how you can present yourself. So they’ve got the same amount of raw material in each one. Same amount of actual physical processing of work went into each one. But that attention to detail is what differentiates the 75 cent bolt from the $253 bolt.”

RESOURCES

If you want to watch the full video of the interview with Dee Kivett as she shares her advice for small businesses and the importance of providing quality control when working with the government.

015: Dee Kivett – Queen of Quality, CEO/President of Next Gen Supply Chain Integrators

https://govcongiants1.wpengine.com/podcast/dee-kivett-queen-of-quality-ceo-president-of-next-gen-supply-chain-integrators/

https://www.youtube.com/watch?v=4wJj5Ywz0wo&list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH&index=8

Gabriel Ruiz: Army Veteran and SBA Award Winner

Posted on by Eric Coffie

Army Veteran, CEO, and SBA Award Winner Gabriel Ruiz shares his advice for small businesses and how he strategically gained success in the federal marketplace.

BACKGROUND

Gabriel Ruiz served the U.S. Army for 26 years as  a Communications and Technology Acquisition Officer until he retired in 2006 as a Lieutenant Colonel. 

Right after that, he built his own company, Advanced IT Concepts, Inc., providing technology services and solutions as well as engineering, training and implementing complex systems for the federal government and the commercial marketplace. Since then, the company has delivered $70M+ programs.

Apart from that, he had also established “CEO Hive,” a little program where he and other established business owners help small businesses and subcontractors gain success. 

“You don’t know which way the pendulum’s going to swing. Today, you’re a subcontractor. Tomorrow, you might be having the next Uber, so maybe you can reach back and pull others up.”

With all of this, he was recognized as the 2016 North Florida District Minority-Owned Small Business Person of the Year and the 2017 North Florida Small Business Person of the Year.

EXPERIENCE IN THE FEDERAL MARKETPLACE

Ruiz didn’t have any idea about being an entrepreneur but his experience in the military was the reason why his transition became easier. He was able to translate what he learned. 

“In many cases, our military folks, especially younger folks, do not know what they really have. The ability to stand up in front of somebody, and talk to them, and do brave things, and develop strategies, and develop courses of action, and all this is innate into the junior leaders, and that translate perfectly into industry, and many times our folks, our military transitioning folks, are not aware of that, that discipline, that dependency, that we know they’re going to show up on time. It’s invaluable.”

However, in managing his business, Ruiz also encountered a problem in not having a credit line and access to capital. Although he was able to get loans from institutions like the SBA, Ruiz stressed that small businesses should get credit lines for their businesses even if they don’t need it yet because as soon as they grow, this will help them. 

“Use the money wisely, and use it for growth, so it’s sustainable and you can repay your loans.”

Apart from that, Ruiz also made a mistake in not having a larger proposal capture business development team when his company is growing and he can no longer do the business development himself. 

“We have to invest. I tell young companies, business development people are expensive, but you might want to bring the right people, and pay them half time or a quarter time, and they’ll find you the right opportunities.”

INITIATIVE FOR OTHER SMALL BUSINESSES

Due to these experiences, Ruiz wanted to give back to other growing businesses; so, he created CEO Hive.

Through this initiative, he and other business owners brought about 15 subcontractors and taught them about the things that they know.

They also helped them in developing their accounting systems, credit lines, and security clearances so that they can chase opportunities together. 

“Anybody can win a contract, if they’re lucky, but it’s performing on that contract, and by developing these younger companies, we increase our chance of success by helping them get to that point.”

ADVICE FOR SMALL BUSINESSES

For 8a small businesses, Ruiz wants them to pull back from the program if they are not ready yet.

Do your homework first before diving into such an opportunity. Remember that the 8a program’s duration is only nine years but 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.

Then, for those who want to transition from working for other companies to building their own, Ruiz encourages them to have a roof over their head first and not just directly jump at the opportunity. 

Lastly, he encourages small businesses to understand their customers and the regulations of the marketplace, get the right resources, network themselves and their business, and to never give up. 

“For companies to be successful, the leadership, the owners, have to be persistent. Don’t give up, right? Nobody’s going to tell you yes on the first pass, or the second pass, or the third pass, right? Don’t give up. That’s key.”

RESOURCES

If you want to watch the full video of the interview with Gabriel Ruiz as he shares how he strategically gained success in the federal marketplace, then be sure to click the link down below.

007: LTC Gabriel Ruiz –Army Veteran, System Integrator, Mentor and SBA Award Winner

https://govcongiants1.wpengine.com/podcast/ltc-gabriel-ruiz-army-veteran-system-integrator-mentor-and-sba-award-winner/

https://www.youtube.com/watch?v=dl5U-bHUsEU

Ashley D. Bell: Appointed White House Policy Advisor for Entrepreneurship & Innovation

Posted on by Eric Coffie

A celebrated attorney and the appointed White House Policy Advisor for Entrepreneurship & Innovation, Ashley D. Bell shared his advice as well as provided an insight on how the SBA helps small businesses.

BACKGROUND

Ashley D. Bell is recognized as one of America’s top 40 attorneys under 40 by the American Bar Association. 

He is a political science graduate from Valdosta State University which obtained his law degree from Louisiana State University and a doctorate degree in intercultural and urban studies from Lighthouse College.

He was also a part of the 21st Century Leadership Fellowship at the Harvard University John F. Kennedy School of Government as well as the Civil Society Fellowship of the Aspen Institute.

Before working with the government, Bell built his own small business and became an entrepreneur at the age of 22. 

He then served as the special assistant in the Bureau of Public Affairs of the United States Department of State and was an assistant director for external affairs in the US Peace Corps before moving in the U.S. Small Business Administration (SBA) as the Regional Administrator for Region IV. 

Apart from all of these, Bell also founded the law firm Bell & Washington and the national organization dedicated to criminal justice reform, 20/20 Bipartisan Justice Center.

ALL ABOUT SBA PROGRAMS FOR SMALL BUSINESSES

Firstly, the SBA’s 8a program’s strategy is broken into three pieces all throughout the validity of the nine-year program.

Their goal is to  cater everybody who has a contract from year one to three but if there are businesses who haven’t gotten any contract yet, they are given a mentor who is also part of the program and in the same industry as theirs. 

“We try to get businesses certified in one of those avenues and then use those certifications to take that preference to contractors and offer scopes of work that our businesses have and fight for them to get these contracts.”

Then, the SBA also has its disaster loans assistance in order to provide disaster relief to small businesses, to the public, and to personal entities whenever the President declares a national disaster.

“I think that’s very important for people to know. We’re the first place to go in the event of a national disaster for getting access to capital in a quick fashion.”

Most importantly, if you are in need for a loan, you need to visit the SBA and check if you can qualify for an SBA loan first before going directly to banks.

“Even though they may not understand completely how your business works, they may not have someone who’s an expert on how your marketing is going, and how you’re creating revenue. What they do know is that 75% of that loan all of a sudden became guaranteed, and they’re in a less risky position to take a risk on you. So, SBA is critical, especially for those new businesses entering newer markets.”

ADVICE FOR SMALL BUSINESSES

If you are  interested in building your own business and want to dive in the federal marketplace, you should communicate directly with the SBA, your local Small Business Development Centers or Procurement Technical Assistance Centers, or with SCORE (a non-profit organization funded through a cooperative agreement with SBA) because these organizations provide free advice and mentorship. 

This is also the same case if you don’t know  how to register in the System for Award Management database or in any government certified sites for contractors. You don’t have to pay third-party businesses on the Internet because the said organizations will just do this for free. 

“If you are thinking about taking your great talents, this great recipe, this great work you do as an architect, lawyer, teacher, trainer, and you want to take that to the marketplace, don’t do it alone. If you don’t have an MBA, you’ve got the SBA. Just give us a call. We’ll be glad to help you.”

RESOURCES

If you want to watch the full video of the interview with Ashley D. Bell as he shared his insights and advice from the SBA’s perspective, then be sure to click the links below:

012: Ashley D. Bell – Region IV Administrator, U.S. Small Business Administration

https://govcongiants1.wpengine.com/podcast/ashley-d-bell-region-iv-administrator-u-s-small-business-administration/

Ashley D. Bell – White House’s policy adviser on entrepreneurship and innovation

https://www.youtube.com/watch?v=CMYhCqThUS8

White House’s policy adviser on entrepreneurship and innovation Ashley D. Bell

https://www.youtube.com/watch?v=I1SOAgNHZaY&t=196s