Tag: scorecontracts

Former Director of the Navy’s OSBP shares Advice for Small Businesses Government Contractors

Posted on by Eric Coffie

With over 30 years of experience and service as a contracting officer and a small business professional under the Department of Navy, Emily Harman shares her story and advice for small businesses government contractors to take advantage of. 

HOW DID SHE START?

Emily Harman is an active and experienced Supply Corps Officer, a contracting officer, and a lieutenant in the Navy for seven years.

Then, when she was in the reserves, she was moved into the Office of Small Business Programs (OSBP) at the Naval Air Systems Command and became the director of the Navy’s OSBP.

She is now retired in the army but she is currently working as a keynote speaker and personal coach. She also has her podcast, Onward, wherein she features authentic stories from people who have faced and overcome adversity. 

“My goal with that podcast is to help people see how they can apply what they learn about in the podcast to their particular situation and face adversity and overcome it.”

HOW CAN THE GOVERNMENT HELP SMALL BUSINESSES?

As a former director of the Navy’s Office of Small Business Programs, Harman shared her point of view on how the government can increase small business participation.

1. Technology

When she was still in the Navy, Harman created an initiative to make sure that there are a handful of opportunities that will be given to small businesses. She believed that to get more traction from these businesses, the government should utilize technology.

“In order for contracting, government contracting, and acquisition to really work, you have to have a better mix of government industry communication; and government contracting officers and acquisition personnels need to understand industry; and the industry needs to understand the government. I think, especially the government, needs to understand how their decisions drive industry behavior and impact the price of the contract.”

2. Stories

Apart from using technology, Harman also thinks of using story in terms of changing the behavior of small businesses. Regardless of what technology is being used, she believed that a good story will always resonate with people.

“It needs to go to the government. It needs to go to program managers… You’ve got to get the people, the targeted audience, to listen.”

WHAT IS HER ADVICE FOR SMALL BUSINESSES?

Harman also shared her advice to small businesses in order to prepare them in working with the government. 

1. Roles of Contracting Officers

One thing that some contractors failed to consider that contracting offers are the ones who award government contracts but they are not the ones who came up with the requirements.

They are just making sure that all the requirements and specifications are transferred into the contract and are met by government contractors.

Things beyond that point such as market research, pricing, and others can only be answered by suppliers, other businesses, or other technical people.

To help you figure out which organizations within the government buy what you are selling, you can search for previous contract awards and do your market research on the Federal Data Procurement System website and visit your area’s Procurement Technical Assistance Centers.

2. Be a Credible Contractor

Another thing that Harman wants small businesses government contractors to do is making sure that they present their business in a credible manner. 

She wants small businesses to be prepared in meeting government individuals during and even before considering a specific contract.

She doesn’t want contractors to talk to these people without even having any idea what these people want and what their business can offer as you will most likely look unprofessional and these people might think of all small businesses as unknowledgeable and inexperienced. 

“Do your homework. Narrow down your niche. You can’t go after the whole government… the whole government’s huge. You’ve got to pick one or two customers that you want to target and put your effort into that.”

RESOURCES

If you want to watch the full interview with Emily Harman, then be sure to click the links below.

034: Emily Harman – Former Director of the Navy’s Office of Small Business Programs

https://www.youtube.com/watch?v=nwrQvTaNh2I

https://govcongiants1.wpengine.com/podcast/emily-harman-former-director-of-the-navys-office-of-small-business-programs/

I FAILED 3x and LIVE to Talk About It!

Posted on by Eric Coffie

Today, I failed three times, but these failures are important and I’m here to tell you why.

MY THREE FAILURES AS OF TODAY

Failure #1:

My first failure is that I purchased new domain names with GoDaddy that cannot be transferred for six months to my hosting company, Bluehost. 

Failure #2:

Then, there goes two hours down the drain of me trying to figure out how to transfer them. And because I’m smart, I decided to purchase a new domain directly with host Bluehost. 

There goes my second failure. This Bluehost domain could not be installed because the version of Prestashop, a software that I need, is outdated.

Failure #3:

So, after figuring out for an hour, I then proceeded to purchase a new domain name with 1&1 hosting company because they are the official hosting company of Prestashop and I also purchased a website template from TemplateMonster to install with my new hosting.   

However, after three hours of trying to install that template, I found out that it was for the old version of Prestashop 1.6 and not with my current version of Prestashop 1.7. 

To convert it, it would be $900 for a $139 template. So, there is my third mistake. 

Luckily, after finding a substitute template with customer service, we exchanged it for the new one and I negotiated free installation with the company.

HOW DID YOU DEAL WITH THESE FAILURES?

So, let me ask you, what failure did you face this day and how did you deal with it?        

I know that each person who is on their quest in achieving their dreams may be attempting something challenging and scary on a regular basis. And this is normal and a must. 

I even continuously educate myself in order to increase my skills. In learning new things such as software internet marketing and web hosting, I know I will continue to fail.

However, I know that these activities will only expand my mind, take me to new places, and help me realize possibilities that I’ve never witnessed. So, I will continue to press forward. 

Apart from that, in order to get unusual results, you must become an unusual person.

“If you are comfortable, then you are not unusual.  If you are not unusual, then you are getting standard results. And if you are getting standard results, then you can count on your life being the same as it is today.”

I read a quote in an article the other day that said if you are not working at your job, then you do not have a job.

I am not saying that you want wealth, riches, and fame. But in this day and age, if you want an adequate life, then you need to invest in yourself a little more.

Learn a new trade, skillset, or a language. Besides, there are many resources out there, both free and paid, such as Coursera and Dualingo.  

Start networking with people whom you can’t afford to be around. Volunteer your time at charity events. Besides, with hundreds of events happening in each city across the country, now is a greater time than ever to participate and expand your circle.

“Become a person of value to others and you’ll grow both spiritually and prosper greatly.”

RESOURCES

With that in mind, if you want to grow in the federal marketplace, let GovCon Giants help you. 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:

Listen Here If You Want To Take Action!

https://www.youtube.com/watch?v=cDjuSKMwE7o&t=1013s

5 Step Formula for Overnight Success

https://www.youtube.com/watch?v=lMMWh5dSbgU

Where do I start?

https://www.youtube.com/playlist?list=PL6-jBNNcc98vgItLSmWLW2nZfNv9gOFeJ

Public Sector Contracting versus Private Sector Contracting

Posted on by Eric Coffie

Here’s an outline of the key differences in dealing with contracts between the federal government or the public sector and the private sector. 

FINDING CONTRACTS

The federal government typically operates procurements through the System for Awards Management and the Acquisition Central which centralizes several acquisition and procurement activities. 

Meanwhile in the private sector, some larger companies centralize procurement, but most deal with it in a decentralized way at a regional or departmental level.

GETTING THE CONTRACT

To ensure fairness, maintain high standards, and deliver value to the US taxpayers, the federal government has a strict procurement process in place.

Contractors need to send a proposal in response to a Request for Proposal (RFP) posted on a procurement site. Then, the Contracting Officer is typically delegated the full buying authority necessary to make the purchase in federal government buying decisions. 

Federal government services are less sensitive to the economy simply because taxes are collected regardless of economic conditions, however, businesses need to qualify, even annually, in order to maintain a position of “good standing” as a government service provider. 

On the other hand, private sector contracting varies dramatically and can often be accomplished through personal connections rather than sales effort because the contracts are highly sensitive to shareholder influence.

Private sector contracting might be sold through any number of sales techniques from cold-calling to sales presentations. Contractors may even frequently require the sign-off of higher levels of authority, each who need to be “sold” on the product or service.

Hence, in the private sector, a business’ track record and contract may be enough to acquire business, but in doing business with the government, qualification differs, depending on the agency served and the products or services delivered.

ENGAGING ON THE CONTRACT

Federal government agencies are often highly bureaucratic, so each agency carefully manages its own “jurisdiction”. As a result, private sector contractors transitioning in the public sector are sometimes surprised to discover just how “political” and “pigeon-holed” their works were.

Then, in terms of the successful completion of a project, in the private sector, contracts are considered complete based on performance-enhancing or bottom-line-enhancing Key Performance Indicators (KPIs).

On the other hand, the federal government may be occasionally cost sensitive during the selection of their service provider, but their KPIs are typically not tied to performance or the bottom line. Rather, they are tied to time, budget, measurable completion of the project, or some other indicator.

MAKING MONEY

Margins are usually higher in the private sector since the federal government rewards work to the lowest bidder. However, change orders and longer-term contracts make federal government work lucrative to companies that are able to work within the margins.

Payment is also different between these two sectors. Due to bureaucracy and pre-established systems, businesses can expect longer timelines on payment (1-6 months) from the government compared to the private sector where a 30-day payment schedule is typical.

SUMMARY

Breaking into the federal contracting marketplace isn’t always easy to do as it requires careful adherence to the pre-established process as well as creative navigation of the bureaucracy. However, companies that can establish connections as government contractors usually enjoy long-lasting opportunities.

With this in mind, if you want to learn more about doing business with the government or anything about doing government contracting, 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!