challengeher opportunities for women in federal contracting
TRANSCRIPT
ChallengeHEROpportunities for Women in Federal Contracting
Women-Owned Small Business (WOSB)Federal Contract Program
U.S. Small Business AdministrationOffice of Government Contracting and Business Development
April 2014
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Overview of the Office of GCBD
Overview of the WOSB Federal Contract Program
Eligibility requirements
Self-Certification/Third Party Certifiers
Steps to participate in the Program
Steps to compete for WOSB federal contracts
Reviews & Protests
Resources and Q&A
Topics for discussion
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Four Offices – Government Contracting; Policy, Planning & Liaison; Business Development; HUBZone
Size Standards, Certificates of Competency, Subcontracting Assistance, Natural Resources and Sales Assistance, Size and Status Protests
Procurement Center Representatives
White House focus on meeting the small business federal contracting goals
Implementation of small business contracting rules
ChallengeHER campaign
Office of Government Contracting and Business Development
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*Community property laws are not considered when looking at ownership.
Overview of the Women-Owned Small Business Federal Contract Program
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Impact of the program
• Makes it easier for women-owned companies to compete for and win federal contracts
• Provides agencies a tool to achieve the WOSB contracting goal (the Federal government must award 5% of its prime contracting dollars to WOSBs)
• Ultimately, the program helps WOSBs grow
Program overview
The Women-Owned Small Business (WOSB) Federal Contract Program promotes competition for certain federal contracts for eligible:• Women-owned small businesses
(WOSBs) or• Economically disadvantaged women-
owned small businesses (EDWOSBs)
The rule for this program became effective in the Federal Acquisition Regulations (FAR) on April 1, 2011
Requirements for WOSB and EDWOSB Contract Competitions
WOSB EDWOSB
Industries • NAICS code assigned to contract solicitation is in an industry in which WOSBs are substantially underrepresented
(157 6-digit NAICS designated)
• NAICS code assigned to contract solicitation is in an industry in which WOSBs are underrepresented
(217 6-digit NAICS designated)
Rule of two • Contracting officer has reasonable expectation that 2 or more WOSBs will submit an offer
* Note: All EDWOSBs are WOSBs
• Contracting officer has reasonable expectation that 2 or more EDWOSBs will submit an offer
* Note: Not all WOSBs are EDWOSBs
Award price
• The National Defense Authorization Act (NDAA) removed the dollar value caps on WOSB/EDWOSB contract awards. The SBA’s regulation change was effective May 7, 2013.
• Contract must be awarded at fair market price
Contracting officers may have WOSB- or EDWOSB-only contract competitions if the contract meets the following requirements:
A complete list of applicable NAICS codes can be found at www.sba.gov/wosb
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Meet small business size standard for primary NAICS code and contract
At least 51% unconditionally and directly owned by women who are U.S. citizens*
The woman must manage the day-to-day operations
The woman must make the long-term decisions for the business
A woman must the hold highest officer position in the company
The woman must work at the business full-time during normal working hours
No minimum amount of time the business has been operational
Eligibility Requirements for WOSBs
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*Community property laws are not considered when looking at ownership.
Eligibility Requirements for EDWOSBs
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* Must be IRA or other official retirement account that is unavailable until retirement age without significant penalty** Select purposes are for that individual’s education, medical expenses or other essential support or to family member in recognition of special event
Same requirements as WOSBs (on previous page) PLUS:
Personal net worth (assets minus liabilities) is less than $750,000 excluding:• Ownership in business and primary personal residence• Income reinvested or used to pay taxes of business• Funds reinvested in IRA or other retirement account*• Transferred assets within two years if to or on behalf of immediate family
member for select purposes**
Adjusted gross income average over three years is $350,000 or less excluding:• Income reinvested or used to pay taxes of business
Fair market value of all assets is $6 million or less.
Note: SBA will look at a spouse’s finances if the spouse has a role in the WOSB/EDWOSB, has lent money to or provided financial support (including credit or guarantee of loan) to the business. SBA may also look at spouse’s finances if both spouses are in same or similar line of business and businesses share names, websites, equipment and employees.
Eligibility Requirements for Joint Ventures
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A WOSB/EDWOSB may submit an offer as a joint venture with another small business if the following requirements are met:
• Size: Combined annual receipts or employees of joint venture must meet NAICS code assigned to contract*
• EDWOSB/WOSB must manage the joint venture
• EDWOSB/WOSB employee must be project manager responsible for performance of the contract
• EDWOSB/WOSB must receive at least 51% of net profits
• Joint venture agreement must be in writing
• Joint venture must meet subcontracting limitations
Note: Joint venture agreement does not have to be approved by SBA
*Unless exceptions in 13 C.F.R. §121.103(h)(3) apply.
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WOSB Federal Contract Program: How to demonstrate eligibility – Self- or Third-Party Certification
Self-Certification
Third Party Certification
Free Register in the System for Award Management
(SAM) www.sam.gov Compile and upload all required documents to the
WOSB Repository Represent status in SAM
Register in SAM as WOSB or EDWOSB Obtain certification from an SBA-approved
Third Party Certifier◦ US Women’s Chamber of Commerce◦ Women’s Business Enterprise National Council (WBENC)*◦ National Women’s Business Owners Council (NWBOC)◦ El Paso Hispanic Chamber of Commerce
Compile and upload all required documents to the repository
Represent status in SAM*Does not perform economic disadvantage determinations
There are two ways to demonstrate eligibility for the WOSB program:
• Self-certification with supporting documents, or
• Third Party Certification
with supporting documents
5 Steps to participate in the WOSB Federal Contract Program
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Read the WOSB Federal Contract Program regulations (13 CFR 127) in the Federal Register and WOSB Compliance Guide (www.sba.gov/wosb)
Register in SAM
Log onto SBA’s General Login System (GLS) *Obtain an account now if you don’t already have one
Go to the WOSB Repository and upload all required documents
Represent your status in SAM
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Reviews and Protests
Eligibility Examinations Protests
SBA may investigate the accuracy of any certification or representation made
SBA will conduct regular reviews of firms who have self-certified and obtained third party certification
A review will involve evaluation of documents uploaded in the repository and SBA may request additional documents and perform a site visit
SBA may investigate the accuracy of any certification or representation made as it relates to a specific WOSB/EDWOSB contract
Only an interested party, SBA or a contracting officer may submit a protest
A protest must be submitted to the contracting officer within certain timeframes Can only protest the ownership, control and
economic disadvantage requirements Size protests are handled under 13 C.F.R. part 121
SBA reviews each protest and makes a final decision, which may be appealed to the Office of Hearings and Appeal
Any WOSB/EDWOSB found to be ineligible must remove their designation in SAM and the contracting officer shall not award the contract
SBA is committed to ensuring only eligible WOSBs benefit from the WOSB Federal Contract Program. The following tools ensure compliance with Program requirements:
4 Steps to compete for a WOSB federal contract
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Make sure you have completed all of the required steps to participate in the WOSB Federal Contracting Program
Identify federal contracting opportunities using the following resources: • FedBizOpps: https://www.fbo.gov/• SBA’s Contracting Resources for Small Businesses page:
http://www.sba.gov/content/federal-business-opportunities
Submit an offer for a contract
When selected as the apparent awardee, give the contracting officer access to your documents in the WOSB Repository using the “Authorize” function
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Resources and Q&A
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There are a number of resources available to help answer questions about the WOSB Program:
Visit the SBA’s website: www.sba.gov/wosb You will find the latest information about the program on this site
Visit a local resource: Small Business Administration District Offices
Find your local office at: http://www.sba.gov/about-offices-list/2 Women’s Business Centers
Find your local center at: http://www.sba.gov/content/womens-business-centers Small Business Development Centers
Find your local center at: http://www.asbdc-us.org/ Procurement Technical Assistance Centers
Find your local center at: http://www.aptac-us.org/new/
Call the SBA Answer Desk: 1-800-U-ASK-SBA (1-800-827-5722)
Questions – [email protected]
ChallengeHEROpportunities for Women in Federal Contracting
© TargetGov 2014
Marketing to Win WOSB/EDWOSB Contracts
Presented byGloria LarkinPresident, TargetGov
© TargetGov 2014
Gloria LarkinPresident
• Nationally recognized federal contracting business development expert• Author of The Basic Guide to Government
Contracting• Consultant & Trainer• Clients have won billions in federal
contracts• Quoted in Wall Street Journal, Washington
Post, INC Magazine, Bloomberg• Educational Foundation Board Vice-Chair
for WIPP
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Agenda
• Setting your goals for business revenues in the federal market
• Using the market conditions to help you win contracts
• Tips tailoring your business profile to the revised needs of both the DOD and Civilian Agencies
• Positioning to Win
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© TargetGov 2014
Insider’s View: What Works
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Air Force Recommendations
© TargetGov 2014
Strategies
• Prime Contractor
• Subcontractor
• Teaming Partner Thin
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Market Research
• Sources Sought Notices in www.FBO.gov• 70+/- per month 18 months ago• 1,474 in the last month• Mandated market research• Your chance to answer the requirement• Ask for a WOSB/EDWOSB set-aside• Rule of Two
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When You Respond to a Sources Sought Notice
• Expect no response or contact from feds• They are doing market research• It is your responsibility to follow-up• Ask to schedule a capability briefing• Often used as a down-select• Pursue as a set-aside (WOSB/EDWOSB)• Pursue as a sole source (8a, SDVOSB or
HUBZone as appropriate)
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Existing Capability vs. Potential Capability
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(1) The contractor’s ability to manage, as prime contractor, the types and magnitude of tasking in the Performance Work Statement (PWS); and(2) The contractor’s technical ability, or potential approach to achieving technical ability, to perform at least 50% of the cost of the contract/task order incurred for personnel with its own employees; and(3) The contractor’s capacity, or potential approach to achieving capacity, to conduct the requirements of the PWS. For the purposes of this Capability Statement, capacity shall refer to matters such as the magnitude of the tasking, the amount of equipment or facilities involved, and the size of the staff needed.
The concept of “potential capability” greatly improves a Small Business’ chances of being found “capable,” so
Small Businesses need to take full advantage of this development.
© TargetGov 2014
Layers of Decision-Makers
Small business representatives• OSDBU, SADBU, SBLOContracting and acquisition staff• CO, KOProgram and technical managers• PM, COTR, end-user
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Where to Find Decision Makers
• Person to person– Conferences– Vendor outreach sessions– Agency and base events– Matchmaking– Associations, social events
• Referral– From other decision-makers
• Virtual– Email, public relations, blog, LinkedIn, Facebook,
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Tools Required 1 of 2
• 1 page Capability Statement to identify your:– Core Competencies– Past Performance– Differentiators– Company Data
• Opportunity identifier & bid-no-bid process• Quickly identify the decision-maker, her/his
responsibility & level of interest in your business• Contract vehicle• CRM system
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Tools Required 2 of 2Marketing Process• News releases– Announcements, contract awards & completions– New hires, services, products, offices
• Informative articles/newsletters• Networking events• Phone calls • Touch every 25-30 days
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© TargetGov 2014
What is Your Score?
What does your business look like to the government decision makers?
Email your Capability Statement PDF to: [email protected] your company’s complimentary
Capability Statement score
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© TargetGov 2014
Contact
Gloria Larkin
President, TargetGov
443-543-5067
www.TargetGov.com
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ChallengeHEROpportunities for Women in Federal Contracting