Federal Government Business Development

You may have heard it all before.

“ Government business takes forever. “

“ Sure there’s money but there are too many hoops ”

• Learn a 3 phase approach to move toward Government contracts in your own time and your own budget.

• Learn the contracts that can introduce your products and service quickly.• Learn the difference between GSA, GWAC, IDIQ and other buying vehicles.• Learn where you can find if your products are already on a government contract – and

often without your permission.• Implement a marketing program that will get the attention of decision makers and

buyers.• Jump ahead of the RFQ game.

Email: susanmallen@earthlink.net

See this presentation on LinkedIn: http://www.linkedin.com/profile/view?id=10165062&locale=en_US&trk=tab_pro

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Trends in Government BuyingBottom Line Although federal agencies are trying to maintain small business contracting goals, pressure to streamline acquisitions and maximize resources continues to push agencies toward the increased use of contract vehicles.

Furthermore, agencies are seeking to leverage economies of scale and managed service principles in an effort to award work efficiently. Doing so helps avoid protests, but it is also significantly delaying some acquisitions. The results of these trends are illustrated by the fact that solicitations have not yet appeared for 5 of the INPUT Top 10 Small Business Opportunities forecast for FY 2008.

The FY 2009 list indicates:

• Federal agencies will continue to rely heavily on multiple award contract (MAC) vehicles to fulfill their requirements, meaning competition will continue to increase for open-market small business set-aside contracts.

• The consolidation of contracts and systems alike will increase the number of MACs set-aside specifically for small businesses and task orders within MACs competed among small businesses only.

• Likewise, as the pace of technology systems and IT network consolidation continues to pick up steam, fewer new open-market systems integration requirements are appearing.

• Oversight of federal procurement will continue to support small business spending and pressure to meet Small Business Administration goals is mounting

Source: Input March 2009

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RAYTHEON

GENERAL DYNAMICS ALLIANT DRS C-3

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MISSIONThe Defense Information Systems Agency is a combat support agency responsible for planning, engineering, acquiring, fielding, and supporting global net-centric solutions to serve the needs of the President, Vice President, the Secretary of Defense, and other DoD Components, under all conditions of peace and war.

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FY 2009 Top 20 Quick Reference List

RANK AGENCY PROGRAM ACRONYM ESTI RFP DATE EST AWARD DATE ESTIMATED VALUE

• 1 Army CTS 04/2009 10/2009 $30 billion

• 2 HHS CIOSPNEW 01/2009* 08/2009* $19.5 billion*

• 3 NASA I3P 01/2009 09/2009 $15 billion*

• 4 Air Force NETCENTS II 12/2008* 05/2009* $9 billion

• 5 Navy NGEN 01/2009* 06/2010* $8.8 billion

• 6 Defense SITE DoDIIS 10/2008 09/2009* $6.6 billion

• 7 State CPLE 12/2008* 4/2009* $6.3 billion

• 8 Defense MiDAESS 02/2009 09/2009 $3.5 billion (Gov’t Est.)

• 9 Treasury TIPSS-4 01/2009* 09/2009* $3 billion

• 10 Defense DISN GSM 02/2009 02/2010* $2.7 billion (Gov’t Est.)

• 11 Army HRSS 01/2009* 09/2009* $2.15 billion*

• 13 Air Force MPEC II 08/2009 01/2010 $2 billion*

• 14 Navy CANES 01/2009 08/2009 $1.9 billion (Gov’t Est.)

• 15 Air Force DESP III 02/2009* 02/2010* $1.9 billion*

• 16 Army CHS III 12/2008* 05/2009* $1.75 million

• 17 Air Force IATAC 11/2008* 06/2008* $1.68 billion*

• 18 NASA RAPID III 01/2009 06/2009 $1.5 billion*

• 19 Air Force GCSS-AF 11/2008 07/2009* $900 million* • 20 DHS Omnibus 12/2008* 08/2009* N/A

2010 Federal Gvt OpportunitiesBottom Line

The FY 2010 list is, in many ways, a contrast to the previous year’s lists. As a result of high profile re-compete contracts and the consolidation efforts in various agencies, the opportunities within civilian agencies have increased considerably compared to prior year’s list. The FY 2009 Top Opportunities represent $120 billion worth of programs which is a slight increase from the total value in INPUT’s 2008 Top 20 total of $119 billion.

• Task Order based contract vehicles and consolidation continue to dominate the list. Agencies are trying to squeeze out as much cost savings as possible. Across the federal government, agencies are looking to use large government-wide acquisition contracts (GWAC) and multiple award contracts (MAC) as well as consolidation initiatives to save money.

• Vendors are going to have to find positions on these contract vehicles and can expect increased competition for both prime contracts and task orders.

• Like last year, FY2010 is anticipated to maintain the status quo. With tight budgets and the transition to a new administration, major new initiatives are not anticipated until this FY 2010 budget cycle.

• As competition increases, vendors will need to position themselves on the right vehicles for their business and focus on market share.

Source: INPUT 2009

FY 2009 Top 10 Set-Aside Opportunities Quick Reference Guide

Rank Agency Program Est. RFP Date Ant. # of Awards Est. Ceiling Value Competition Type NAICS Code SB Size Standard

1 Air Force NETCENTS II

12/2008* 26-38 $4.2 Billion* SB& SDVOB Set-Asides 541511 541512 517110 $25 Million 1,500 ftp

2 Army Support to Assist the Assistant Secretary of the Army’s Manpower and Reserve Affairs

11/2008* 4 $1 Billion SDVOB Set-Aside TBD TBD

3 Army Space and Missile Defense Initiatives Support III

01/2009* 3 $730 Million Small Business Set-Aside 541712 500 Employees

4 NASA Multi-Disciplinary Engineering and Technology Services II

01/2009 2 $500 Million 8(a) Set-Aside 541712 500 Employees

5 Army Strategic Sourcing Environmental Enterprise Services

12/2008 18 $470 Million Small Business Set-Aside 541620 $7 Million

6 Army Information Technology Services Small Business

09/2008 5 $400 Million Small Business Set-Aside 541519 $25 Million

7 FAA Service Operations Support 7 and 8 -Recompete

11/2008* 2 $400 Million Small Business & 8(a) 541519 $25 million

8 DISA DISN Global Services Management Small Business

02/2009 1 $300 Million Small Business Set-Aside 517919 $25 Million

9 NOAA NOAA Link 12/2008* 1-2 $250 Million Small Business Set-Aside 517110 1,500 Employees

1 Navy Consolidated Afloat Network Enterprise Services Service Oriented Architecture Integration Contract

03/2009 1 $250 Million Small Business Set-Aside 541512 $25 million

Note: all 2008 RFP’s listed have been pushed over to the 2009 budget year

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One Note on:

STATE and LOCAL Government

TOP OPPORTUNITIES for 2009

Top 10 State & Local Justice/Public Safety & Homeland Security Opportunities of 2009 by Estimated Contract Value

ENTITY PROJECT/PROGRAM SOLICITATION DATE EST. VALUE ($M)

Los Angeles County (CA) L.A. Regional Interoperable Comm Sys (LA-RICS) Q1 2009 $600.0

Los Angeles County (CA) California Transportation Congestion Pricing Project Q3 2009 $213.6

Washington state Wireless Broadband Networks Expansion Q1 2009 $200.0

Illinois Statewide Digital Driver’s License System Q4 2009 $100.0

Oregon 800MHz Trunked Radio Replacement Q2 2009 $75.0

Clark County (WA) Radio/Data System Q2 2009 $40.0

Irving City, TX Consulting Voice Communications Interoperability Q3 2009 $25.0

Monmouth County (NJ) Digital Trunked Radio System Q1 2009 $21.0

San Fran City/Cnty (CA) Build out, Install, and Integr svs MTA Radio Systems Q3 2009 $20.0

Orange County (CA) Public Safety Systems Solution Q2 2009 $15.0

Fire Authority

CONTRACTS, GRANTS & LOANS awarded via ARRA – American Recovery Act. Updated 09/10

This is a close up of the LA area of California. In this case it shows a contract award winner in Dynamic Systems with the amount of $587,580. It also shows Dynamic Systems is a Sub contractor on this award. Now click on view entire award and you will see all the subcontracts, how much each was awarded and the prime contractor. You will also see a very detailed description in another window.

FOLLOW THE MONEY:

Now you know several things.1.There is someone in your area working on a major federally funded project.2.You can call them and find out if you can help or if they might have other things you can help on.3.You can continue to pursue each sub AND the prime.4.You can begin to understand the where the money is going and how you can tap into the budges.5.REMEMBER –

FOLLOW THE MONEY