1. ABC Virginia Continuing Education June 26, 2009How to Market and Develop Business with the Federal GovernmentAshley McCarron Campbell, Marketing Project Lead Balfour Beatty Construction Washington, DC Dave Carrithers, Vice President of Marketing Centennial Contractors Enterprises - Vienna, VA

2. A Little Help In Fed Translationhttp://www.youtube.com/watch?v=rD4roXEY8hk 3. Myths Of Federal Marketing You Cant Market To Federal Clients All The Decisions Are Made In DC You Cant Talk To Contracting Officers (KOs) It Is To Hard To Get In The Door & Too Do Work 4. The Truth You Must Market To Federal Individuals Over 90 Percent Of The Buying Decision Is At The Local Sites/ Zones/ Regional Level You Must Find And Build A Relationship With The Local Contracting Team Think Differently, Think Long Term Must Build A Record Of Past Performance Start Small Must Network 5. Types Of Contracts IDIQ Indefinite Delivery, Indefinite Quantity Contracts MACC/MATOC Multiple Award Construction Design-Build -(75% or greater of all new construction going this way in Federal environments) Design-Bid-Build Job Order Contracting (JOC) and Repair GSA ScheduleFocuses on Renovation 6. Where To Meet Live Feds SAME Society Of Military Engineers http://posts.same.org/belvoir/http://www.same.org/i4a/pages/index.cfm?pageid=3657 DBIA Design-Build Institute Of America http://www.dbia.org/conferences/expo/ USACE Small Business Fairs http://usacesbconf.org/2007/PDF/Presentations/ National Contract Management Association http://www.ncmahq.org/ Federal Allies Institute https://www.federalallies.org/ National Institute Of Building Sciences http://www.nibs.org/AnnualMeeting/index.html 7. Two Sides To The Same Coin 1. Personal Side: Building A Personal Connection To The Organization, The People and Their Needs 2. The Protocol/Tactical Side: Following Procurement Procedures and Processes Side Note: -Do Not Debate FARS -Need To Say Thank You Formally, Recognition of KO KEY -Not An Overnight Result -Less Than $25k can award on the spot 8. Important To Remember 9. Important To Remember What Is Your Value Statement? 10. Federal Clients Multiple Federal Agencies Department of the Navy Department of the Army U.S. General Services Administration Others Department of the Air Force Department of Veterans Affairs Department of Transportation Department of Homeland Security And many more (over 100 different federal agencies and branches of agencies) 11. Department of the Navy Naval Facilities Engineering Command (NAVFAC) Mission is to provide facilities and public works to the Navy, Marine Corps and other DoD agencies Six business lines: Capitol Improvements Public Works Environmental www.navfac.navy.mil/ Asset Management Expeditionary Contingency Engineering 12. Department of the Navy NAVFAC Organization NAFAC Atlantic Command seven reporting Facilities Engineering Commands NAVFAC Europe NAVFAC Mid-Atlantic NAVFAC Midwest NAVFAC Northwest NAVFAC Southeast NAVFAC Southwest NAVFAC Washington NAVFAC Pacific Command three reporting Facilities Engineering Commands NAVFAC Far East NAVFAC Hawaii NAVFAC Marianas 13. Department of the Navy NAVFAC Mid-Atlantic (MIDLANT) Headquartered at the Norfolk NAS in Norfolk, Va. Serving Maine to North Carolina Commanding Officer Cpt. David Boone Over $1.5 billion a year in services Business lines offered Capitol Improvements (CI) Environmental (EV) Asset Management (AM) Public Works (PW) 14. Department of the Navy NAVFAC Washington Headquartered at the Washington Navy Yard Commanding Officer Cpt. James Stader Over $1 billion a year in services Serves 11 major claimants, 23 Naval activities and 18 other DoD clients, including: Anacostia Annex National Naval Medical Center, Bethesda NSA Annapolis U.S. Naval Academy Marine Corps Base Quantico NSA Patuxent River Andrews AFB Bolling AFB WHS NCPC 15. Department of the Army U.S. Army Corps of Engineers (USACE) Headquartered in Washington, DC Mission is to provide public engineering services and strengthen U.S. security and economy, and reduce risk from disasters Design, construction and management of facilities for the Army, Army Reserve, Army National Guard, Air Force and other DoD agencies Provides Civil Works and Military Programs Majority of employees are civilian 16. Department of the Army USACE Organization Eight permanent divisions South Pacific Northwestern Southwestern Mississippi Valley Great Lakes and Ohio River South Atlantic Pacific Ocean North Atlantichttp://www.usace.army.mil/Pages/Business.aspx 17. Department of the Army 18. Department of the Army USACE North Atlantic Division (NAD) Headquartered at Fort Hamilton in New York Maine to Virginia (including the District) Six districts New England New York Philadelphia Baltimore Norfolk Europe 19. U.S. General Services Administration U.S. General Services Administration (GSA) Among other services, GSA provides workplaces by constructing, managing and preserving government buildings and by leasing and managing commercial real estate Multiple offices (23) under GSA, the most relevant to us is the Public Buildings Service (PBS) PBS initiatives include: Design and construction Leasing Donate or sell real estate for federal agencies Support sustainable design initiatives Preserve historically significant buildings 20. U.S. General Services Administration U.S. General Services Administration (GSA) Regions: Northwest/Arctic Rocky Mountain Pacific Rim The Heartland Greater Southwest Southeast Mid-Atlantic Great Lakes New England Northeast and Caribbean National Capital 21. U.S. General Services Administration GSA Mid-Atlantic Region Serves: Delaware Maryland (excluding PG and Montgomery Co.) Southern NJ Pennsylvania Virginia (excluding Northern Virginia) West Virginia Europe, Africa and the Middle Easthttp://www.gsa.gov/Portal/gsa/ep/contentView.do?contentType=GSA_OVERVIEWandcontentId=8106 http://www.gsa.gov/Portal/gsa/ep/contentView.do?P=FX8&contentId=11887&contentType=GSA_OVERVIEW 22. U.S. General Services Administration GSA National Capital Region (NCR) Serves Federal agency clients in: Washington, DC Montgomery and PG counties Maryland Cities of Falls Church and Alexandria Virginia Arlington, Fairfax, Loudoun and Prince William counties 23. Locating opportunities 24. Informational Websites and Resources www.CCR.gov primary database for the Federal government to store data for all agencies www.defenselink.mil official website of the DoD and a good starting place for finding information regarding the military www.defenselink.mil/contracts - a listing of $5M+ contracts updated each day www.acq.osd.mil DoD Dept. of Small Business Programs website; excellent source of information regarding small business contracting www.NAVFAC.navy.mil www.USACE.army.mil www.GSA.gov www.BRAC.gov 25. Locating Opportunities Federal agencies procure contractors through a single source the Federal Business Opportunities website www.FBO.gov Also contains American Recovery and Reinvestment Act (ARRA aka stimulus projects) opportunities Extremely powerful tool if utilized correctly 26. FBO.gov Getting started with FBO No registration is required, but by doing so you can use search agents, have a watch list and see interested vendors lists To register youll need: DUNS number To be registered in the CCR TIN / MPIN Create a username and password Log in as a Vendor / Citizen 27. FBO.gov Searching Without Registration Quick Search you can use this function for a simple search without logging in.constructionType in key words. The most recent results will show first. 28. FBO.gov Searching Without Registration Quick Search results Click on an opportunity to view details 29. FBO.gov Searching Without Registration Note basic elements of a notification Synopsis provided Complete view of all information and modifications provided General information is provided on the right 30. FBO.gov Searching Without Registration Further down the screen youll notice points of contact If you have questions regarding a notice, the Contracting Specialist or Officer (CO) will assist youSide Note: Excellent Way To Build A Starting Point For A Contact Maybe Not On This RFP But It Is OK To Call And Ask About Past Awards, Future Needs, Introduce Your Self 31. FBO.gov Searching Without Registration Perform an advanced search Return to your results page Click on the Advanced Search tab 32. FBO.gov Searching Without Registration Type in key words Choose document type (active) If you want to search by a specific agency, click the option button and choose a specific Federal agency; you will then have the option to choose a specific office location Choose the opportunity/procurement type Narrow by dates 33. FBO.gov Searching Without Registration Zip code can be set Choose a set-aside code if you are a small business Check all classification codes of interest Choose your NAICS Code Choose whether or not to include ARRA opportunities 34. FBO.gov Searching Without Registration Search for opportunities by agency 35. FBO.gov Full Utilization Home page, once logged in View Watch List Allows you to mark projects that you are interested in FBO will send you updates if the notices of these projects are modified 36. FBO.gov Full Utilization You can add any notice to your Watch List by clicking the Add to Watch List button 37. FBO.gov Full Utilization Set up search agents Allows for quick access to frequently used searches FBO can auto-run your search agents as directed 38. Tips for proposal development 39. Parts and Pieces of a Standard RFP Each Federal agency uses a specific format for Request for Proposals (RFP), also referred to as a Request for Qualification (RFQ) in Phase I of a two-phase procurement RFPs differ not only by agency, but by delivery method and procurement type Design-Build vs. DBB vs. Construction Manager for Construction (CM@Risk) Best value vs. price only Typical components include: Contractor qualifications Past performance on relevant projects Technical approach Organization charts Key personnel Subcontracting plans/utilization of small business 40. Tips for Developing a Winning Proposal Identify win themes What are the differentiators that make your firm stand out from the competition? Experience Price Approach Relationships Teaming experience Give them what they want! Lay out your proposal response strictly following the structure of the RFP Include all information, even if it is requested in multiple areas Be clear, concise and to the point Sell your firm, but remember this isnt a sales pitch use hard evidence of success, not just boilerplate Respect all page limits, guidelines and due dates no late proposals! Use graphics and visual aids where possible Always check your references before including contact information Submit RFIs if the RFP is unclear, always respecting FAR 41. Tips for Non-prime Contractors If you are a subcontractor interested in working on design-build pursuits with a Prime contractor: Identify a target team early in the procurement Reach out to strong, existing relationships Dont make your first contact with a Prime be a phone call to request to be on their team design-build is about relationships Establish your qualifications why should you be a key team member? Understand the project and identify unique value-added services you can bring to a team, as well as your scope of work Identify possible interested firms, both prime and non-prime, by networking and through the Interested Vendor tab of FBO Understand the level of commitment (are you going to be exclusive?) Be positive and persevere. Get your foot in the door by going above and beyond on a pursuit and you could become a go-to team member. If youre a small business, consider your status a benefit to the team and position your firm accordingly 42. Tips for Non-prime Contractors To pursue opportunities with Balfour Beatty, please register with us to be prequalified. http://www.balfourbeattyus.com/Subcontractors.htm If you are a small business and need assistance, please feel free to contact our Small Business Administrator, Layli Pietri. She can also provide you with information on how to become SB certified with the Federal government if you meet the requirements and need guidance. Layli Pietri Small Business Administrator 703-218-1338 lpietri@balfourbeattyus.com 43. Tips for Non-prime Contractors If you are a subcontractor interested in working on Job Order Contracting: http://www.cce-inc.com/subcontractors.html- Fastest way to start building a Federal track record - Find Local Site Offices & Meet Team - Look for other JOC contractors: -http://www.eziqc.com/About.aspx http://www.kbr.com/industries/government_services/job_order_contracting.aspx http://www.all-star.com/user/contact.asp?sessionid=%95 44. To Learn More About JOC The Center For JOC Excellence www.JOCexcellence.org Mid-Atlantic Chapter: http://www.jocexcellence.org/midatlantic.htm Register and attend July 15th Session @ GMU 45. Key: Dont Get Frustratedhttp://www.youtube.com/watch?v=Knu14TlvCQE 46. Thank You For Your Time! Ashley McCarron Campbell Balfour Beatty Construction 703- 218-1331 acampbell@balfourbeattyus.com http://www.balfourbeattyus.comDave Carrithers Centennial Contractors 703-287-3042 dcarrithers@cce-inc.com www.CentennialNOW.com