Content Management: Knowledge Management

Congressional Education Working Group

Don Arnold — Mon, 19 Dec 2011 13:45:10 GMT

What is the Event Date?: 11/15/2011

What is the Event Format?: Other

If 'Other', Please Specify:: CEWG Breakfast with Hill Staff

Event Organizer(s):: Brian Flood

Session Summary::

Off the record discussion between IAC members and Hill staff.

What are the Learning Objectives?:

Open communications.

What are the Educational Outcomes?:

Beginning a Knowledge Bank for industry/Hill communications

What are the Recommended Actions for Follow-up?:

Summary results

Cybersecurity: It's not optional, it requires standardization for efficiency and effectiveness; Needs to be designed in, not added on; Community should "raise hell" to get results.

Procurement Reform: Communications among all stakeholders - govt and industry - is a key. Two-year budgeting for IT projects would help.

Technology Innovation - We must iterate and evolve, with incremental and measured innovation aimed at enhancing the mission, not enhancing the IT, and we must change culture to succeed.

Taxonomy: ;1;106;105;128;132;131;

Workshop E - Funding Your Growth, America Is Counting on You, Are You Prepared to Perform?

Dale Luddeke — Wed, 08 Jun 2011 19:58:10 GMT

What is the Event Date?: 4/7/2011

What is the Event Format?: SBC Session

Event Organizer(s):: Nicholas J. Pittas

Session Summary::

As you well know, today’s economic environment brings opportunity, as well as uncertainty, to businesses that are serving the needs of the Government. Working with the right lender that is both financially stable and has a detailed understanding of your opportunities will offer unique advantages to grow your organization.

There are (3) legs to every government contractor’s stool: 1.) Strong relationships with your customer in order to have an opportunity to provide a bid & proposal; 2.) Technical capacity to perform; 3.) Assuming you have 1 & 2, access to capital.

What are the Learning Objectives?:

What are the Educational Outcomes?:

Funding Your Growth

Small Business Development Center

Virginia SBDC Network is a partnership between U.S. Small Business Administration George Mason University and premier institutions throughout Virginia

The SBDC is a statewide infrastructure that can and should be the resource to deploy job creation initiatives.

Small Business Development Center can be very helpful to small business by providing assistance with financial packages, financial statements or even lender meetings.

The SBDC can help small business by educating them on both financing options and lender expectations.

Small Business Administration

Important Note: The SBA does not loan money to businesses (except to help them recover from natural disasters). The SBA guarantees loans offered by other lenders.

The SBA process is as follows: Borrower applies to qualified lender; Lender approves “subject to” SBA Guaranty; Lender submits request to SBA; SBA approves request; Lender settles and services loan

For a business to be eligible the business must be small, for-profit, legal business, demonstrate the ability to re-pay loan as shown through cash flow or projections and must fall within a SBA-approved industry

A business will NOT be eligible if there are any outstanding judgments/liens; previous loss to government; delinquent child support/student loans or an open bankruptcy.

The SBA’s CAPLine, is a Line of credit for short-term, working capital needs, advanced against inventory, accounts receivable, or real estate. It has a maximum maturity of 5 years and is for existing businesses with contracts.

Traditional Debt/Bank Financing

When seeking traditional bank financing, make sure you know your financing sources, your business, your industry and your target bank.

Possible financing sources for your business can include, Yourself and Friends, Angel/Equity Investor, Vendor Credit, Commercial Finance, & Subcontractor Credit.

Before approaching your bank, make sure you know your corporate goals, Services/Products, Customers, Creditors, most importantly, your financial profile.

Ensure you have a clear understanding of the Key Players, Service Providers, and Threats within your market sector.

What are the Recommended Actions for Follow-up?:

Panelist/Speaker #1:: Nicholas Pittas

-Affiliation #1:: Wells Fargo

Panelist/Speaker #2:: Seth Carter

-Affiliation #2:: Cardinal Bank

Panelist/Speaker #3:: Mark Frantz

-Affiliation #3:: BlueDelta Capital Partners

Panelist/Speaker #4:: Susan Lee-Merrow

-Affiliation #4:: Virginia SBDC Network

Panelist/Speaker #5:: Anthony Ruiz

-Affiliation #5:: Small Business Administration

Taxonomy: ;1;106;2;44;157;93;113;92;3;124;

Attachments: http://admin.actgov.org/knowledgebank/contentmanagement/Lists/Knowledge Management/Attachments/84/PM Funding your Growth.pptx

Workshop A - RFP in Hand, What Now?

Dale Luddeke — Wed, 08 Jun 2011 19:42:28 GMT

What is the Event Date?: 4/7/2011

What is the Event Format?: SBC Session

Event Organizer(s):: Harold Klink

Session Summary::

Are you really prepared to differentiate your company with a response on a proposal that effectively communicates all the requirements AND can demonstrate how your firm “stands-out” from the other competitors? If you would like to improve your win rate, save time in responding, and excite the evaluator, then you need to attend this workshop. This panel will feature the perspective from experienced government evaluators from several key government organizations and from firms who are successfully bidding and winning federal opportunities.

What are the Learning Objectives?:

>How to easily digest and outline a RFP response that is structured and compliant

>The Do’s and Don’ts in writing the response to a proposal

>What is a” valid win theme” or a “discriminator” and how should these themes be incorporated into the response

>What extent should graphics, tables and charts be used in your response

>Real life examples of how to differentiate your solution and/or your company!

>How to excite the evaluator!

What are the Educational Outcomes?:

What are the Recommended Actions for Follow-up?:

Panelist/Speaker #1:: Tonya Lovelace

-Affiliation #1:: Department of the Interior

Panelist/Speaker #2:: Terrie Callahan

-Affiliation #2:: Department of the Interior

Panelist/Speaker #3:: Rafael Roman

-Affiliation #3:: Department of Homeland Security

Panelist/Speaker #4:: Kendall Lott

-Affiliation #4:: M Squared Strategies

Panelist/Speaker #5:: Micheal Carroll

-Affiliation #5:: General Services Administration

Taxonomy: ;1;106;2;44;157;93;92;3;124;

Attachments: http://admin.actgov.org/knowledgebank/contentmanagement/Lists/Knowledge Management/Attachments/80/SBC 2011 - RFP In Hand Now What 4-19-2011.pptx

Workshop C - IDIQ’s and GWAC’s – What is the Best Direction for Your Business?

Dale Luddeke — Wed, 08 Jun 2011 19:49:28 GMT

What is the Event Date?: 4/7/2011

What is the Event Format?: SBC Session

Event Organizer(s):: Ed Rinkavage

Session Summary::

Small businesses initially respond to RFPs for a select piece of work; however, there is a bigger, more comprehensive avenue in bidding and winning IDIQs and GWACs that narrows the playing field. If you want to grow your business, this is the workshop that can provide the processes, bidding approach, and team building and steps to successfully move a small firm to a new level of business. Join this workshop to find out all the key elements in bidding and winning IDIQs and GWACS and then what do next!

What are the Learning Objectives?:

Gain knowledge of how to evaluate and successfully bid a GWAC or IDIQ

Helpful suggestions in selection a team to support future bids

Determine which GWAC or IDIQ is the best match for your firm

What are the Educational Outcomes?:

Some Myths to consider:

A. “ IF I win an IDIQ….Govt. $$ will start flowing!”( It is NOT easy..Requires Investment + work ++ tenacity)

B. “IF I team( IF I get a Mentor) with a large Company and our team wins an IDIQ they MUST send me business…It’s the law”(Teaming selection/evaluation is a thoughtful process))

C. “IF I get in to see the Agency Director then I am sure to get business”( Marketing/Business Development)

D. “NO one in the Gov’t. will listen to/Cares About Small Business”( Law/ Policy/SBD Programs)

E. “Why waste my time with IDIQ’s….Small Business Don’t win” (Law/Statistics)..Might be a lead-in.

F. Industry days and similar events attended by multiple vendors are of low value to industry and the government because industry won’t provide useful information in front of competitors, and the government doesn’t release new information.

G. No one in the Gov’t will listen to/Cares About Small Business.

H. Why waste my time with IDIQ’s..Small Business Don’t Win.

I. The small business goals are MANDATES from congress.(not, just guidelines)

J. The CO has all the power to decide a procurement

K. It is easy to get small business financing & guarantees from the Gov’t

L. Getting an IDIQ is a quick and easy process. I have lots of friends and it will happen quickly. (It can take 9 months or more.)

M. Getting an IDIQ is inexpensive process. (There is lots of paperwork to be done. Reviews of accounting systems and inspections can take lots of time and money. Reviews may be done again in a year even if no orders were received.)

N. Adding items to an IDIQ is easily done

What are the Recommended Actions for Follow-up?:

Panelist/Speaker #1:: Susan Larimer

-Affiliation #1:: National Geospatial-Intelligence Agency

Panelist/Speaker #2:: Pam Oxendine

-Affiliation #2:: Federal Aviation Administration

Panelist/Speaker #3:: Ed Driscoll

-Affiliation #3:: DELEX

Panelist/Speaker #4:: Doug Natal

-Affiliation #4:: GS Advisors

Panelist/Speaker #5:: Mike Anastasio; Kathleen Turco

-Affiliation #5:: General Services Administration

Taxonomy: ;1;106;2;44;157;93;92;3;124;

Attachments: http://admin.actgov.org/knowledgebank/contentmanagement/Lists/Knowledge Management/Attachments/82/SCB 2011 - IDIQs and GWACs.pptx

Workshop B - Rising Tides for Small Businesses – Small Businesses

Dale Luddeke — Wed, 08 Jun 2011 19:45:51 GMT

What is the Event Date?: 4/7/2011

What is the Event Format?: SBC Session

Event Organizer(s):: Todd Hager

Session Summary::

What lies in store for the small business as we emerge from this tumultuous economic storm?

This workshop will provide you with interesting examples of how several small businesses utilized creative technology or methodologies to build their business and/or to successfully bid and win important and relevant work for their firm. We will explore how leaders of successful small firms view the coming year and how to best approach the volatile government market.

Our panel will include some tips on how successful companies are transitioning from a small business to a mid-tier firm. Valuable processes, ideas, recommendations and steps will be discussed. Each of these stories could be used and/or modified to help new small businesses succeed.

What are the Learning Objectives?:

Gain knowledge of how to evaluate and successfully bid a GWAC or IDIQ

Helpful suggestions in selection a team to support future bids

Determine which GWAC or IDIQ is the best match for your firm.

What are the Educational Outcomes?:

Todd Hager, Senior Vice President of BroadPoint Technologies (an SBA certified small business), led a panel of small business owners and managers in a discussion around success stories for the ACT-IAC annual conference. The participants were asked to answer the question, what lies in store for the small business as we emerge from this tumultuous economic storm? The conversation engaged the audience with interesting examples of how several small businesses utilized creative technology or methodologies to build their business and/or to successfully bid and win important and relevant work for their firm. The panel explored how leaders of successful small firms view the coming year and how best to approach the volatile government market, including some tips on how successful companies are transitioning from a small business to a mid-tier firm.

The panel was composed of a distinguished group of small, local business leaders, including:

• Scott Amey – President and CEO, Amyx, former co-founder of RS Information Systems
• Grace Jhong – President and CEO, Trusted Mission Solutions
• Paul Lombardi – President and CEO, TeraThink
• John Snider – President and CEO, NOVA Corporation

Though valuable processes, ideas, recommendations and steps were discussed, our conversation was overshadowed by the specter of a potential government shutdown which kept one of our panelists, Ana Recio Harvey, Director at the Small Business Administration, from participating. She was called back to the office by the Executive Director to work on shutdown strategy.

This topic was discussed and the panel offered many suggestions for ways to keep the team engaged, motivated and supported during a shutdown. One of the more thoughtful ideas came from Paul Lombardi who was planning a day of service for his team unable to work with their government clients where they could give back to the community and have fun in the process.

Scott Amyx offered a unique perspective of having built a company that was sold when it reached mid-tier. He recommended planning now for the inevitability of reaching the mid-tier with focus on differentiators that would be of value to partnering firms and potential clients regardless of your size. Grace Jhong offered the example of focusing on a quality certification, specifically becoming CMMI Maturity Level 3 certified as was the case with her firm. Using a gold standard for quality process and project execution helps to reduce the risk in a potential customer’s eyes while ensuring smoothness of operations and profitability in your own firm.

All panelists felt that even with high unemployment, finding the right candidate is still proving to be a challenge. Many firms look at marketing to and attracting talent in much the same fashion that they market to potential customers. It is strategically important for small firms to always be looking for the best possible candidates since this will be their “face” to the customers they serve. Additionally, the entire panel had a positive outlook on the economy and the potential for small firms to thrive in the government contracting market.

What are the Recommended Actions for Follow-up?:

Panelist/Speaker #1:: Ana Recio Harvey (could not attend due to gov't shutdown preparedness)

-Affiliation #1:: Small Business Administration

Panelist/Speaker #2:: Scott Amey

-Affiliation #2:: AMYX

Panelist/Speaker #3:: Grace Jhong

-Affiliation #3:: Trusted Mission

Panelist/Speaker #4:: Paul Lombardi

-Affiliation #4:: TeraThink

Panelist/Speaker #5:: John Snider

-Affiliation #5:: NOVA Corporation

Taxonomy: ;1;106;2;44;157;93;92;3;124;

Attachments: http://admin.actgov.org/knowledgebank/contentmanagement/Lists/Knowledge Management/Attachments/81/SCB 2011 - Rising Tides 4-19-2011.pptx

Workshop D - The Acquisition Process – From How to Increase Win Probability to Addressing COI

Dale Luddeke — Wed, 08 Jun 2011 19:53:46 GMT

What is the Event Date?: 4/7/2011

What is the Event Format?: SBC Session

Event Organizer(s):: John Mutarelli

Session Summary::

Come join this exciting panel discussion on the acquisition process to learn how to increase your win probability while adhering to government rules including conflicts of interest (COI). Led by government and seasoned professionals, you will learn how to influence whether a solicitation is released as a set-aside, identify concrete methods to ensure your proposal is evaluated highly, and use the debrief process to benefit your organization.

What are the Learning Objectives?:

Panelists will also describe what to lookout for and address with potential conflict of interest bidding.

This panel is a must attend for new small businesses and long-time government contractors focused on growing their prime business or strengthening a bid as a value-add teammate.

What are the Educational Outcomes?:

Presenter #1: Ayo Kimathi:

Discussing: What happens before RFP is released?

• Does the government really want to meet?
o It depends on the person
o Identify agencies committed to small business then meet with the advocate and start working through them

• How to have a successful meeting with government
o Listen, don’t just “sell” yourself
o If you let government talk, then they will likely keep talking
o If you try to “sell” they will likely shutdown
o Need to always have a good listener in meetings with the government

• How government decides to set-aside a solicitation for small business
o People do what they are comfortable with
o Once a procurement gets to the advocates desk, if he thinks a small company can do it he pushes for an RFI
o The RFI may not “look” to be conducive to small business because they are typically written to intimidate small businesses
o Small Businesses need to scrutinize the RFI and be prepared to say with 100% certainty that they can do the work
o If several small businesses respond, then the small business advocate can fight for it

• Once an RFP is released, how do you increase the likelihood of being selected?
o Many times outstanding proposals are not ranked outstanding because they were not easy to rank!
o Ask questions, RFPs are put together quickly, so the government does not catch everything.
o Organize your response according to the government requirements, do not make the evaluators do work.
o Your responsibility is to help a “regular person” determine easily that your proposal meets the requirements and are rated outstanding.

• It is a combination of the small business office fighting for small business and the small business response to RFIs that lead to small business opportunity.

Presenter #2: Lee Harvey

• Thoughts on the capture and proposal process
o Understand the customer’s requirements – visit with the customer as early as possible before the RFP or RFI
o When the presenter was in government, the companies that did better were those that came in knowing the organization, their problems, etc. and who brought solutions to address them
o Understand budget and past acquisition vehicles and adapt your proposal to it
o Perception of alternative proposals – they must meet the requirements of the initial RFP, talk to the CO and see if there is a way to submit the alternative in addition to your base proposal
o Keep up with information that is showing up about you in past proposal databases so that you know what clients are seeing and saying

• Preparing for post-proposal submission activities
o Many procurements have no discussions, in those circumstances you will not likely be picked if you have any deficiencies
o If you have discussions or orals be prepared to discuss requirements and deficiencies
o BAFO – sharpen your pencil
o Communicate key personnel changes to client and have an equal or better person to replace the key person

• After Award is made:
o CO intent is to give you as little information as possible, but still satisfy the debrief requirement
o Get questions answered, CO works for someone, and they work for someone else
o Not a fan of protest, it’s time consuming, however, if you’ve been wronged that’s what the process is for

Presenter #3: Jake Leishman, Esq

Discussion: Addressing COI
• COI is independent of impropriety, you have not done anything wrong
o You cannot run away from it
o You have to address it
o COI is defined in FAR Section 9.5, DFARS 252.209, gao.gov
o COI is analogous of the word “audit” because it causes fear

• Reason for increasing frequency of COI
o People have more info because organizations are merging
o People are always marketing and incidents arise

• Lessons Learned
o Need to address COI
o Need a COI checklist in your organization
o Need to communicate with the government

• Every COI case supported comes down to the amount of documentation created by the government, the more the better

Presenter #4: Kate Oliver

Discussion: Changes in Federal Procurement Systems

• Tools provided: CCR, ORCA, EPOS (you do not want to be on this list), Fed Biz Ops, FPOS, ESRS, FSRS, CPARS/PPIRS
o There are a lot of systems to deal with on a daily basis
o Stress in getting the info correct in systems since you are accountable for the information you put in; if you see bad past performance information, call the CO
o New Feature in Fed Biz Ops – Small Business Events Button

• Changes are coming – SAM
o System for Award Management (SAM) will combine functionality of all systems
o Provide one login
o Available to CO, vendors, and all users
o Legacy system capabilities will move in phases to SAM
o 1st half of 2012 – CCR/Fed Req, ORCA, EPLS
o Conducting outreach sessions, webinars, and training for SAM
o For info: askSAM@gsa.gov, acquisition.gov

• Advice – update CCR every 6 months
Suggestions:
• After a project is complete, have the PM document the past performance to be stored in a corporate repository - Marissa

Questions:
• Will we see contract lengths shorten?
o Lee Harvey: Has heard DoD contracting officers say they are using a 3 year maximum on contracts

• Protest Process – Can you be considered a problem child if you protest too much?
o Yes
o Ayo: With the RFI process you can ask too many questions. Too many questions and pushing too hard can steer a procurement away from you.
o Jake: Some companies protest to protest and go to settlement.

• What are agencies doing to prepare to use 8(m)? What is being done on the system side? Any lessons learned from the HUBZone program?
o Ayo: DHS is meeting and exceeding its WOSB goals for the past few years, but industry will likely see some set-asides in this area.
o Marissa: SBA is providing training to agencies, they stood up a website for the 8(m) program, it’s still a competitive process. Don’t’ get hooked into companies that say they will certify you. CCR box is there, 4 new boxes for WOSB, EDWOSM, and two JV categories. Both fbo.gov and FPDS have been updated.

• How do HUBZone businesses identify requirements that will be set-asides?
o Ayo: For DHS go to the forecast of opportunities on dhs.gov/openforbusiness. They are in the process of implementing a new forecast tool that will be up in July.

• Until EAGLE II is awarded, DHS is using other vehicles, how can we drive business to SB/HUBZone?
o Ayo: We start with requirements towards HUBZone, then 8(a), then other SB categories in order of priorities of SB goals.

What are the Recommended Actions for Follow-up?:

Panelist/Speaker #1:: Marissa Levin

-Affiliation #1:: Information Experts

Panelist/Speaker #2:: Ayo Kimathi

-Affiliation #2:: Department of Homeland Security

Panelist/Speaker #3:: Lee Harvey

-Affiliation #3:: Enterprise Information Systems (PEO EIS)

-Title #3:: Former Deputy Program Executive Officer’s

Panelist/Speaker #4:: Kathleen Oliver

-Affiliation #4:: General Services Administration

Taxonomy: ;1;106;2;44;157;93;92;3;124;

Attachments: http://admin.actgov.org/knowledgebank/contentmanagement/Lists/Knowledge Management/Attachments/83/PM - The Acquisition Process.pptx