1. MAXIMIZING YOUR OPPORTUNITIES NIH Small Business Industry Day June 30, 2014 Barbara Weaver, CPCM PCR-CMR, U.S. SBA OGC-Area II

2. SBA Area Office As A CMR... Ensure that primes meet small business and attain SB goals Review Prime SB activities Assist SB with LB relationships As A PCR... Coordinate with and train federal agencies Reviews agency small business programs Identify small business set-asides Advocate for SB

3. The Small Business Act It is the policy of the Government to provide maximum practicable opportunities in its acquisitions to small business.... Such concerns must also have the maximum practicable opportunity to participate as subcontractors. FAR 19.201

4. Why We Support Small Business Agility Productivity Courage Passion Innovation Exporting Contributions to GNP

5. Small Business – What do you need? A Chance to Show What You Can Do Resources Working Capital Support Network Relationships with other SB Advocacy

6. Small Business Goals % Small Business SDBHBZWO SB SD Vets Minimum Statutory Goals 23.05.03.05.03.0 Actual 23.428.611.754.333.49 Note: Agency goals are negotiated annually with SBA.

7. Government Customer Includes multi-disciplined teams that are trying to obtain the optimum market response to requirements in terms of:  Quality  Timeliness  Cost while  Minimizing business and technical risks  Maximizing competition  Accomplishing socio-economic goals  Maintaining integrity

8. A Small Business A concern, including its affiliates, that is: independently owned and operated, not dominant in its field of operation, and qualified as a small business under the criteria and size standards in 13 CFR part 121. North American Industry Classification System (NAICS)North American Industry Classification System (NAICS)

9. Basic-Level Advice Just for Small Business

10. Form Your Own Dream Team SBA Small Business Development Center Procurement Technical Assistance Center HHS SB Specialists SCORE NCMA Development Organizations

11. Be a Relentless Federal Market Student Free On-Line Courses Free Webinars Workshops Presentations Professional Associations Certification Courses

12. Know Who You Are & Where You’re Going 3-5 year Strategic Plan 12-Month Operations Plan Business Development Plan Federal Marketing Plan

13. Create Integrated Marketing Info Logo and a Look Business Cards E-Capability Statement Tri-Fold Web-Site Real Business E-Mail Does it all hang together???

14. Parity exists among: 8(a), HUBZone, Service Disabled Vet, and Woman-Owned Small Businesses The Contracting Officer has the latitude to select set-aside type. These four categories have priority over a small business set-aside. Work on Your Tool Chest

15. Next Level Advice

16. Decide Who Gets to Go Along With You Employees Shareholders Team Members Mentors JV Partners

17. Target Large Prime Contractors  Large Prime Contracts valued over $650,000 [$1.5 M – construction] must commit to a small business subcontracting plan.  Failure to show good faith effort in meeting small business goals and complying with the plan could result in Termination for Default or liquidated damages.

18. Don’t Ever Stop Marketing! Target Diverse Opportunities Analyze your chances Develop a winning plan Assign and execute

19. Respond to Gov. Market Research What they send out: Requests for Information Sources Sought What you provide: Exactly what they request Do not send generic capability statements.

20. Make Course Corrections As Required Identify New Customers Change Partners Grow NAICS Etc. Etc. To accommodate the most dynamic market going!

21. Barbara Weaver, CPCM, PCR-CMR U. S. Small Business Administration Office of Government Contracting barbara.weaver@sba.gov