1. © 2009 Williams Mullen Construction Contracting Webinar

2. © 2009 Williams Mullen Contracting in Tough Economic Times Thomas O. Mason March 11, 2009

3. © 2009 Williams Mullen Background »The early signs of economic downturn »What can we do? »Focus on the Government Customer

4. © 2009 Williams Mullen The Government Customer »Local »State »Federal (military and civilian) »Foreign

5. © 2009 Williams Mullen Types of Work »Military – Uniquely Governmental »Civilian »Commercial

6. © 2009 Williams Mullen Sources of Expenditures »Federal ›Pre-stimulus spending ›Post – stimulus spending »State/Local ›Federal Block Grants ›Public –Private Partnerships »Commercial »Inherently Governmental

7. © 2009 Williams Mullen Considerations Before Accepting Work »Understanding the Government’s need »Methods of Procurement »Matching Government needs with private business plans »Understanding and selling your best product or service »What distinguishes you from the competition!

8. © 2009 Williams Mullen Developing a Strategy for Selling to the Government »Multiple ways to sell your specialty to the Government »Focus on two things ›Company specialty ›Needs of the Government

9. © 2009 Williams Mullen Methods of Procurement »Full and open competition »Small Business set-asides »Multiple Award Contracts (Get preapproved.) »Unsolicited proposals »Subcontracting with larger primes »Becoming a member of a team or a JV

10. © 2009 Williams Mullen Getting Pre-Approved »Selling to the Government involves seeking multiple opportunities »Pre-approval with GSA Schedule Contracts ›Is one method of gaining work ›Is inexpensive ›May cut down on number of hard bid/responses to RFP/RFQ

11. © 2009 Williams Mullen GSA Schedule »What is it and how does it work? »How do you get on schedule? ›Select appropriate schedule ›Submit a proposal ›Negotiate a contract

12. © 2009 Williams Mullen Pitfalls to Avoid »Selling too low »No means to effectively change pricing »Don’t know how to receive orders »I completed contract form and my margins are unacceptable »Don’t buy a schedule/Develop a marketing and sales tool

13. © 2009 Williams Mullen What Works »Do much of the work yourself »Negotiate specific terms »Start with the end in mind

14. © 2009 Williams Mullen Specific Terms »Commercial Price List »Minimum/Maximum Order Clause »Basis of Award »Country of Origin »Industrial Funding Fee »Economic Price Adjustment Clauses

15. © 2009 Williams Mullen Specific Terms (Continued) »Government Assist Visits »Company Ts and Cs »Payment Clause »Changes Clause »Number and use of Special Item Numbers (product/service categories)

16. © 2009 Williams Mullen GSA Policies »“Get It Right” »Pay attention to “Shovel Ready” »Maintain and extend GSA contract

17. © 2009 Williams Mullen Top 10 Things to Remember in Touch Economic Times »10. Have and manage to a business plan! » 9. Sell commercial services and products to the Government! » 8. Market the Government in the same manner you market commercial customers.

18. © 2009 Williams Mullen Top 10 »7. Diversify – let’s sell to different market – commercial and multiple levels of Government. »6. Have several methods (many portals) to gain Government Sales. »5. Don’t provide gifts, puff capabilities or create great expectations.

19. © 2009 Williams Mullen Top 10 »4. Understand who has Government authority to engage in contracting and who has authority to pay for your work. »3. Compliance is part of Quality – include the cost of compliance and quality in GSA pricing. »2. Provide Best Value (Charge for Best Value).

20. © 2009 Williams Mullen Top 10 »1. GET IT RIGHT – ONLY PERFORM PROJECTS WHERE YOU ARE MEETING AN IDENTIFIED GOVERNMENT NEED - if it is not shovel ready ask some more questions.

21. © 2009 Williams Mullen Thomas O. Mason, Esq. 8270 Greensboro Drive, Suite 700 McLean, VA 22102 703.760.5200www.williamsmullen.com

22. © 2009 Williams Mullen Questions/Discussion