1. Partnering in Federal Procurement Presented by: Joe Grabenstein September 21, 2012 MBDA Federal Procurement Center Operated by the Metropolitan Economic Development Association (MEDA)

2. Who we are Launched in September of 2011, the MBDA Federal Procurement Center is the first MBDA business center to focus solely on federal contracting Located in Washington, DC to have better access to federal procurement officers and prime contractors throughout the region, the Center provides federal contracting assistance to minority business enterprises (MBEs) nationwide We serve minority owned businesses of all sizes, but primarily target firms with annual revenues of more than $1 million, that already have federal contracting activities, and are looking to expand their opportunities

3. Our Services The Center provides strategic positioning, federal agency access, and contracting technical assistance services. Our personnel maintain strong federal agency knowledge, relationships, and contracting expertise. Our Services include: Facilitating relationships between minority business clients, and federal program managers and acquisition professionals Aligning our clients’ mission, vision and capabilities with targeted procurement opportunities Initiating teaming of minority businesses with other clients, other minority enterprises, and our strategic partners Providing updates on agency buying trends, policy and program initiatives, and regulatory changes Leveraging the programs and resources of our strategic partnering organizations to enhance benefit to clients

4. Our Clients The Center currently serves 55 companies with a wide range of capabilities, all with extensive federal experience. Many of these companies also have SDVOSB, HUBZone, 8(a), and other certifications. Most of our clients also have multiple GSA Schedules, and other GWACs that agencies can use to simplify the acquisition process. These are vetted minority owned, businesses in a variety of industries, which also benefit from the support of our office.

5. Partnerships

6. Our Staff Joe Grabenstein – Executive Director Patricia Luna – Federal Acquisition Advisor Claudia Barrera – Project Coordinator

7. Where to find Federal Opportunities Procurement forecasts found on agency websites Budget line items Requirements from industry briefs FedBizOpps (FBO), eBuy (GSA Schedule holders only) Procurement Office or PM Office requirements Agency Strategic and Tactical Plans Internally published requirements for awardees under multiple award IDIQ contracts or GWACs

8. Where to find Federal Opportunities - FedBid Over 20 federal agencies have used FedBid to purchase over $5 Billion in products and services in the last 2 years. FedBid is used by the government to buy products and simple services, not just products. Also, FedBid can be used for best value acquisitions and other factors can be used for evaluation not just lowest bid. Your company is notified of acquisitions that are taking place that fit your companies capabilities. There are no fees charges unless you win the contract, so you have nothing to lose. The fee is 1% and it is incorporated into your bid. http://www.fedbid.com/sellers/getting-started/

9. Where to find Federal Opportunities (cont.) SUB-Net - http://web.sba.gov/subnet/search/index.cfm SUB-Nethttp://web.sba.gov/subnet/search/index.cfm The SUB-Net database is a listing of subcontracting solicitations and opportunities posted by large prime contractors and other non- federal agencies. SUB-Net has been used by state and local governments, non-profits, etc. Opportunities are listed as well as POCs for the primes. FAR Part 51 GSA Schedule Deviation – GSA has greatly broadened the scope of FAR Part 51 allowing prime contractors to use GSA Schedules as sources –for other direct costs on prime contracts or on delivery or task orders ESRS and subcontracting requirements – many government contractors and offices are trying to meet their end of year subcontracting goals - contact the small business or the procurement office of large multiple award contracts

10. Think strategically Seek teaming agreements with successful firms for near term opportunities or those which are likely to win a given multiple award IDIQ contract (i.e. Seaport E, EAGLE II, etc.) You do not want to have to assemble a team or relevant resources at the last minute Your analysis should focus on: Industry sector news relevant to the federal market Discriminators Competitors' Strengths and Weaknesses “Common industry weaknesses” Your Value Proposition Pricing for Labor Categories

11. We look forward to working together! Please visit our website for more information www.mbda.gov/businesscenters/federalprocurement www.mbdacontracts.com