Post 8(a) Certification BEST PRACTICES MICHAEL PERCH ROADMAP CONSULTING, LLC February 12, 2014

Road Map Consulting, LLC Owned 100% by Michael PerchOwned 100% by Michael Perch Grown to over one hundred clients in the past yearGrown to over one hundred clients in the past year Provides Training and Technical Assistance to private companies, organizations and government agenciesProvides Training and Technical Assistance to private companies, organizations and government agencies Assists company with SBA 8(a) Certification, HUBZone Certification, VETS First, GSA Schedule Proposal Preparation, Business Development, Proposal PreparationAssists company with SBA 8(a) Certification, HUBZone Certification, VETS First, GSA Schedule Proposal Preparation, Business Development, Proposal Preparation Expertise in providing a strategic Road Map for federal government contracting and successful business practicesExpertise in providing a strategic Road Map for federal government contracting and successful business practices Copyrighted - Road Map Consulting, LLC -

Michael Perch, PMP, ITIL Principal Consultant Roadmap Consulting, LLC. Thirty Two Years (32) of Financial Management, Sales Management and Contract Management ExperienceThirty Two Years (32) of Financial Management, Sales Management and Contract Management Experience Owned and operated Corporate Presentation Systems, Inc. (CPS) for Seventeen (17) Years before selling companyOwned and operated Corporate Presentation Systems, Inc. (CPS) for Seventeen (17) Years before selling company SCORE Counselor since 2007SCORE Counselor since 2007 Adjunct Professor with George Mason University specializing in federal procurementAdjunct Professor with George Mason University specializing in federal procurement Copyrighted - Road Map Consulting, LLC -

The Federal procurement landscape is changing Federal budget deficits are forcing agencies to do more with lessFederal budget deficits are forcing agencies to do more with less Sequestration continues – smaller budgetsSequestration continues – smaller budgets Increasing percentage of the federal government procurement experts are retiringIncreasing percentage of the federal government procurement experts are retiring Increasing number of firms entering into the federal procurement marketIncreasing number of firms entering into the federal procurement market SBA and its portfolio 8(a) companies heavily scrutinizedSBA and its portfolio 8(a) companies heavily scrutinized Other small business socio-economic set-asides (ED/WOSB, SD/VOSB) increasing in numbersOther small business socio-economic set-asides (ED/WOSB, SD/VOSB) increasing in numbers Copyrighted - Road Map Consulting, LLC -

Results of changing landscape Fierce price competition for contract awardsFierce price competition for contract awards Lowest Price Technically Acceptable (LPTA) basis of award increasing vs. Best ValueLowest Price Technically Acceptable (LPTA) basis of award increasing vs. Best Value Agencies are moving heavily towards strategic sourcingAgencies are moving heavily towards strategic sourcing Increased usage of Government-Wide Acquisition Contracts (GWACs) (e.g. NASA SEWP, GSA 8(a) STARS)Increased usage of Government-Wide Acquisition Contracts (GWACs) (e.g. NASA SEWP, GSA 8(a) STARS) And utilizing their own inter agency Indefinite Delivery Indefinite Quantity (IDIQ) contract vehicles, (e.g.. EAGLE II) And utilizing their own inter agency Indefinite Delivery Indefinite Quantity (IDIQ) contract vehicles, (e.g.. EAGLE II) High number of contracts that were 8(a) contracts are being pulled from the program and placed into agency specific contract vehicles and GWACs or small business competitionHigh number of contracts that were 8(a) contracts are being pulled from the program and placed into agency specific contract vehicles and GWACs or small business competition 8(a) sole source awards are dwindling 8(a) sole source awards are dwindling Copyrighted - Road Map Consulting, LLC -

Transitioning out of the 8(a) program Map out a ten year Capture Management Plan for targeted agencies and GWACsMap out a ten year Capture Management Plan for targeted agencies and GWACs Target Mentor Protégé Program for strategic Business Development effortsTarget Mentor Protégé Program for strategic Business Development efforts Cut overhead and General and Administrative costs to make your indirect rates competitiveCut overhead and General and Administrative costs to make your indirect rates competitive Acquire key BD and Technical personnel that can augment your Capture Management PlanAcquire key BD and Technical personnel that can augment your Capture Management Plan Copyrighted - Road Map Consulting, LLC -

8(a) Best practices Grow your staffs personal qualificationsGrow your staffs personal qualifications Grow your corporate qualificationsGrow your corporate qualifications Develop a niche that no one else does and get good at itDevelop a niche that no one else does and get good at it Acquire company that will better position you with a targeted agencyAcquire company that will better position you with a targeted agency Dont ignore subcontract opportunities that will replace volume lost from direct 8(a) awardsDont ignore subcontract opportunities that will replace volume lost from direct 8(a) awards Invest in GovWin, Bloomberg or similar tool to allow for market intelligence gatheringInvest in GovWin, Bloomberg or similar tool to allow for market intelligence gathering Make your graduation from the 8(a) Program a non event and focus your customers attention toward your corporate prowess, strategic positioning and expertise as a companyMake your graduation from the 8(a) Program a non event and focus your customers attention toward your corporate prowess, strategic positioning and expertise as a company Copyrighted - Road Map Consulting, LLC -

Strategic Planning Identifying the strategic plan – Federal Government Market 1. Understanding the mission of the government customer 2. Get first hand information on agency funding levels 3. Understanding the roles of Government Officials 4. Establishing relationships with various Government agencies 5. Understanding utilized contracting vehicles (acquisition strategy) Copyrighted - Road Map Consulting, LLC -

TYPES OF CONTRACTS TYPES OF CONTRACTS 8(a) Sole Source8(a) Sole Source 8a Set-Aside Open Competition8a Set-Aside Open Competition Indefinite Delivery and Indefinite QuantityIndefinite Delivery and Indefinite Quantity Task OrdersTask Orders Firm fixed priceFirm fixed price Cost reimbursement plus fixed feeCost reimbursement plus fixed fee Time and materialsTime and materials Copyrighted - Road Map Consulting, LLC -

Identifying Potential Contracts More than likely, if the RFP has been announced in its too late. However, a Sources Sought Announcement is your chance to market.More than likely, if the RFP has been announced in its too late. However, a Sources Sought Announcement is your chance to market. Research, Research, Research – using FPDS, FBO, GovWin, Bloomberg, etc…Research, Research, Research – using FPDS, FBO, GovWin, Bloomberg, etc… Obtain a listing of agency forecasts.Obtain a listing of agency forecasts. Obtain a listing of active 8(a) contracts.Obtain a listing of active 8(a) contracts. Identify targeted contract and develop Capture Management Plan.Identify targeted contract and develop Capture Management Plan. Copyrighted - Road Map Consulting, LLC -

RMC Case Studies RMC Client #1 - months before graduating establishes a five year $4MM IDIQ with an agency that it has been doing business with for years.RMC Client #1 - months before graduating establishes a five year $4MM IDIQ with an agency that it has been doing business with for years. RMC Client #2 – makes a key hire of an individual highly thought of by key management personnel at a targeted agency resulting in a strengthen relationship with that agencyRMC Client #2 – makes a key hire of an individual highly thought of by key management personnel at a targeted agency resulting in a strengthen relationship with that agency RMC Client # 3 – enters into a teaming and MP relationship and MP with a targeted newly certified 8(a) company resulting in the continuation of a 12 year relationship with a federal agencyRMC Client # 3 – enters into a teaming and MP relationship and MP with a targeted newly certified 8(a) company resulting in the continuation of a 12 year relationship with a federal agency RMC Client #4 – seeking acquisition of a GSA 8(a) Stars company that will allow for directed buy opportunities to substitute for 8(a) sole source awards.RMC Client #4 – seeking acquisition of a GSA 8(a) Stars company that will allow for directed buy opportunities to substitute for 8(a) sole source awards. Copyrighted - Road Map Consulting, LLC -

Resource Listing – SCOREwww.scoredc.org – SCOREwww.scoredc.org – Road Map Consultingwww.roadmapc.com – Road Map Consultingwww.roadmapc.com – SBAwww.sba.gov – SBAwww.sba.gov - IRSwww.irs.gov - IRSwww.irs.gov – Federal Procurement Data Systemwww.fpds.gov – Federal Procurement Data Systemwww.fpds.gov –Federal Spendingwww.fedspending.org –Federal Spendingwww.fedspending.org - Federal Acquisition Regulations (FAR) - Federal Acquisition Regulations (FAR) - Previous RFPshttp:// - Previous RFPshttp:// – Listing of RFPswww.fedbiz.opps – Listing of RFPswww.fedbiz.opps Copyrighted - Road Map Consulting, LLC -

Michael V. Perch PMP, ITIL Road Map Consulting, LLC. Principal Consultant 1800 Diagonal Road, Suite 600 Alexandria, VA Voice (703) Cell (703) Fax (703) Copyrighted - Road Map Consulting, LLC -