1. Thank You for Joining Us, The Webinar Will Begin Shortly Doing Business With The U.S. Department of Agriculture While you are waiting please check out the Upcoming Webinars on www.GiveMe5.com. www.GiveMe5.com

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3. FEDERAL ACQUISITION How to position your company to receive a Government contract Lance Petteway, Director, Contract Management Division Food and Nutrition Service

4. Women Impacting Public Policy (WIPP) is a nonprofit, membership organization working to increase the economic power and public policy clout of women entrepreneurs by providing essential business skills education, leadership opportunities for business and personal growth, and a seat at the table among policymakers in Washington, D.C. WIPP was founded in 2001 and is recognized as a national, nonpartisan voice for women business owners, advocating on behalf of its coalition of 4.7 million businesswomen including 78 business organizations. WIPP identifies important trends and opportunities and provides a collaborative model for the public and private sectors to advance the economic empowerment of women. www.WIPP.org

5. Give Me 5 National program from WIPP & American Express OPEN designed to educate women business owners on how to apply for and secure federal procurement opportunities. Give Me 5 works to increase the representation of Women Business Owners that win government contracts. We provide accessible business education tools to assist both new and experienced federal contractors. Women Business Owners could gain more than $4 billion in annual revenues if the 5% contracting goal set by Congress was reached.

6. Lance Petteway Director, Contract Management Division, Food and Nutrition Service U.S. Department of Agriculture FEDERAL ACQUISITION How to position your company to receive a Government contract

7. Outline  Guiding principles (FAR)  Toolkit for increasing your chances of receiving Government contracts  Building relationships  Marketing your products or services  Challenges procuring with small businesses  Pre-award processes  Submitting smart proposals  Post-award  Summary

8. Guiding Principles FAR 1.102- Statement of guiding principles for the Federal Acquisition System  The vision for the Federal Acquisition System is to deliver on a timely basis the best value product or service to the customer, while maintaining the public's trust and fulfilling public policy objectives.  Contracts is a Contact Sport.  Our goal is not to give you a contract; our goal is to maximize opportunities for small businesses. Acquisition is a contact sport, we provide opportunities, and you compete for the work.

9. Building Relationships Submit Smart Proposals Identify business needs Prospecting Make an appointment to meet with the Head of Contracting Activity Designee (HCAD)/or supervisor over small business program. See if the agency has opportunities for small businesses to meet with program offices. If you are in the 8(a) program, your goal is to become a HCADs go to, reliable, just in time contractor. Recommend to the HCAD to establish a roundtable program (mention USDA/FNS has a model in place). Phase 2 Phase 3 Phase 4 Prospecting Understand who your prospect customers are. Phase 1 Select one or two agencies that do a lot of work in your particular NAICS Code. Determine if SBA has designated the NAICS Code as underrepresent ed for WOSB. Identify business needsToolkit

10. Sign up with FEDBIZOPS to receive notifications. Attend vendor outreach programs. Get a GSA schedule or subcontract with a holder. Start small; go after projects under $150K. Subcontract with off schedule prime contractors. Contact the Office of Small Disadvantaged Business Utilization (OSDBU) for your targeted agencies. Build a close relationship with SBA representative. Subcontract with WOSB, HUBZone, 8(a), etc. Marketing your Products or Services

11. Challenges Procuring with Small Businesses  They cannot do the work  Way too much oversight  The span of control of the contract is too big for them  Poor quality  Cannot meet deadlines  Costly  Do not have the necessary skill-sets

12. Performance-Based vs. Sealed Bid Performance-Based vs. Sealed Bid Source Selection Process Pre-award Processes Source Selection Processes  Tradeoff  LPTA Source Selection Processes  Tradeoff  LPTA Debrief

13. Submitting Smart Proposals  Performance based contract is a gift to contractors  Read and follow instructions  At a minimum, ensure you meet the minimum requirements prior to elaborating on what you do better than your competition  If you identify a risk, address the solution to the risk  Don’t make assumptions based on past performance with the government  Spell check  Submit your proposals as if you will not get a second chance to resubmit (award without discussions)  Request debrief

14. Post-award  Post-award orientation  Timely deliverables  Timely contract completion  Contractor evaluation (Contractor Performance Assessment Reporting System (CPARS))

15. Summary  Understand the guiding principles for the Federal Acquisition System  Be proactive, network, and build effective relationships  Understand the pre-award and post-award processes  Submit smart proposals  Ensure timely deliverables and contract completion

16. Questions

17. Thank You For Participating Following this call you will receive links to the podcast of this session. For questions, please contact Lin Stuart at Lstuart@wipp.org

18. Get Involved! Join a policy issue committee and learn how policy can impact your business growth Make your voice heard - become a member of our national Instant Impact Advocacy Team Participate in our educational series – unlimited opportunities for you and your staff Receive weekly policy updates and briefings 1-888-488-WIPP www.wipp.org Questions? Contact WIPP Staff Program & Education Coordinator: Lin Stuart▪ LStuart@wipp.org ▪ (415) 434-4314LStuart@wipp.org Membership Coordinator: Lynn Bunim ▪ LBunim@wipp.org ▪ (415) 434-4314LBunim@wipp.org