1. ChallengeHER Opportunities for Women in Federal Contracting

2. 2

3.  Overview of the Office of GCBD  Overview of the WOSB Federal Contract Program  Eligibility requirements  Self-Certification/Third Party Certifiers  Steps to participate in the Program  Steps to compete for WOSB federal contracts  Reviews & Protests  Resources and Q&A 3

4.  Four Offices – Government Contracting; Policy, Planning & Liaison; Business Development; HUBZone  Size Standards, Certificates of Competency, Subcontracting Assistance, Natural Resources and Sales Assistance, Size and Status Protests  Procurement Center Representatives  White House focus on meeting the small business federal contracting goals  Implementation of small business contracting rules  ChallengeHER campaign 4 * Community property laws are not considered when looking at ownership.

5. 5 Impact of the program Makes it easier for women-owned companies to compete for and win federal contracts Provides agencies a tool to achieve the WOSB contracting goal (the Federal government must award 5% of its prime contracting dollars to WOSBs) Ultimately, the program helps WOSBs grow Program overview The Women-Owned Small Business (WOSB) Federal Contract Program promotes competition for certain federal contracts for eligible: Women-owned small businesses (WOSBs) or Economically disadvantaged women- owned small businesses (EDWOSBs) The rule for this program became effective in the Federal Acquisition Regulations (FAR) on April 1, 2011

6. WOSBEDWOSB Industries NAICS code assigned to contract solicitation is in an industry in which WOSBs are substantially underrepresented (157 6-digit NAICS designated) NAICS code assigned to contract solicitation is in an industry in which WOSBs are underrepresented (217 6-digit NAICS designated) Rule of two Contracting officer has reasonable expectation that 2 or more WOSBs will submit an offer * Note: All EDWOSBs are WOSBs Contracting officer has reasonable expectation that 2 or more EDWOSBs will submit an offer * Note: Not all WOSBs are EDWOSBs Award price The National Defense Authorization Act (NDAA) removed the dollar value caps on WOSB/EDWOSB contract awards. The SBA’s regulation change was effective May 7, 2013. Contract must be awarded at fair market price Contracting officers may have WOSB- or EDWOSB-only contract competitions if the contract meets the following requirements: A complete list of applicable NAICS codes can be found at www.sba.gov/wosb 6

7.  Meet small business size standard for primary NAICS code and contract  At least 51% unconditionally and directly owned by women who are U.S. citizens*  The woman must manage the day-to-day operations  The woman must make the long-term decisions for the business  A woman must the hold highest officer position in the company  The woman must work at the business full-time during normal working hours  No minimum amount of time the business has been operational 7 * Community property laws are not considered when looking at ownership.

8. 8 * Must be IRA or other official retirement account that is unavailable until retirement age without significant penalty ** Select purposes are for that individual’s education, medical expenses or other essential support or to family member in recognition of special event Same requirements as WOSBs (on previous page) PLUS:  Personal net worth (assets minus liabilities) is less than $750,000 excluding: Ownership in business and primary personal residence Income reinvested or used to pay taxes of business Funds reinvested in IRA or other retirement account* Transferred assets within two years if to or on behalf of immediate family member for select purposes**  Adjusted gross income average over three years is $350,000 or less excluding: Income reinvested or used to pay taxes of business  Fair market value of all assets is $6 million or less. Note: SBA will look at a spouse’s finances if the spouse has a role in the WOSB/EDWOSB, has lent money to or provided financial support (including credit or guarantee of loan) to the business. SBA may also look at spouse’s finances if both spouses are in same or similar line of business and businesses share names, websites, equipment and employees.

9. 9 A WOSB/EDWOSB may submit an offer as a joint venture with another small business if the following requirements are met: Size: Combined annual receipts or employees of joint venture must meet NAICS code assigned to contract* EDWOSB/WOSB must manage the joint venture EDWOSB/WOSB employee must be project manager responsible for performance of the contract EDWOSB/WOSB must receive at least 51% of net profits Joint venture agreement must be in writing Joint venture must meet subcontracting limitations Note: Joint venture agreement does not have to be approved by SBA *Unless exceptions in 13 C.F.R. §121.103(h)(3) apply.

10. 10 Self-Certification Third Party Certification  Free  Register in the System for Award Management (SAM) www.sam.govwww.sam.gov  Compile and upload all required documents to the WOSB Repository  Represent status in SAM  Register in SAM as WOSB or EDWOSB  Obtain certification from an SBA-approved Third Party Certifier ◦ US Women’s Chamber of Commerce ◦ Women’s Business Enterprise National Council (WBENC)* ◦ National Women’s Business Owners Council (NWBOC) ◦ El Paso Hispanic Chamber of Commerce  Compile and upload all required documents to the repository  Represent status in SAM *Does not perform economic disadvantage determinations There are two ways to demonstrate eligibility for the WOSB program: Self-certification with supporting documents, or Third Party Certification with supporting documents

11. 11 Read the WOSB Federal Contract Program regulations (13 CFR 127) in the Federal Register and WOSB Compliance Guide (www.sba.gov/wosb) Register in SAM Log onto SBA’s General Login System (GLS) *Obtain an account now if you don’t already have one Go to the WOSB Repository and upload all required documents Represent your status in SAM 1 2 3 4 5

12. 12 Eligibility ExaminationsProtests  SBA may investigate the accuracy of any certification or representation made  SBA will conduct regular reviews of firms who have self-certified and obtained third party certification  A review will involve evaluation of documents uploaded in the repository and SBA may request additional documents and perform a site visit  SBA may investigate the accuracy of any certification or representation made as it relates to a specific WOSB/EDWOSB contract  Only an interested party, SBA or a contracting officer may submit a protest  A protest must be submitted to the contracting officer within certain timeframes  Can only protest the ownership, control and economic disadvantage requirements  Size protests are handled under 13 C.F.R. part 121  SBA reviews each protest and makes a final decision, which may be appealed to the Office of Hearings and Appeal Any WOSB/EDWOSB found to be ineligible must remove their designation in SAM and the contracting officer shall not award the contract SBA is committed to ensuring only eligible WOSBs benefit from the WOSB Federal Contract Program. The following tools ensure compliance with Program requirements:

13. 13 Make sure you have completed all of the required steps to participate in the WOSB Federal Contracting Program Identify federal contracting opportunities using the following resources: FedBizOpps: https://www.fbo.gov/ SBA’s Contracting Resources for Small Businesses page: http://www.sba.gov/content/federal-business-opportunities Submit an offer for a contract When selected as the apparent awardee, give the contracting officer access to your documents in the WOSB Repository using the “Authorize” function 1 2 3 4

14. 14 There are a number of resources available to help answer questions about the WOSB Program: Visit the SBA’s website: www.sba.gov/wosb  You will find the latest information about the program on this site Visit a local resource:  Small Business Administration District Offices  Find your local office at: http://www.sba.gov/about-offices-list/2  Women’s Business Centers  Find your local center at: http://www.sba.gov/content/womens-business-centers  Small Business Development Centers  Find your local center at: http://www.asbdc-us.org/  Procurement Technical Assistance Centers  Find your local center at: http://www.aptac-us.org/new/ Call the SBA Answer Desk: 1-800-U-ASK-SBA (1-800-827-5722) Questions – aditi.dussault@sba.gov

15. ChallengeHER Opportunities for Women in Federal Contracting

16. © TargetGov 2014 Marketing to Win WOSB/EDWOSB Contracts Presented by Gloria Larkin President, TargetGov

17. © TargetGov 2014 Gloria Larkin President Nationally recognized federal contracting business development expert Author of The Basic Guide to Government Contracting Consultant & Trainer Clients have won billions in federal contracts Quoted in Wall Street Journal, Washington Post, INC Magazine, Bloomberg Educational Foundation Board Vice-Chair for WIPP Think BIG in the Federal Market 17

18. © TargetGov 2014 Agenda Setting your goals for business revenues in the federal market Using the market conditions to help you win contracts Tips tailoring your business profile to the revised needs of both the DOD and Civilian Agencies Positioning to Win Think BIG in the Federal Market 18

19. © TargetGov 2014 Insider’s View: What Works Think BIG in the Federal Market 19 Air Force Recommendations

20. © TargetGov 2014 Strategies Prime Contractor Subcontractor Teaming Partner Think BIG in the Federal Market 20

21. © TargetGov 2014 Market Research Sources Sought Notices in www.FBO.govwww.FBO.gov 70+/- per month 18 months ago 1,474 in the last month Mandated market research Your chance to answer the requirement Ask for a WOSB/EDWOSB set-aside Rule of Two Think BIG in the Federal Market 21

22. © TargetGov 2014 B Think BIG in the Federal Market 22

23. © TargetGov 2014 When You Respond to a Sources Sought Notice Expect no response or contact from feds They are doing market research It is your responsibility to follow-up Ask to schedule a capability briefing Often used as a down-select Pursue as a set-aside (WOSB/EDWOSB) Pursue as a sole source (8a, SDVOSB or HUBZone as appropriate) Think BIG in the Federal Market 23

24. © TargetGov 2014 Existing Capability vs. Potential Capability Think BIG in the Federal Market 24 (1) The contractor’s ability to manage, as prime contractor, the types and magnitude of tasking in the Performance Work Statement (PWS); and (2) The contractor’s technical ability, or potential approach to achieving technical ability, to perform at least 50% of the cost of the contract/task order incurred for personnel with its own employees; and (3) The contractor’s capacity, or potential approach to achieving capacity, to conduct the requirements of the PWS. For the purposes of this Capability Statement, capacity shall refer to matters such as the magnitude of the tasking, the amount of equipment or facilities involved, and the size of the staff needed. The concept of “potential capability” greatly improves a Small Business’ chances of being found “capable,” so Small Businesses need to take full advantage of this development.

25. © TargetGov 2014 Layers of Decision-Makers Small business representatives OSDBU, SADBU, SBLO Contracting and acquisition staff CO, KO Program and technical managers PM, COTR, end-user Think BIG in the Federal Market 25

26. © TargetGov 2014 Where to Find Decision Makers Person to person – Conferences – Vendor outreach sessions – Agency and base events – Matchmaking – Associations, social events Referral – From other decision-makers Virtual – Email, public relations, blog, LinkedIn, Facebook, Twitter Think BIG in the Federal Market 26

27. © TargetGov 2014 Tools Required 1 of 2 1 page Capability Statement to identify your: – Core Competencies – Past Performance – Differentiators – Company Data Opportunity identifier & bid-no-bid process Quickly identify the decision-maker, her/his responsibility & level of interest in your business Contract vehicle CRM system Think BIG in the Federal Market 27

28. © TargetGov 2014 Tools Required 2 of 2 Marketing Process News releases – Announcements, contract awards & completions – New hires, services, products, offices Informative articles/newsletters Networking events Phone calls Touch every 25-30 days Think BIG in the Federal Market 28

29. © TargetGov 2014 What is Your Score? What does your business look like to the government decision makers? Email your Capability Statement PDF to: CapabilityStatement@TargetGov.com for your company’s complimentary Capability Statement score Think BIG in the Federal Market 29

30. © TargetGov 2014 Contact Gloria Larkin President, TargetGov 443-543-5067 GloriaLarkin@TargetGov.com www.TargetGov.com Think BIG in the Federal Market 30

31. ChallengeHER Opportunities for Women in Federal Contracting