Using Certifications
To Win More
Contracts
Government Contractors Association, Inc.
3300 Buckeye Rd
Suite 510
Atlanta, GA 30341
(404) 955-8080 main
(404) 585-3040 fax
[email protected]
www.GovContractors.org
2/20/2015
“Educate - Facilitate - Advocate”
1
Who we are?

Government Contractors Association, Inc.
(GCA)

GCA is a national trade association comprised of
commercial contractors and government
agencies.

We collaborate with different organizations to
increase greater awareness in government
contracting
2/20/2015
“Educate - Facilitate - Advocate”
2
Our Membership
1) Federal Contractors:










8a Certified Companies: Minority owned companies, Alaskan Native Corporations and Tribally
Owned Corporations
HUBZone Certified Companies: Historically Underutilized Business Zone companies
SDVOSB: Service Disabled Veteran Owned Small Businesses
WOSB: Women Owned Small Businesses
edWOSB/8m: Economically Disadvantaged Women Owned Small Businesses
SDB: Small Disadvantaged Businesses
VOSB: Veteran Owned Small Businesses
Small Companies: Un-certified small companies
Large Companies: Large prime corporations & SBLO's
Non-CCR Companies: unregistered private sector corporations
2) State & Local Contractors:

Companies with focus on the state & local level
3) Government Agencies:

2/20/2015
Government entities, government staff, universities, non-profits and all other government
related groups.
“Educate - Facilitate - Advocate”
3
Our Mission

Educate: We are a training institution with educational
curriculums, resources and certification training. We provide the
following resources:




Certified Federal Contractor™: When a company is CFC Certified™,
they have undergone intense training and have met required guidelines.
Coaching Programs: Step-by-Step Guidance
Seminars & Training: Courses to equip our members.
E-Learning and Webinars: Online and distance learning tools.

Facilitate: We will facilitate coaching groups, foster networking
groups, alliance groups, teaming opportunities, joint venture
formations, mentor protégé relationships and contracting
relationships between the private and public sectors.

Advocate: We will promote, inform and lobby for supportive
legislature to enhance and open doors for greater opportunities,
transparencies, and accountability for our members.
2/20/2015
“Educate - Facilitate - Advocate”
4
The Opportunities
In the
Government
Market
2/20/2015
“Educate - Facilitate - Advocate”
5
The Opportunities…

World’s biggest customer

Buys virtually everything

Open to any business
2/20/2015
“Educate - Facilitate - Advocate”
6
The Opportunities

Federal Budget: $3.9+ Trillion

Checks never bounce
2/20/2015

Why…?

Print Money, Raise Taxes, Borrow Money
“Educate - Facilitate - Advocate”
7
2/20/2015
“Educate - Facilitate - Advocate”
8
Awarded to private sector…
Dollar:
$450,000,000,000
$1.2 billion each day
$51 million each hour
$850,000 each minute
$14,000 each second
Contracts: 2,482,980
Avg Value: $180,000
Contractors: 600,000
2/20/2015
“Educate - Facilitate - Advocate”
9
Understanding Set Asides
Small Businesses

99.7% of the businesses are small businesses



(SBA size standards)
$73 billion out of $461 billion total
16% are awarded to small businesses
Small Biz
Large Biz
2/20/2015
“Educate - Facilitate - Advocate”
11
Women-Owned Businesses





41% of businesses are Women Owned (BusinessWeek.com)
32,600 Registered in the SAM.gov
$20.8 billion awarded (out of $461 b)
4.6% Federal dollars went to WOSB
Goal of 5%
2/20/2015
“Educate - Facilitate - Advocate”
12
Minority-Owned Businesses

35% of the US population are minorities


$22.5 billion dollars out of $461 billion
4.8% are awarded to 8(a) companies
8a (minorities)
All other
2/20/2015
“Educate - Facilitate - Advocate”
13
Comparison
Lock Heed Martin
won $29.2 billion
vs.
WOSB Firms
won $20.8 billion
(one company)
(32,600 companies)
6.5% of all Federal $
4.6% of all Federal $
2/20/2015
“Educate - Facilitate - Advocate”
14
Goal of 23

23% of Federal Contracts dollars are set aside
for small businesses
Goal of 35

77% of contracts are Open Competition


Government places a Set Aside Goal on Large
Companies who win Federal Contracts of
$650k all industry & $1million for construction
35% of Awarded Contract must be
Subcontracted to Small Businesses
$450 B Awarded
Government
Contracts
Open Competition
77%
$347 B
Set-Asides
23%
$104 B
Large Biz
> $650K
35% Goal
Subcontractors
Small Biz
8a - 5%
HUBZone - 3%
SDVOSB - 3%
WOSB - 5%
SDB/VOSB
Others
2/20/2015
“Educate - Facilitate - Advocate”
17
Types of Set Asides

Federal: (Top Programs)
 HUBZone (3%)
 SDVOSB
(3%)
 8a
(5%)
 (SDB)
 ED/WOSB (5%)

Federal: (Other Programs)
 VOSB
 Section 3 (HUD only)
 Mentor Protégés
 HBCU/MI (5% DOD)
Types of Set Asides

State: (Top Programs)
 DBE
 MBE
 HUB
 SWUC

Local: (Counties/Cities)
 MBE
 LSBE
 AABE
 APABE
 HABE
Where do you want to compete?


Total Companies in US
Total SAM Registered




(Less than 2% of US companies are registered)
Successful Companies

31,000,000 (Census 2007)
600,000
181,666
(Only ½ % of businesses in the US won gov’t contracts)
(However, 31% of companies who registered won contracts)
Private (commercial)? VS. Public (government)?
2/20/2015
“Educate - Facilitate - Advocate”
20
A CLOSER LOOK AT
WOMEN OWNED
SMALL BUSINESSES
(WOSB’s)
# of Contracts Awarded to WOSB’s
# Contracts
450,000
Year
400,000
350,000
300,000
250,000
# Contracts
2000
36,577
2001
41,396
2002
57,797
2003
82,640
2004
192,812
2005
271,568
2006
361,642
2007
381,962
2008
407,626
2009
344,335
2010
290,629
2011
354,671
2012
337,509
2013
268,409
200,000
150,000
100,000
50,000
0
2000
2001
2002
2003
Copyright (c) 2010 GCA, Inc.
2004
2005
2006
2007
2008
2009
2010
2011
“Educate - Facilitate - Advocate”
2012
2013
22
% of Dollars awarded to WOSB
6%
YEAR GOAL % to WOSB
1979
5%
0.20%
1989
5%
1.00%
1999
5%
2.90%
2009
5%
3.68%
2013
5%
4.31%
5%
4%
3%
2%
1%
0%
1979
1989
1999
GOAL
Copyright (c) 2010 GCA, Inc.
2009
2013
% to WOSB
“Educate - Facilitate - Advocate”
23
WOSB HISTORY


Historical pattern of disadvantaged presence in
government contracting
In 2000, President Clinton signed the Equity in
Contracting for Women Act


Allowing the government to reserve contracts for womenowned small businesses in industries where females
historically were underrepresented
5% Goal Government wide
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
24
Certifications for Women

FEDERAL CERTIFICATIONS:
 WOSB (8m)
Woman Owned Small Business
ED/WOSB
Economically Disadvantaged
Woman Owned Small Business
 2014 ED/WOSB allowed to win Sole
Source Contracts

Certifications for Women

STATE CERTIFICATIONS:
 WBE (DBE)
Woman Business Enterprise
(under the Disadvantaged Business Enterprise program)
(some states uses the HUB/SWUC or other programs)
Certifications for Women

LOCAL CERTIFICATIONS: (counties/cities)
 WBE
Woman Business Enterprise
 FBE
Female Business Enterprise
(Fulton – M/FBE)
(Atlanta – FBE)
Certifications for Women

COMMERCIAL CERTIFICATIONS:
 WBE ( www.WBENC.org / www.NWBOC.org )
Woman Business Enterprise

LGBTBE ( www.NGLCC.org )
Lesbian/Gay/Bi-Sexual/Transgender
Business Enterprise
Small Businesses Registered










HubZone
8a
SDVOSB
ED/WOSB
SDB
VOSB
Total Cert. Small Biz
All others
Total SAM registered
Successful Businesses
2/20/2015
5,500
6,700
14,700
32,600
7,341
34,007
123,217
476,783
600,000
181,666
“Educate - Facilitate - Advocate”
29
ADVANTAGES:
 Creates processes and guidelines for
contracting officers to award set-aside
contracts to WOSB’s
 No term limit in the program
 83 Industries: Qualification by NAICS codes

Not all industries are available (only 83 industries)

Rule of 2 for 45 industries
No Rule of 2 for 38 industries
Only 56,000+ WOSB & EDWOSB companies

Beat out your competition


Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
30
ADVANTAGES: continue…







SOLE SOURCE CONTRACTS (now allowed)
5% of all federal spending is set-aside for
WOSB/EDWOSB
5% subcontracting requirement to WOSB’s from large
prime contractors
Set-aside are available for projects with no size limit
SBA’s “ChallengeHER” campaign matching WOSBs
and EDWOSBs with agencies, increasing program
awareness
Equal playing field with other programs such as
HUBZone, SDVOSB & 8a
New Mentor Protégé program for WOSB (coming soon)
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
31
To be eligible:




A firm must be 51 percent owned and
controlled by one or more women,
Primarily managed by one or more women.
U.S. citizen(s)
Full time in the business (may hold 2nd job if proven not
to be a hindrance to running the business)

Must hold highest position in company
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
32
To be eligible:





Must be a SMALL business
Size of a firm includes any affiliates
Multiple ways that affiliation can arise
The KEY is to make sure that no third party or
another person can exercise control over your
company (13 C.F.R. § 121.103)
Can have affiliates, but must still meet small
status size limit when combined
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
33
To be eligible:





Ownership must be unconditional and direct
No restrictions on ownership
Not owned through another entity, like a
holding company or ESOP (but a revocable trust is okay)
Control = long-term decision making and dayto-day management and administration of
business operations
Participate in an industry that has been
identified by the SBA as one where WOSBs
are “substantially underrepresented”
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
34
To be eligible:

A woman must have managerial experience
needed to run the business



A woman does not need the technical expertise or
possess the required license in order to control the
company if she can demonstrate she has the
ultimate managerial and supervisory control over
those who have the technical expertise and licenses
However, if a man possesses the required license
and has an equity interest in the business, he may
be found to control the company
Make sure your resume reflects the industry of
your company
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
35
To be eligible for EDWOSB:

An EDWOSB is, by definition, a WOSB, so
same eligibility requirements apply (and EDWOSBs
may compete for WOSB opportunities)

For a WOSB to be deemed “economically
disadvantaged,” its owner(s) must demonstrate
economic disadvantage

“A woman is economically disadvantaged if she can
demonstrate that her ability to compete in the free
enterprise system has been impaired due to
diminished capital and credit opportunities as
compared to others in the same or similar line of
business.” 13 C.F.R. § 127.203(a)
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
36
To be eligible for EDWOSB:

Personal net worth must be less than $750,000
(excluding ownership interest in the business and equity interest in
primary personal residence.)


Fair market value of all assets must be $6
million or less (including business and primary residence)
AGI must average less than $350,000 for last
three years
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
37
To be eligible for EDWOSB:



When married, you must submit separate
financial information for your spouse
SBA may consider your spouse’s financial
situation in determining your access to credit
and capital
SBA will consider your spouse’s financial
situation where spouse has a role in the
business, has provided financial support to the
business, or has a company in the
same/similar line of work and the firms have
similar names, employees, etc.
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
38
To be eligible for EDWOSB:


Asset transfers during two years leading up to
certification still count as part of woman’s
assets if transferred to an immediate family
member or family trust
Except if transferred to immediate family
member for education, medical expenses,
essential support, or for special event such as
birthday, graduation, anniversary, etc.
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
39
CERTIFICATION PROCESS

No formal application process (unlike the 8(a) and
HUBZone Programs)

Two ways to get certified:



Option 1: Self certification by uploading eligibility
documentation to WOSB Program Repository (GLS)
Option 2: Use 3rd Party Certifier approved by SBA
Once you have completed one of the two
ways, go to SAM.gov and update your status
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
40
OPTION 1: SELF CERTIFICATION



NO COST (FREE)
Upload documents to SBA’s General Login
System (GLS) at: https://eweb.sba.gov/gls
Necessary documents include:



Copies of birth certificate, naturalization papers, or
unexpired passport for woman owner(s)
All corporate records (e.g., operating
agreement/bylaws, articles of incorporation, stock
certificates, etc.)
Copy of joint venture agreement, if applicable
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
41
OPTION 1: SELF CERTIFICATION

For WOSBs:


WOSB Program Certification (use SBA Form 2413)
For EDWOSBs:


All of the above docs, plus SBA Personal Financial
Statement (SBA Form 413) for each woman claiming
economic disadvantage
Copy of the EDWOSB Program Certification (use
SBA Form 2414), not WOSB Program Certification
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
42
DOCUMENT TIPS

Simpler process if you are already in the 8(a)
program



Just upload your initial 8(a) Program certification, the
appropriate Program Certification Form, and register
the appropriate status in SAM.gov
Documents must be uploaded to the
Repository in PDF or ZIP format – SBA
recommends ZIP to reduce size
Must keep all documents for 6 years from the
date of certification (initial and any subsequent certifications)
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
43
OPTION 2: Using 3rd PARTY





COST: $400 to $1000 + annual fee
El Paso Hispanic Chamber of Commerce
(www.ephcc.org)
National Women Business Owners Corporation
(www.nwboc.org)
U.S. Women’s Chamber of Commerce
(www.uswcc.org/certification.aspx)
Women’s Business Enterprise National Council
(WBENC) (www.wbenc.org) At the request of WBENC, SBA has
approved WBENC only for the certification of WOSBs and not certification of EDWOSBs
Copyright (c) 2010 GCA, Inc.
“Educate - Facilitate - Advocate”
44
How to use your CERTIFICATION
to win government contracts
P+P+P+P=P
+ P = Preparation
+ P = Promotion
+ P = Proposal
+ P = Performance
--------------------------------------P = Profit
2/20/2015
“Educate - Facilitate - Advocate”
45
12 STEPS of Government Contracting
ASERIM ROPP-CC = Goddess of Gov’t Contracting












1) A:
2) S:
3) E:
4) R:
5) I:
6) M:
7) R:
8) O:
9) P:
10) P:
11) C:
12) C:
2/20/2015
Assessment
Strategy
Education
Registration
Image
Marketing
Relationship
Opportunities
Proposal
Performance
Compliance
Closure
“Educate - Facilitate - Advocate”
46
Formula + 12 Steps
Preparation
-
-
Assessment
Strategy
-
-
(ask for specific industries)
Education
Registration
2/20/2015
“Educate - Facilitate - Advocate”
47
Formula + 12 Steps
Promotion
-
-
Image
Marketing
Relationship
2/20/2015
“Educate - Facilitate - Advocate”
48
Relationship Building

It’s not WHAT you know


It’s not WHO you know



You have to know which agencies and the POC
How do you get their attention to notice you?
But WHO knows you



2/20/2015
There are plenty of companies with excellent products or
services….”dime a dozen”
Not a machine awarding the contracts but a person
Friends do business with friends
Agencies, POC & KO will have to know you by your first
name
“Educate - Facilitate - Advocate”
49
Formula + 12 Steps
Proposal
-
-
Opportunity Sourcing
Proposal Writing
2/20/2015
“Educate - Facilitate - Advocate”
50
Formula + 12 Steps
Performance
-
-
Performance
Compliance
Closure
2/20/2015
“Educate - Facilitate - Advocate”
51
Relationship
Triangles
Government Agencies
Gov’t buyers with a need
Example: CDC, HHS, DOD, GSA
End
Sub with large companies
SBLO = Small Bus. Liaison Officer
Mentor Protégé relationships
Teaming/JV
Users
Large
Small
Teaming Alliances with certified
companies: WOSB, SDVOSB, 8A,
HUBZone, Section 3, VOSB, etc.
Businesses Similar industries, goals, ethics,
Primes
vision, mission, etc.
Contractors
Vendors
SADBUS = Small and
Disadvantaged Bus. Utilization
Specialist
Contracting
KO = Contracting Officer
PCO = Procurement C.O.
Officers
TCO = Termination C.O.
ACO = Administrative C.O.
C.S. = Contracting Specialist
COTR = C.O. Technical Representative
Small Bus
Advocates
Gov’t
Dept.
2/20/2015
Build Contracting Department
Staff: Proposal writer, Relationship
manager, Contracting Spec,
Research team, Cost
estimator/CPA, Admin.
Hire former KO
Invest in Consulting firm
Utilize GCA Coaching Program
OSDBU = Office of Small
Disadvantaged Bus. Utilization
SBA B.O.S. = Bus Opportunity
Specialist
SBS = Small Bus. Specialist
52
It’s POSSIBLE….




Inc. Magazine
30 Under 30 Ranked #2
Sumi Krishnan
K4 Solutions, Inc.


Location: Falls Church, VA
2013 Revenue: $14.3 million
Employees: 70
Year founded: 2001
Website: www.k4solutions.com
Sumi Krishnan was just 19 years old when she entered the competitive federal
contracting market. Today, her company regularly lands multimillion-dollar contracts
to provide help desk support, network engineering support, video teleconferencing,
and data management services for Air Force bases and other agencies, including the
Pentagon. This summer, the company was awarded a contract to oversee office
automation and military personnel administration support for the 88th
Communications Group at the Wright-Patterson Air Force Base in Dayton, Ohio, one
of the nation's largest military installations.
2/20/2015
“Educate - Facilitate - Advocate”
53
K4 Solutions: 2001-2013
CONTRACT AWARD HISTORY
2/20/2015
Year
# Contracts
Dollars
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
2012
2013
Total
0
0
0
1
5
9
8
8
21
41
39
62
43
237
0
0
0
“Educate - Facilitate - Advocate”
$39,980
$198,961
$6,671,071
$6,207,082
$7,247,116
$6,483,449
$14,534,284
$13,515,870
$17,621,774
$14,347,012
$86,866,599
54
NEXT STEPS


Go after certification
www.edwosbcertification.com/pricing2/
Use password: discount
2/20/2015
“Educate - Facilitate - Advocate”
55
NEXT STEPS



Get a 20 Point Contracting Assessment
Develop a Contracting Strategy
Apply to Coaching Program:



2/20/2015
Group Coaching Program
One-on-One Coaching Program
Customized Coaching Program
“Educate - Facilitate - Advocate”
56
2/20/2015
“Educate - Facilitate - Advocate”
57
Q&A
2/20/2015
“Educate - Facilitate - Advocate”
58