Concurrent Session 10 Ideas to Get into and Make Money in Government Staffing
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1 TUESDAY 11:15 AM 12:15 PM VERANDA C Concurrent Session 10 Ideas to Get into and Make Money in Government Staffing Moderator: Adrianne Nelson, Director, Global Services, Staffing Industry Analysts Panelists: Tracy Balazs, President & CEO, Federal Staffing Resources, LLC dba FSR James Hoen, VP, Kelly Services Elvis Oxley, President, Oxley Consul0ng, LLC 2015 Crain Communica0ons Inc. All rights reserved.
2 Launched FSR over 11 years ago - leading provider of workforce solutions and program management provider nationwide Working Warrior Program serving our nation s heroes since 2004 Became a Small Business Administration (SBA) approved Mentor in the 8(a) Mentor-Protégé program before graduating FSR also serves the commercial and private sector with a focus in the technology and life sciences industry Awards and Recognition: GovCon Nomination: 2010, 2011, 2012, 2014 Inc 5000: 2012, 2013, 2014 Fast 50/Top 500 Asian American Businesses in U.S.: 2013, Fastest Growing Women-Owned/Led Companies: 2013, 2014 Enterprising Women of the Year Winner: 2014 Baltimore s Future 50: 2013, 2014 Top 100 MBE: 2013 Largest Defense Contractor and Woman-Owned Business in Baltimore: 2013 Top Health Companies: 2012 SmartCEO and Brava Awards: 2010, 2012, 2013, 2014, 2015 Tracy Balazs President/CEO Federal Staffing Resources, LLC dba FSR
3 Kelly Services Inc. Worldwide leader in workforce management solutions Expertise in Recruitment, Staffing, Project Services and Outsourcing & Consulting Talent Supply chain reaching 140 Countries Kelly Government Solutions Dedicated Business Unit to Service Federal Government $225M in Annual Federal / Prime Contract Revenue Success through strong relationships with Small Business Partners Jim Hoen Vice President & Division Manager Kelly Government Solutions Heavily focused in the Scientific and healthcare lines of business 5
4 Oxley Consulting, LLC Capital Partners Poli0cal Intelligence Government Marke0ng Strategy Elvis Oxley, President (202) ConsulXng.com
5 Naics codes : Employment Placement Agencies: nurse registries $29M (FY14) : Home Health Care Services: home nursing services, nurse associa0ons (visi0ng), nursing agencies $246M (FY14) : Offices of All Other Miscellaneous Health Prac00oners: home nursing services, Licensed prac0cal nurses (e.g., offices, centers, clinics), nurses, licensed prac0cal or registered, prac0cal nurses offices, registered nurses offices $1.4B (FY14) : Professional Organiza0ons: nurses associa0ons $445M (FY14) Totals sourced from Govtribe.com Copyright 2015, Oxley Consulting, LLC
6 GSA Schedule 621- I Professional & Allied Healthcare Staffing Services: Physicians, Den0sts, Nurses, Pharmacists, Orthos, PTs, etc. Fiscal Year VA Sales Other Govt Agencies State & Local Sales Total Sales 2014 $270,944,012 $161,881,476 $611,796 $433,437, $262,734,718 $164,995,007 $403,591 $428,133, $314,699,264 $169,591,200 $409,911 $484,700,375 h`p://
7 OpportuniXes in Government Healthcare Staffing 2015 Crain Communica0ons Inc. All rights reserved.
8 Set-aside Goals Small Business 23% Small Disadvantaged Business (SDB) 5% Woman-owned Small Business (WOSB) 5% HUBZone 3% Veteran-owned Small Business (VOSB) 3% Service Disabled VOSB (SDVOSB) 3% ~ Native American & Alaska Native FAR Part 19, Public Laws, Code of Federal Regulations Copyright 2015, Oxley Consulting, LLC
9 Small Biz Benefits Competitive 8(a) Award Expectation that at least two eligible and responsible 8(a) firms will submit offers and award can be made at a fair market price; Acquisition will exceed $3.5 M for most NAICS SDVOSB Sole Source Only one SDVOSB can satisfy the requirement; The anticipated award price of the contract (including options) will not exceed $3M for most NAICS; The SDVOSB has been determined to be a responsible contractor with respect to performance; AND Award can be made at a fair and reasonable price Copyright 2015, Oxley Consulting, LLC
10 Partnering Strategy: SBA Small Business Search h`p://dsbs.sba.gov/
11 Mentor Protégé Program Benefits: Large companies can form Joint Ventures with Protégé in order to attack Small Business set-aside RFPs. Large companies can teach, vet and optimize Protégé. What better way to make an acquisition? A small business with a large prime partner is less risky to the Government. Small businesses benefit from learning the minutia from the Mentor: contract administration, finance, etc. Copyright 2015, Oxley Consulting, LLC
12 Leaders in NAICS (Health Practitioners)
13 GSA elibrary: Nurse Assistant Schedule
14 Sourcing B 2 B sales
15 Keys to Success 1. Create rela0onships with the en0re contrac0ng food chain 2. Do your research 3. Start early: use Rule of RFI stage 4. Mi0gate risk 5. Pa0ence and tenacity Courtesy of Oxley Consulting, LLC 2015 Crain Communica0ons Inc. All rights reserved.
16 SUMMARY: The 10 Ideas (ok 11) Become a partner Get a partner Get expert advice Incorporate veterans in your hiring strategy Look at state and local opportuni0es Match your niche Use Rule of RFI stage Source B2B Sales Use Set Aside Programs 8(A) Programs Cash out 2015 Crain Communica0ons Inc. All rights reserved.
17 What did they just say??? CCR - Central Contracting Registry SAM - System for Award Management SBA - Small Business Administration NAICS - North Amer. Industry Classification System OSDBU - Office of Small & Disadvantaged Business Utilization DUNS - Dun & Bradstreet # FBO - FAR - Federal Acquisition Regulation Copyright 2015, Oxley Consulting, LLC
18 GIVE US YOUR FEEDBACK 10 Ideas to Get into and Make Money in Government Staffing Tap the ipad screen as you exit to rate this session Crain Communica0ons Inc. All rights reserved.
19 TUESDAY 3:30 4:30 PM VERANDA C Concurrent Session Clinical/ScienXfic Staffing: How to Enhance the Strategic RelaXonship with Your Clients Moderator: David Papapostolou, Research Analyst, Staffing Industry Analysts Panelists: Nick Demling, President, Planet Pharma Veronica Edwards, CEO, InGenesis Stacie Habegger, Chief Sales Officer, ACT 1 and Agile 1 Robert C. Miseyka, Managing Partner, Raland Compliance Partners, LLC 2015 Crain Communica0ons Inc. All rights reserved.
20 GIVE US YOUR FEEDBACK Clinical/Scien0fic Staffing: How to Enhance the Strategic Rela0onship with Your Clients Tap the ipad screen as you exit to rate this session Crain Communica0ons Inc. All rights reserved.
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