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1 Thank You for Joining Us, The Webinar Will Begin Shortly Give Me 5: Doing Business with DoD Presented by: Ms. Alice Williams While you are waiting please check out the Upcoming Webinars on

2 Doing Business with DoD Ms. Alice Williams Acting Deputy Director DoD Office of Small Business Programs (OSBP)

3 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.

4 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.

5 Doing Business with DoD Ms. Alice Williams Acting Deputy Director DoD Office of Small Business Programs (OSBP)

6 Ann Sullivan Chief Advocate Women Impacting Public Policy

7 Ms. Alice Williams Acting Deputy Director, DoD OSBP 38 years of experience in the federal government Manages DoD OSBP s workforce initiatives, socioeconomic programs and multi-million-dollar Rapid Innovation Fund (RIF) program Former Director of the U.S. Army Communications-Electronics Command OSBP Former Associate Director of the Army Contracting Command OSBP Former Contracting Officer DAWIA Level III certified in Contracting 1

8 DoD OSBP Mission We maximize opportunities for small businesses to contribute to national security by providing combat power for our troops and economic power for our nation. 2

9 Why DoD Values Small Businesses Small Business Features Strengthen the defense industrial base Are typically more innovative, agile and willing to take greater risks than larger firms with entrenched and rigid corporate strategies and profit structures Have the flexibility to quickly adapt to changing requirements or to adopt high-risk ventures or technologies Offer lower prices for services Value The characteristics of small business can lead to lower prices, faster delivery and greater performance for DoD when they are intelligently integrated into an acquisition strategy 3

10 DoD Market Size DoD spends more than 60 percent of the federal procurement budget eligible for small businesses. In FY16, DoD awarded more than $57 billion (22%) in prime contracts to small businesses, including more than $10 billion (4%) to woman-owned small businesses (WOSBs). 4

11 DoD FY16 Small Business Prime Contract Spending FY16 data not yet validated. 5

12 $2.9 $3.9 $4.9 $5.6 $6.3 $6.9 $7.7 $9.0 $10.2 $10.5 $10.0 $9.3 $8.2 $9.2 $9.4 $10.3 DoD Prime Contract Awards to WOSBs FY01 - FY16 DoD Awards to WOSB FY01-FY % 8.0% 6.0% 4.0% 2.0% 0.0% $25B $20B $15B $10B $5B $0B WOSB % WOSB Goal % 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 2.20% 2.48% 2.53% 2.68% 2.84% 2.93% 2.87% 2.73% 3.37% 3.59% 3.43% 3.38% 3.57% 3.97% 4.43% 4.10% FY01 FY02 FY03 FY04 FY05 FY06 FY07 FY08 FY09 FY10 FY11 FY12 FY13 FY14 FY15 FY16 FY16 data not yet validated. 6

13 DoD FY17 Small Business Prime Contracting Goals DoD FY17 Small Business Subcontracting Goals 7

14 Current Environment Contracting has changed. We don t do business like we did 10 years ago. Quality is important, but so is affordability. We need to defend, justify and explain how every dollar is spent. Sequestration is still in effect. Requirements are growing, but funding isn t. Contracting Officers are gravitating to low-cost solutions. Large contractors are merging and shedding low-margin work. 8

15 Small Business Professionals Small Business Professionals are located at every agency that exercises contracting authority. They help: Small businesses identify prime contracting and subcontracting opportunities Small businesses develop strategies for selling services and products to DoD Contracting Officers conduct market research and develop acquisition strategies Small Business Professionals can help you prepare for meetings with Program Managers and Contracting Officers. 9

16 Common Mistakes Small Businesses Make Being impatient. It takes, on average, months to award a federal government contract. Promoting broad capabilities instead of matching a capability to a specific requirement. Not responding to Sources Sought notices or Requests For Information (RFIs). If you don t respond, it doesn t get set-aside. 10

17 10 Tips for Marketing to DoD 1. Follow the money. 2. Arm yourself with information and facts, not emotion. 3. Find your niche. Don t try to be everything to everybody. 4. Target your market and understand your prospective customer s mission, environment, challenges and hot buttons. 5. Meet with Small Business Professionals. 6. Don t provide a standard, canned presentation to potential customers. Research their requirements and understand their challenges. 7. Explain how your service or product has a positive impact on a project s cost, schedule and performance. 8. Identify your differentiators what separates you from other great performers? 9. Translate the relevancy of your past performance; don t expect a prospective customer to do it for you. 10. When you meet with Program Managers and Contracting Officers, be prepared to discuss a real requirement, not your generic capabilities. 11

18 Marketing Presentations Have two marketing presentations ready at all times. One-page capability sheet o Company Name, website, contact info, locations, small business categories and CAGE code o Certifications o NAICS codes o DoD/Federal, state and local contracts with point of contact o Significant subcontracts with point of contact o Multiple-award contract vehicles, if any Full capability presentation o o o o Know your audience Be focused and brief Articulate how the customer will benefit from doing business with you Identify the problems you will solve for the customer 12

19 Mark Research Resources for Small Businesses FBO.gov Federal government sources-sought notices, Requests for Information and unclassified solicitations are released on FedBizOpps. FPDS.gov The Federal Procurement Database System identifies, who bought what, from whom, when, for how much and where. USAspending.gov Subcontract data is available in USAspending.gov. 13

20 Resources for WOSBs DoD Small Business Program Offices Procurement Technical Assistance Centers ChallengeHER Give Me Five Veteran Women Igniting the Spirit of Entrepreneurship Service Corps of Retired Executives (SCORE) Small Business Development Centers 14

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

23 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 WIPP Questions? Contact WIPP Staff Program & Education Coordinator: Lin Stuart LStuart@wipp.org (415) Membership Coordinator: Lynn Bunim LBunim@wipp.org (415)

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