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Upcoming vendor conferences are valuable — if you do your homework

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October 14, 2011 by

In the next few weeks and months there are many government-sponsored conferences being held to attract small businesses to, and inform small businesses of, government agencies’ upcoming contracting opportunities.
But before jumping to attend, the Georgia Tech Procurement Assistance Center (GTPAC) suggests you take a few preparatory steps.  After all, it’s important that you make a sound decision about whether it’s worth the time, effort, and expense to attend a particular vendor conference.
First of all, small businesses should make no mistake about it: government agencies may need you more than you need them. Federal agencies are under the gun to ensure that small businesses — including 8(a) firms, companies in HUBZones, service disabled veteran owned small businesses, and others such as women-owned businesses at the subcontract level — get their share of the “contract spend.”  Keep in mind that the federal government is nearing the end of its fiscal year (Sept. 30th), so there is money to be spent before then, and small business goals to be met.  That’s why agencies host conferences — to demonstrate that they are reaching out to the small business community — and that may be why there are always so many government events scheduled toward the end of each year.
But regardless of the timing of a vendor event, should you try to attend as many governmental vendor conferences as you can in hopes that, by attending, contracts will begin to fall in your lap?   Hardly.
From GTPAC’s perspective, government-sponsored vendor conferences run the gamut in value.  Some are well-organized, featuring details on specific, upcoming opportunities as well as access to the decision-makers.  Other conferences, however, can be disappointing, consisting of little more than “a dog and pony show.”
So how do you select a good conference to attend?   How do you reduce the risk that you’ll be attending a conference that has little value to you?
There are several things you should do before deciding to go to a government-sponsored vendor event.  Here is a checklist:
1. Research the conference sponsoring agency’ s forecasted contract opportunities. Look for the sponsoring agency’s annual procurement forecast on that agency’s website.  Use www.google.com/unclesam and type in the name of the federal agency and “procurement forecast.”  (If that search fails to produce the results you need, check https://www.acquisition.gov/comp/procurement_forecasts/index.html.) One thing for sure, before you attend an event, you want to make sure the sponsoring agency buys what you sell.
2. Find out what contract opportunities will be the subject of the conference. Even if an agency buys what you sell, you’ll want to make sure that will be the focus of the conference.  Look in the conference announcement — see if the agency identifies specific goods and services that will be the focus of the conference.  Are the NAICS codes for future contracts identified, and do they match-up with yours?
3. Determine whether you’ll get access to decision-makers. Look for opportunities to meet one-on-one with the people who make the buying decisions.  Good vendor conferences will provide you with the opportunity to meet, on an appointment basis during the event, with agency contracting officials.  See if you can make appointments as a part of the registration process or whether such opportunities exist on-site at the event.  Think outside the box: If you arrive early — or stay late — will you be able to spend time with the people who award contracts?
4. Once you select a conference, prepare yourself. Remember, only one-third of the “action” occurs at the event itself.  You should spend the first third of your time preparing to attend.  And another third should be spent in follow-up, after the event.  If you are not prepared to make this much of an investment of your time, maybe you shouldn’t attend.  To help you prepare, attend, and follow-up, we recommend you read our detailed article at:  http://www.doughertysmallbiz.org/2010/05/14-tips-for-attending-a-government-expo-or-trade-show.  Your GTPAC Counselor will be glad to elaborate on this topic and provide you with additional advice.  You can find our contact information right here.
© 2010 Georgia Tech Procurement Assistance Center – All Rights Reserved.

Marine Corps’ Albany base sponsors small business trade show Aug. 4 & 5

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May 28, 2011 by

If you’re interested in learning about what and how the Marine Corps Logistics Command buys, then you ought to consider being at the Albany Civic Center on Aug. 4 and 5, 2011.

The Albany Marine Corps base is hosting a two-day trade show specifically focused on procurement and acquisition that support of Warfighter requirements.

The Command is looking for exhibitors and attendees specializing in:

  • Logistics
  • Industrial Electronics
  • Communications
  • Information Technology
  • Engineering
  • Parts Obsolescence
  • Repair/Maintenance
  • Storage
  • Warehousing (including Supplies)
  • Material Handling
  • Green Initiatives
  • Construction
  • Structure Ventilation/Controlled Environments for Workers

On Thursday, Aug. 4th, an anticipated 100 exhibitors — representing both small business and large business as well as local, state, and federal government agencies – are expected to be on hand at the Albany Civic Center.  Opening ceremonies will begin at 8:00 a.m.

Mid-day on Thursday, attendees will gather for lunch across the street from the Civic Center at the Albany Hilton Garden Inn to hear featured keynote speaker, Lieutenant General Frank A. Panter, Deputy Commandant, Installations and Logistics, Headquarters, U. S. Marine Corps.

Following lunch, activities will resume in the exhibit hall at the Civic Center from 1:30 until 4:00 p.m.

On Friday, Aug. 5th at the Albany Civic Center there will be eight (8) workshops running concurrently, each repeated on the hour at 8:00, 9:00, 10:00, and 11:00 a.m.   Workshop topics include: The Mission and Function of the Marine Corps Logistics Command Centers (including Distribution Management, Maintenance Center, and Supply Management); Expert Services for Entrepreneurs; Acquisition Courses for Contractors; the Federal Logistics Information System and the Internet Bid Board System; Construction Requirements of the Marine Corps Logistics Base; Small Business Program Updates; Getting on GSA Schedules; and Doing Business with the Marine Corps Systems Command (MARCORSYSCOM).

There is a registration fee of $100 to attend this two-day event. The registration fee includes access to all events both days, including one lunch ticket for Aug. 4th.

Companies wishing to exhibit at the event must make arrangements and pay a fee in advance.  The exhibition fee for large businesses is $550, and the exhibition fee for small businesses is $450.  Each of these exhibitor registration packages covers two attendees and two lunch tickets.  (Exhibitors must set-up at the Civic Center on Wed., Aug. 3rd, between 12:30 and 4:30 p.m.  Exhibit teardown takes place on Thurs., Aug. 4th between 4:00 and 5:00 p.m.)

Pre-registration is required to attend this event.  The deadline for registration is Thursday, June 16, 2011. Complete details may be found at: http://www.logcom.usmc.mil/sbpo/files/trade-show/2011/Key-Information.pdf.

A “Must Do” on Tuesday, Apr. 26th!

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April 22, 2011 by

We have a special treat just for you!

On Tuesday, Apr. 26th we are conducting a class just for registered clients!

From 1:00 ’til 3:00 pm, we’re going to be showing you exactly how our bid match service works and how you can “tweak” it to make it more effective in identifying government contract opportunities for you.

Guest speaker Tom Larkin will show you how to use the GTPAC bid match service to identify government bid opportunities that are relevant to your business interests. You will learn how to identify the correct NAICS codes, PSC/FSC codes, as well as keywords for your Search Profile. We will demonstrate how to effectively use the powerful ”iSearch” tool to validate keywords, obtain and collect marketing data, as well as how to identify what the agency “calls” what you sell. Real-time examples will be utilized during this interactive class.

Don’t miss this free class!   If you can’t attend, be sure to send someone as your representative.

The class will be held in the Arthur K. Williams Conference Room located in the Microbusiness Enterprise Center, 230 S. Jackson Street, Albany, Georgia 31701.

To register in advance, please visit: http://gtpac.ecenterdirect.com/ConferenceDetail.action?ID=7012.

We hope to see you there!

Oh, and one more thing … Come early at noon and hear Tom talk about “How to Work Effectively with Small Business Specialists.”  Refreshments will be served.

“Speed Partnering” registration reminder and tips for Tuesday, Feb. 22

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February 20, 2011 by

We’re very excited about the Small Business Speed Partnering event in Albany on Tuesday, and we hope you’re excited, too!

As a reminder, the event is being held at the Albany Civic Center and begins with coffee and informal networking at 8:00 am.  The program begins at 9:00 am sharp. 

If you haven’t already pre-registered, please do by  going to http://tinyurl.com/4dvxlxj  and then hitting the “Sign Up” button.

You can see an advance copy of the agenda at:

http://www.doughertysmallbiz.org/wp-content/uploads/2011/02/Speed_Partnering_Final_Agenda_2_22_11.pdf

When you look at the agenda, you’ll see that there are two blocks of time during which you will be able to meet one-on-one with buyers representing any of 11 different government agencies.  (Marine Corps Logistics Command (MCLC) Albany; Georgia Department of Administrative Services (GSA); US Treasury Department, IRS; US Department of Interior, National Park Service; Georgia Department of Administrative Services (DOAS); University System of Georgia; Georgia Department of Corrections; Dougherty County; SW Georgia Regional Airport; City of Albany Procurement Division; and Sumter Youth Juvenile Justice.) The “speed partnering” times are at 10:00 to 11:00 and 1:45 to 2:45.  You’ll have 15-minutes to have these meetings, so give some thought now to which agencies you’d liek to meet with.

To prepare for a speed partnering session, we recommend two things: 1) Bring copies of a short “capabilities statement” with you to hand-out, and 2) Be prepared to state exactly what you do and why you’re an expert at it (this is known as an “elevator speech.”

To help you prepare to do these two things, here are two short articles you can read:

We’re also conducting great workshops during the event.  Plan to attend these during the course of the day:

  • Business Communications, Elevator Pitches and Capability Statements
  • Reading and Responding to Bid Solicitations
  • The Do’s and Don’ts of Government Contracting
  • Conducting Government Market Research
  • SBA’s New Women Owned Small Business (WOSB) Program

And, of course, you won’t want to miss addresses by Meredith Lilly, a Presidential-appointee and special assistant to the GSA regional administrator, as well as Patricia Hanes, Regional Director of the Atlanta National Enterprise Center, Minority Business Development Agency (MBDA), U.S. Department of Commerce.  They will be providing tips for greater success in both the government and commercial markets.

We think you’ll agree — the Albany Civic Center is THE PLACE TO BE on Tuesday, Feb. 22.  Plan to arrive at 8:00 am if you can to receive all the benefits of the day!

Congress restores small business contracting parity

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October 1, 2010 by

The small business contracting parity debate is finally over.

On Monday, President Obama signed legislation that re-establishes equality among each of the small business subcategories that competes for government contracts.

The 2010 Small Business Jobs Act, which also provides tax cuts for undersized firms and creates programs to support private sector lending, makes a technical revision to the 1953 Small Business Act by replacing the word “shall” in the Historically Underutilized Business Zone statute with the word “may.”

The old language in the Small Business Act stated that a procurement officer shall award contracts based on limited competition to HUBZone small businesses. But, the statutes creating the service-disabled veteran-owned small business program and the Small Business Administration’s 8(a) Business Development Program used the word “may” when referring to set-aside contracts.

The Government Accountability Office and the U.S. Court of Federal Claims determined the difference unambiguously established a preference for HUBZone firms.

The Small Business Administration lobbied lawmakers for months to support legislation that would place contractors in the 8(a) and service-disabled veteran-owned small business programs — and the pending women-owned small businesses program — on equal footing with HUBZone companies. HUBZone companies are located in economically depressed neighborhoods.

“This clarification will help federal agencies meet each of the government’s small business contracting goals,” said SBA spokeswoman Hayley Matz.

The agency now will work with the Federal Acquisition Regulatory Council to “put in place, as expeditiously as possible, provisions implementing parity among all of SBA’s contracting and business development programs,” Matz said.

But, some small businesses are worried the new legislation could spell the end of the HUBZone program. “This is going to seal the fate of the HUBZone program,” said Jim Slagle, executive vice president for sales and marketing at Mission Critical Solutions, a Tampa, Fla. HUBZone firm that first challenged the parity statute in court. “They are not going to prioritize HUBZone firms. I don’t know that we will survive this.”

The federal government has not met its goal of awarding 3 percent of all contract dollars to HUBZone small businesses, while it generally exceeds its 5 percent goal for small disadvantaged businesses — a category that includes the 8(a) program.

Sen. Olympia Snowe, R-Maine, and ranking member of the Small Business and Entrepreneurship Committee, sponsored the parity language in the Small Business Jobs Act. Snowe, however, did not vote for the overall legislation because of its cost and questions surrounding the structure of several lending programs.

The jobs act also:

  • Directs SBA to establish a mentor-protégé program to assist small businesses owned by women, service-disabled veterans and those operating in HUBZones. The initiative would be modeled after the 8(a) mentor-protégé program.
  • Requires OMB’s Office of Federal Procurement Policy to establish a governmentwide policy for contract bundling — a process in which several small contracts are consolidated and awarded to one firm, often out of the reach of small businesses. Prior to bundling a contract, procurement officials would be required to conduct market research and to have a senior acquisition official sign off on the decision. The rationale for bundling then would be publicly disclosed.
  • Instructs OFPP to develop guidance that would allow agencies to set aside orders placed against multiple-award contracts exclusively for small businesses. The policy would apply to indefinite delivery-indefinite quantity contracts and task and delivery-order awards.
  • Establishes a pilot program for collaboration and joint ventures involving small business contractors. Under the five-year program, $5 million in federal grants will be awarded to eligible small business teams seeking to compete for larger procurement contracts.
  • Mandates small businesses recertify their size status annually. The law also establishes a governmentwide policy for prosecuting companies that fraudulently disclose themselves to be a small business.

 

The parity controversy was sparked in May 2009 when Mission Critical Solutions, which had lost out on an Army IT contract to an 8(a) minority-owned small business, filed a protest with GAO. The company argued, and GAO agreed, that HUBZone firms were legally at the top of the small business pecking order and the government should have given Mission Critical Solutions the first crack at the contract.

The ruling sparked a fury of activity, with the Office of Management and Budget and Justice Department issuing rare contradictory memos instructing agencies to disregard GAO’s nonbinding decision because it could “significantly limit the discretion” of contracting officers.

In a separate case, the Court of Federal Claims, a body whose rulings are binding, later decided in favor of Mission Critical Solutions. Justice has appealed that decision, although it is unclear how the new legislation will affect that case.

GAO since has ruled in favor of two HUBZone firms that filed similar contract protests. And in August the Court of Federal Claims issued its second ruling on the matter, arguing the Air Force first should have considered DGR Associates Inc., a HUBZone firm, before awarding a contract at Eielson Air Force Base in Alaska to an 8(a) small business.

– By Robert Brodsky – GovExec.com – September 27, 2010